Adam Stott Slides From Recent LIVE Video

1. 10 Sales
Essentials
The must have tools
for every sales
person

2. 1. Sales Professionalism Basics
• Basics, be on time
• Look smart
• Manage your personal circumstances
• Call people back, Always!
• Always look to improve the client experience
• Always look to streamline the client
experience
• Prepare for appointments
• Keep good records
• Be organised
• Keep good enquiry records

3. 2. Sales Master Mindset
• The best sales people are driven, what are your team or
your desires?
• Avoid Procrastination
• For every no you get you are one closer to a yes
• Every no is not a no it is a NOT YET
• Which means rejection does not exist
• Never pre-judge - Your Biggest Clients are often who you
would never expect
• NO DISTRACTIONS GET RID OF THEM!
• Don’t focus on the competition………………..

4. 3. Time Efficient Sales
• Work on your hot leads first always
• Then focus on warm leads
• Then move on to new enquiries
• Then re visit older enquires
• Never let a hot lead cool down
• Make follow up calls every evening as
this could be a crucial time for getting
through to people
• Plan at least 3 hours per day going
after new business or you will go out
of business

5. 4. WOW Service = Raving Fans
• The more WOW moments you
create for your clients the more
referrals and repeat business you
will get
• A WOW moment is an un expected
moment when the client cant help
themselves but to say WOW
• This is when you know you have a
potential raving fan
• Look after them, be careful not to
upset them and maintain the
relationship

6. 5. Maximising Leads
• Log all enquires - BE ORGANISED
• Make sure you go at your clients from all
angles.
• Mobile, Landline,
• Text, whats app,
• FB, Linked in, Twitter
• Email,
• comp slips, direct mail
• Always chase and be relentless
• Everyone has a channel they don't ignore,
find it

7. 6. Persistance
• You know how good your product is
• You are doing your clients dis-service not to
point out the benefits
• When Client say no find out why?
• Remember 2 EARS one MOUTH
• Then offer then something more suitable they
will say yes to!
• Turn those NO’s into YES

8. 7. Master Relationships
• Care about you client and you wont have to
master the relationship
• Caring is the quickest way to build trust
• The more you want to help you client get
results the more the relationship will build
• Introduce that clients to others
• Go over and above
• Do more for them than anyone else would
do (within reason :)

9. 8. Identify Clients Needs
• You know how good your product is
• You are doing your clients
disservice not to point out the
benefits
• When Client say no find out why?
• 2 EARS one MOUTH
• Then offer then something more
suitable they will say yes to!
• When client says

10. 9. Understand there are 4 things we need to sell
• Sell ourselves
• Sell the company
• Sell the product
• Sell the deal (the value)

11. Understanding why you sell the 4 things
When clients don't like the
company the trust is
broken and they will
purchase elsewhere
If the product or the deal are not
good enough or you have not
convinced and influenced them
enough then they also will not
purchase

12. The Aim of the game
The closer you can get all
aspects to a ten the more
chance you have of closing
the deals
When clients don’t like you
its like having an awful
waiter its going to result in
no sale, a cancelation or a
complaint

13. Selling yourself
1. Always take the call
2. Mobile availability
3. Greet everyone
4. Special gestures
5. Go out of your way to go over and above
6. WOW Service
7. Study or teach rapport building
8. Look the part
9. Become extremely organised
10. Show your successes
11. Be interested in them
12. Ask lots of questions and make sure you listen

14. Ten ways to sell the company
1. Know the USP’s
2. Discuss company growth
3. Compliment colleagues
4. Discuss values and culture
5. Make your desk an information is on point
6. Discuss the longevity of the purchase, future events,
competitions, new accesses they will have as a client
7. Know the history use when required
8. Discuss the journey of the client
9. Discuss the aftersales process as if they have already
purchased
10. Don’t criticise other companies, compliment and re enforce
USP’s

15. Selling the product
1. Handle the product with care
2. Know the product before you present it
3. Old school features and benefits selling
4. Use reviews and testimonials
5. Make them handle the product
6. Understand the products weaknesses
7. Present the right product by listening in the first place
8. Make it easy and sell them what they want
9. Be excited for them its contagious
10. Know more than the client on everything, re sale, issues,
reviews positive and negative and especially why people buy
that product
11. Ask questions, listen to the answers and link to the product
12. Know and understand the competition

16. Ten ways to sell the deal
1. Understand breakdowns and use to convey value
2. Think about their upcoming costs
3. Increase the scarcity of the product wisely
4. Use credibility
5. Stack selling
6. Make it unique to them
7. Having listened raise objections then solve them
8. Authority usage
9. Prove value
10. Understand the emotion of the client
11. Justify with logic
12. Make it simple

17. 10. Help the client to make the decision
• Closing the deal is your obligation
• If you don't help the client make the
decision their life will not improve
• They will buy an inferior product or
service elsewhere
• Your relationship will end and as
professional you should want to help
them
• We will cover different techniques for
confidently closing