2. “Success is not to be pursued,
it is attracted by the person
YOU become”
- Jim Rohn
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
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
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
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. 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
30. Do We Use LOGIC or EMOTION when Buying?
People buy using
EMOTION
People need logic to
Justify what they
bought
31. Emotional Reasons
People Buy
Keeping up with the Joneses
Love of Family
Fear
Greed
Lifestyle
Acceptance
Jealousy/Envy
Love of Self
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.
34. 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!
35. Handling Objections
Do not Argue with the Prospect!
Steps
1. LISTEN
2. FEED the Objection BACK
3. QUESTION the Objection
36. Techniques for
Handling Objections
Feel Felt Found
Put the Shoe on the Other Foot
Change Their Base
The Guarantee
Review Their History
37. Techniques for
Handling Objections
Do a TRIAL CLOSE once you have met an
objection
Understand that buyers are afraid
Try to avoid negative words
38. CLOSING the SALE
When Do You Close?
ALWAYS!!
Always
Be
Closing
39. 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
40. TRIAL CLOSE
Tie-Down
If the we said it, its salestalk, if the buyer
said it, it’s Gospel Truth!
Alternate Choices
Porcupine
41. Buying Signals
When they ARE NOT ready to buy
Avoiding eye contact
Making “not now” excuses
Looking at many different products
Moving around quickly
42. 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
43. Super Closing Techniques
Summary Close
Written Close (Pen)
Assumptive Close
Economic Close
Alternate Choice Close
Companion Close
Compliment Close
Secondary Close
44. Super Closing Techniques
SRO Close
Last Item Close
Conditional Close
Ownership Close
Calendar Close
Demo Close
Puppy Dog Close
Doubt Close
45. 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
46. Super Closing Techniques
Testimonial Close
Guarantee Close
Humor Close
Selective Deafness Close
Limited Time Close
Ego Close
Higher Authority Close
Idol Close
47. Super Closing Techniques
Similar Situation Close
I’ll Think It Over Close
Reduction to the Ridiculous Close
It’s not in the Budget Close
48. 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
49. 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??!”
50. 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
51. 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
54. 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
55. Goal Setting
Month Units Amount
January
February
March
April
May
June
July
August
September
October
November
December
TOTAL
56. “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