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SalesChannel
                                                              Europe




    How To Double
   Your Sales in a...
SalesChannel
                                                         Europe




© 2009 SalesChannel Europe - All rights r...
2 3
                                                  SalesChannel
                                                       ...
1. The Magic Sales Formula                                SalesChannel
                                                   ...
1                                                      SalesChannel
                                 The Magic Sales Formu...
P x CR = SALES

                 6
CR = Conversion Ratio


P x CR = SALES
P = Number of prospects

                              7
33%   (Typically 25%-50%)




P x CR = SALES
10       S=3
                               Example 1
                       ...
40% *


P x CR = SALES
10       S=4
*Requires considerable effort. Not easily sustainable
                                ...
33%


P x CR = SALES
20 *
         S=6
*Requires less effort. Is sustainable
                                        Examp...
2                                                                  SalesChannel
                                          ...
You build



 by
            12
Creating

RELEVANCE
 by

           13
Asking insightful questions                                           SalesChannel
                                       ...
SalesChannel
                                                                            Europe




and listening actively...
3

Asking Questions in Colour
17
#1. PAIN development
SalesChannel
                                                                           Europe




#2. Show them GAIN afte...
20
Asking Questions in Colour
                                                                             SalesChannel
     ...
SalesChannel
                          Simple doesn’t mean easy       Europe




© 2009 SalesChannel Europe - All rights r...
Sales                                                     SalesChannel
                                                   ...
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How To Double Your Sales

Selling is simple, but simple doesn't make it easy. It's all just common sense, but common sense is seldom common practice.

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How To Double Your Sales

  1. 1. SalesChannel Europe How To Double Your Sales in an Economic Downturn © 2009 SalesChannel Europe - All rights reserved
  2. 2. SalesChannel Europe © 2009 SalesChannel Europe - All rights reserved
  3. 3. 2 3 SalesChannel Europe 1 Things to remember SalesChannel Europe ©2009 All rights reserved
  4. 4. 1. The Magic Sales Formula SalesChannel Europe 2. Earning Trust 3. Asking Questions in Colour SalesChannel Europe ©2009 All rights reserved
  5. 5. 1 SalesChannel The Magic Sales Formula Europe © 2009 SalesChannel Europe - All rights reserved
  6. 6. P x CR = SALES 6
  7. 7. CR = Conversion Ratio P x CR = SALES P = Number of prospects 7
  8. 8. 33% (Typically 25%-50%) P x CR = SALES 10 S=3 Example 1 8
  9. 9. 40% * P x CR = SALES 10 S=4 *Requires considerable effort. Not easily sustainable Example 2 9
  10. 10. 33% P x CR = SALES 20 * S=6 *Requires less effort. Is sustainable Example 3 10
  11. 11. 2 SalesChannel Europe Earning Trust © 2009 SalesChannel Europe - All rights reserved
  12. 12. You build by 12
  13. 13. Creating RELEVANCE by 13
  14. 14. Asking insightful questions SalesChannel Europe © 2009 SalesChannel Europe - All rights reserved
  15. 15. SalesChannel Europe and listening actively © 2009 SalesChannel Europe - All rights reserved
  16. 16. 3 Asking Questions in Colour
  17. 17. 17
  18. 18. #1. PAIN development
  19. 19. SalesChannel Europe #2. Show them GAIN after PAIN © 2009 SalesChannel Europe - All rights reserved
  20. 20. 20
  21. 21. Asking Questions in Colour SalesChannel Europe White Questions Current situation Facts, data & information white snow: pure, cold hard facts Green Questions Desired situation Future state Grass, trees, growth, can become Obstacles Black Questions Important, powerful Dark, night time, can’t see in the dark. Turn on the light to see what stands between current situation and desired situation. Red Questions Feelings Fire, explosive color, highly emotional -ve Red: “If Stan doesn’t do something he won’t make quota without help. Stan needs to talk to you.” +ve Red: “If Stan overachieves this year, he will probably be promoted to VP Sales © 2009 SalesChannel Europe - All rights reserved
  22. 22. SalesChannel Simple doesn’t mean easy Europe © 2009 SalesChannel Europe - All rights reserved
  23. 23. Sales SalesChannel Europe Acceleration 2.0 David R Ednie President & CEO SalesChannel Europe SARL Ph: +33 676 600 925 Email: david@saleschannel-europe.com Blog: http://saleschannel.blogspot.com Website: www.saleschannel-europe.com © 2009 SalesChannel Europe - All rights reserved 23

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