How to Close More Orders, was a workshop I ran in Truro, Cornwall for the South West Rural Development Agency.
The fifty delegates were from small and medium sized businesses that had a dedicated sales person or sales team. They all wanted to do a better job of selling their company's products or services.
With the South West businesses under threat from highly competitive businesses from outside the region, the RDA wanted South West businesses to sharpen their selling skills.
This workshop taught delegates basic sales psychology and several useful higher-level selling skills.
This slide deck shows the slides I presented. If you'd like the text and detail that accompanies the slides,
- please contact Paul Munnery at www.stewartnash.co.uk, or
- email directly to paul.munnery@stewartnash.co.uk
2. The Stewart Nash Consultancy
Business Support & Assistance to SME Businesses
Where there is a need for additional business skills &
director-level experience into the company
Practical, hands-on assistance. Highly results orientated
Helping SME businesses in South West develop, grow
and sell more products & services
3. South West SME Businesses
Facing tough, new competition
Post-recession business will be tough
6. Financial Security = 4%
80% / 20% / 4%
Professional Salespeople.
Average Salespeople.
7. Financial Security = 4%
80% / 20% / 4%
Professional Salespeople.
Average Salespeople.
The difference?
Consistently winning salespeople do just a few things
differently to the others
11. The Successful Salesperson
Two Fundamentals.
Choose the right Product or Service to sell
•Tangible? Intangible?
Be intensely Goal Orientated
•Goals = Focus = Results
16. Closing. The Process of Selling
Telling is not selling.
Ask questions.
Trial closing
17. Closing. The Process of Selling
Telling is not selling.
Ask questions.
Trial closing
Give one piece of information. Ask a question.
Demonstrate a Benefit. Ask a question.
Giv one piece of information. Ask a question…
18. Closing. The Rule of Seven
The more, the easier.
1.
2.
3.
4.
5.
6.
7.
Salesperson must be Positive, Enthusiastic & Eager
Salesperson must understand the customers needs
Customer must understand the value of the offering
Customer must believe you - and your company
Trust, Rapport or Friendship must be established
Customer must want to enjoy the benefits
Product or Service must be suited to the customer
21. Closing. Why so difficult?
Four difficulties to overcome when closing.
22. Closing. Why so difficult?
Four difficulties to overcome when closing.
1. Salespersons fear of rejection
23. Closing. Why so difficult?
Four difficulties to overcome when closing.
1. Salespersons fear of rejection
2. Prospects fear of failure
24. Closing. Why so difficult?
Four difficulties to overcome when closing.
1. Salespersons fear of rejection
2. Prospects fear of failure
3. The lazy buyer
25. Closing. Why so difficult?
Four difficulties to overcome when closing.
1.
2.
3.
4.
Salespersons fear of rejection
Prospects fear of failure
The lazy buyer
The emotional prospect
31. Closing. The Law of Six.
Sales objections. How many do you encounter?
Normally six objections to any product or service.
Know yours.
Handle objections with ease.
