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IRSC - Mega Winning Sales Strategies (MWSS) edited

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IRSC - Mega Winning Sales Strategies (MWSS) edited

  1. 1. MEGA WINNING SALES STRATEGIES Innovare Realty Solutions February 28, 2013
  2. 2. “Success is not to be pursued, it is attracted by the person YOU become” - Jim Rohn 
  3. 3. The Sales Industry  Higher Income  More incentives  Faster career advancement  Success is Result Oriented  Freedom of movement  Handle your own time  Meet more people  Have more fun
  4. 4. Why are you here?
  5. 5. Who CAN Sell? Everybody!
  6. 6. 6 Step Sales Process 1. Prospecting 2. Qualifying 3. Presentation and Tripping 4. Handling Objections 5. Closing 6. After Sales Service
  7. 7. Prospecting P – R – O – S – P – E – C – T – I – N – G –
  8. 8. Prospecting  See Twenty People Belly to Belly 1. Sphere of Influence 2. Referrals  After refusal  After the close  After a great service 3. Cold Calls 4. Internet 5. Point of Purchase
  9. 9. Prospecting 6. Newspaper 7. Socio Civic Organizations and Events 8. Client Swap Meet 9. Orphan Adoption 10. Buyer’s Itch Cycle
  10. 10. LOCATE  L –  O –  C –  A –  T –  E –
  11. 11. How Do You Qualify Prospects?  M  A  N  Understand how the Decision Making is Done  If the Prospect qualifies, it is your DUTY to sell to him
  12. 12. Selling Questions  Learning Questions  Bonding Questions  Teaching Questions  Closing Questions
  13. 13. Presentation is Everything You
  14. 14. Presentation is Everything Your Products and Services
  15. 15. Knowledge  Knowledge of Product & Company  Knowledge of Finance  Knowledge that what you are doing is GOOD FOR THEM  You only have one face
  16. 16. Presentation is Everything Your Presentation Materials
  17. 17. Presentation is Everything Your Communications Skills
  18. 18. Do you Want to Know the Shortcut?
  19. 19. Attitude Positive Mental Attitude  Basis of all successful selling is:  Confidence  Self-Belief  Informed Optimism  Can-Do  Pride  Company  Product  Customer Care  A selling attitude is a caring attitude
  20. 20. Attitude Attitude Towards Failure  Sales is the Loneliest Job Love the Word “NO”  Do you know your Ratio?  Law of Averages
  21. 21. TRIVIA  40% quit after the 1st call  24% quit after the 2nd call  18% quit after the 3rd call  12% quit after the 4th call  TOTAL OF 94% QUIT AFTER THE FOURTH CALL  60% of Sales are made after the 4th call
  22. 22. Obstacles to Closing  THEIR Fear of Failure  Negative Buying Experiences  People like to buy, but they don’t like to be sold  THEIR Fear of Criticism  They already experienced criticism before  YOUR Fear of Rejection
  23. 23. F-E-A-R
  24. 24. SW4 Some Will Buy  Some Will Not
  25. 25. Skills Unconscious Incompetent Conscious Incompetent Conscious Competent Unconscious Competent
  26. 26. How to Avoid Poor Performance?  Does Practice Makes Perfect?  Proper Practice makes Perfect
  27. 27. The Great Players Do Practice
  28. 28. Why Do People Buy From You? The Prospect likes You The Prospect believes and trust in You They have the problem, You have the solution
  29. 29. Establishing VALUE  W.I.I.F.M.  Money = Security  You Attract People  The SECRET to Wealth and Fortune SERVICE
  30. 30. Do We Use LOGIC or EMOTION when Buying? People buy using EMOTION People need logic to Justify what they bought
  31. 31. Emotional Reasons People Buy  Keeping up with the Joneses  Love of Family  Fear  Greed  Lifestyle  Acceptance  Jealousy/Envy  Love of Self
  32. 32. Sell the SIZZLE.. NOT the Steak  Features  Advantages  Benefits  What makes you different?  Why would they buy from you?  Be a friend, advisor, and a consultant to your buyer, not a Seller
  33. 33. Handling Objections  Objection is simply a ________________________  If the buyer is not OBJECTING, he is not interested!  If they are afraid to FAIL, they’ll gonna ask a lot of questions  Objections are signpost on the way to making a sale!
  34. 34. Handling Objections  Do not Argue with the Prospect!  Steps 1. LISTEN 2. FEED the Objection BACK 3. QUESTION the Objection
  35. 35. Techniques for Handling Objections  Feel Felt Found  Put the Shoe on the Other Foot  Change Their Base  The Guarantee  Review Their History
  36. 36. Techniques for Handling Objections  Do a TRIAL CLOSE once you have met an objection  Understand that buyers are afraid  Try to avoid negative words
  37. 37. CLOSING the SALE  When Do You Close?  ALWAYS!!  Always  Be  Closing
  38. 38. CLOSING  Process of HELPING people make a decision that is GOOD FOR THEM  Steps in Closing a Sale 1. Make the Decision for them 2. Gently Lead them to that decision
  39. 39. TRIAL CLOSE  Tie-Down  If the we said it, its salestalk, if the buyer said it, it’s Gospel Truth!  Alternate Choices  Porcupine
  40. 40. Buying Signals  When they ARE NOT ready to buy  Avoiding eye contact  Making “not now” excuses  Looking at many different products  Moving around quickly
  41. 41. Buying Signals  When they ARE READY to buy  Spending time looking at one product type  Looking around for somebody to help them  Asking questions about detail  Asking about price  Using possession language  Asking another person’s opinion  Body state changes  Touching the money
  42. 42. Super Closing Techniques  Summary Close  Written Close (Pen)  Assumptive Close  Economic Close  Alternate Choice Close  Companion Close  Compliment Close  Secondary Close
  43. 43. Super Closing Techniques  SRO Close  Last Item Close  Conditional Close  Ownership Close  Calendar Close  Demo Close  Puppy Dog Close  Doubt Close
  44. 44. Super Closing Techniques  Embarrassment Close  Never the Best Time Close  Treat Close  Erroneous Close  Best Things in Life Close (Yes)  No Close  Valued Customer Close  1-2-3 Close
  45. 45. Super Closing Techniques  Testimonial Close  Guarantee Close  Humor Close  Selective Deafness Close  Limited Time Close  Ego Close  Higher Authority Close  Idol Close
  46. 46. Super Closing Techniques  Similar Situation Close  I’ll Think It Over Close  Reduction to the Ridiculous Close  It’s not in the Budget Close
  47. 47. After Sales SELLER BUYER Objective achieved Judgment postponed, time will tell Selling stops Shopping continues Focus goes elsewhere Focus on purchase, wants affirmation Tension released Tension increased Relationship reduced Commitment made; relationship intensified
  48. 48. After Sales Stage of Sale Seller Buyer 1. Before Real hope Vague need 2. Romance Hot & heavy Testing & hopeful 3. Sale Fantasy: Bed Fantasy: Marriage 4. After Looks elsewhere for next sale “You don’t care!” 5. Long After Indifferent “Can’t this be made better?” 6. Next Sale How about a new one? “Hello??!”
  49. 49. After Sales Positive Actions Negative Actions Initiate positive phone calls; Use the phone Make only call backs; use correspondence Make recommendations Make justifications Make service recommendations Waits for service requests Use “we” problem solving language Use “owe us” legal language Use jargon or shorthand Use long winded communications Show possible problems Hide problems Talk about “our future together” Talk about making good in the past Accept responsibility Shift blame
  50. 50. After Sales  Customer Retention  Continuous Customer Contact  Focus on Customer Value  Long Term Customer Service  High Commitment in Meeting Customer Expectations  Quality is the Concern of Everyone
  51. 51. Goal Setting  Define GOALS?  GOALS are DREAMS with a Deadline  S  M  A  R  T
  52. 52. Goal Setting  Projecting Your Sales  3-5 Projects in your cluster  Average Price per project
  53. 53. Goal Setting My Sales Target for the Month of _________ Project Average Price Units Amount Project 1 Project 2 Project 3 Project 4 Project 5 TOTAL
  54. 54. Goal Setting Month Units Amount January February March April May June July August September October November December TOTAL
  55. 55. “Unless you try to do something beyond what you have already mastered, you will never grow” - Ralph Waldo Emerson

Notes de l'éditeur

  • Groupings: 4 persons per group, discuss why did you joined the sales industry. DRIVEN/Mega C
  • From the moment you were born, you are already selling..
  • Referrals: Targeted Referrals, you ask a specific position.
    Cold Calls: Telephone Directory
    Point of Purchase: Malls, etc. are rivers of money
  • Newspaper: Promotion; You are the only fan!
    Seminars: You have a common ground to build rapport
  • Call the President! You should know who is the decision maker
  • Learn something about your prospect; their budget, who is the decision maker, when do they plan to move in, how soon do they need their house?
    FORM
    Look for a common ground and build rapport
    Teach them by asking them if they already knew what you want to tell them
    Ask them if they like the product
  • There is no Shortcut!
  • If you believe so much in the company and in the product, you’re just merely SHARING and not selling anymore
    You gain confidence thru TRAINING
    Sales is a Relationship Building Profession
  • Because you fail all the time!
    You will get it anyway!
    The faster you get over the NOs, the faster you get to the Yes
    If you know your ratio, it doesn’t become personal anymore!
  • People has already failed before, they had negative buying experiences from agents like you!
    Their peers and family criticized them to their wrong buying decisions
    Group Sharing
  • He might say NO!
    He might laugh at me!
    I might make mistakes!
    I am not good enough!
    He won’t listen to me!
  • If you are practicing the wrong way, chances are, you will not get the results that you want.
  • “If you help enough people get what they want, you get what you want” –Zig Ziglar
    SERVICE to many leads to Greatness
    INCOME Gap – LEADERSHIP Gap – GROWTH Gap
  • FAB: Buddy WIIFM Exercise
    Presentation Positioning

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