THE NEED FOR A SALES PROCESS PROBLEM The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and challenge you to improve your qualifying efforts. DIAGNOSIS The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer? Fact: 82% of salespeople fail to differentiate Result: They lose the business, fail to sell value Fact: 86% of salespeople ask the wrong questions. Result: They miss selling opportunities and end up wasting time while appearing unprofessional. Fact: Only 18% of salespeople close without discounting price. Result: Discounting becomes a habit and profit margins are eroded. Fact: 95% of customers say salespeople talk too much. Result: Customers are bored and feel salespeople don’t care about understanding their problems. Fact: 62% of salespeople do not earn the right to ask questions. Result: They fail to position the sale properly and don’t gain commitment. Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system. Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers. SOLUTION 1. Stop assuming that your prospect needs what you’re selling. 2. Learn how to ask more questions to see if the prospect has any serious ‘pain’ issues that your product or service can resolve. 3. Learn a sales process to help you stay in control of the sales interview.

3. Steps to summitingSteps to summiting
Prospecting
Partnering
Qualifying
Identifying/Creating
Presenting
Summiting
o
b
j e
c t i o
n
s ?

4. Quick Quiz?
1. To persuade a client it is better to give information than seek it?
2. The more the customer knows about your product the more likely
they are to buy?
3. Effective sellers tell customers about their product as soon as
possible?
4. When selling the more questions you ask the better?
5. Benefit statements during call opening is effective to get
customers attention?
6. The more experienced you are at selling the more successful you
will be?
7. All customer needs are the same?
8. A satisfied need will always lead to a sale?

5. Quick Quiz?
9. A customer with a very big problem is always ready to
accept a solution?
10. When a customer states a problem you can solve you should
immediately offer your solution
11. A good opening will determine whether you make the sale
12. The more features and advantages you describe the more
likely you are to make a sale
13. Closing techniques are effective in major sales
14. Objections are a sign that your customer is interested in
your product, so the more objections you get the better the
chances of making a sale

6. Everything is the same…
• Levels of Service
• Product
• ROI Business Case
• References
• Brand
• Price & Terms
• Product Availability

7. The product advantage
has all but disappeared…
In a world of
commodities
… the only
differentiator
is
YOU!YOU!

8. Why should I brand myself?
If you don't brand yourself, others will.
Catherine Kaputa

9. Value and Price?
What creates VALUE?
• Solving problems and going ……..
Beyond what is EXPECTED
• Helping clients achieve business and personal
objectives
• Insight, over and above information and
expertise
Clients for Life - Sheth and Sobel

10. ProspectingProspecting

11. The prospecting headache

12. Cold-calling is deadCold-calling is dead

13. What is prospecting?
WORKBOO
K P11
"Prospecting is defined as any activity or conversation you engage
in to position yourself in front of a prospect with the intention to
inquire, assess, discover, and educate so that you can determine
whether there's a fit and a relationship that's worth pursuing which
can then lead to presenting your product or service in order to
earn your prospect's business."
Here’s the lesson about
prospecting:
To find gold, you’ve got to look in the

14. Qualifying Questions:
 Have a profile of your ideal customer
 Have a set of criteria that suspects must meet
 Is their problem sufficiently compelling for
him/her to take urgent advice?
 Does the suspect have the money or budget?
 Do they want to implement NOW?’
 Time & Territory Management – who is in control?

15. Steps to warm calling:
 Plan – watch your internal dialoguePlan – watch your internal dialogue
 Intro – “I’ve been researching youIntro – “I’ve been researching you
& your company and…”& your company and…”
 Present the link opportunityPresent the link opportunity
 Our specific USP (how we can help)Our specific USP (how we can help)
 Name drop – 3rd partiesName drop – 3rd parties
 Close on a meetingClose on a meeting

16. 5 Buying Decisions

17. Do I want to do business with thisDo I want to do business with this
Sales Professional?Sales Professional?
Buying Decision 1Buying Decision 1

19. What’s the message?

20. What’s the message?

21. What’s the message?

22. What’s the message?

23. 0
10
20
30
40
50
60
and Body
Language
Verbal Content
55%
38%
7%
Appearance
Vocal Quality

24. Buying Decision 2Buying Decision 2
Do I want to do business with thisDo I want to do business with this
company?company?
Buying Decision 3Buying Decision 3
Do I want and need theseDo I want and need these
products/services?products/services?

25. Buying Decision 5Buying Decision 5
Is this the right time to make aIs this the right time to make a
decision?decision?
By Duane SparksBy Duane Sparks
“The 5 Buying Decisions”“The 5 Buying Decisions”
Buying Decision 4Buying Decision 4
Does the price and value meet myDoes the price and value meet my
expectations?expectations?

26. What makes your company distinctive?What makes your company distinctive?
What is your USP?What is your USP?
Prospecting PartneringQualifying Identifying Presenting Summiting Objections

27. QualifyingQualifying

28. Qualifying
 Find the
decision-makers
 Identify the ‘Influencers’
 Befriend Gate-Keepers
Prospecting PartneringQualifying Identifying Presenting Summiting Objections

29. FINDING THE LINK(S)FINDING THE LINK(S)

30. Finding out who the CEO isFinding out who the CEO is
• We got the name of their CEO –We got the name of their CEO –
Justin ……..Justin ……..

31. Becoming business partnersBecoming business partners

32. Becoming business partnersBecoming business partners
• HOW?
• Put them first…
• On Quotations …..
• Vocab ….. Us, We, Let’s …
Prospecting PartneringQualifying Identifying Presenting Summiting Objections

33. Why would they choose you?

34. Stand Out

35. Become an expert

37. The business landscape has
changed ...
you’ve got to change

38. Courageous Conversations
Describe the situation as they see it
Explore their feelings
Frame your ideas
Invite them to participate
Name the difficult remaining issues
Explore the options together
Plot the Road ahead
D
E
F
I
N
E
R

39. Becoming an indispensible business partner
Prospecting PartneringQualifying Identifying Presenting Summiting Objections
1
2
3
4
5

40. Finding the Gaps
1 2
3

41. Widen the gaps
Prospecting PartneringQualifying Identifying Presenting Summiting Objections
1 2
3

42. Want to grow your sales?
Differentiate yourself!
LSA Global

43. Presenting

44. Presenting
• Summarizing needs
• FAB
Prospecting PartneringQualifying Identifying Presenting Summiting Objections

45. PresentingPresenting
• Choose one…Choose one…

46. What makesWhat makes
your productyour product
or serviceor service
distinctive?distinctive?
cost
status
security
durability
pleasure

47. Plug the Gap

48. Summiting

49. Summiting
• No mystery
• Collecting the Yeses
• Helping people make
decisions that are
truly good for them
(win win)
Prospecting PartneringQualifying Identifying Presenting Summiting Objections

50. The CloseThe Close
““The sale is yours forThe sale is yours for
the asking, all youthe asking, all you
gotta do is ask for itgotta do is ask for it
the right way.”the right way.”
Jeffrey GitomerJeffrey Gitomer
Little Red Book of SellingLittle Red Book of Selling

51. If all else fails, remember...
a . 4 . t . b
Ask for the business

53. Handling ObjectionsHandling Objections
• See them as
opportunities
• Find the real
reasons
Prospecting PartneringQualifying Identifying Presenting Summiting Objections

54. The Acid Test
Would you buyWould you buy
what you are selling?what you are selling?

55. Steps to summiting
Prospecting
Partnering
Qualifying
Identifying
Presenting
Summiting
““Find link”Find link”
““Put prospect 1st”Put prospect 1st”
““Find decision-Find decision-
maker”maker”
““Find gaps”Find gaps”
““Plug gaps”Plug gaps”
““Collect yeses &Collect yeses &
win together”win together”
Prospecting PartneringQualifying Identifying Presenting Summiting Objections
o
b
j e
c t i o
n
s ?

56. What do Top ProfessionalsWhat do Top Professionals
consistently do right?consistently do right?
 Follow a Proven SystemFollow a Proven System
 Have a Great USPHave a Great USP
 Identify the UBPIdentify the UBP
 Widen 3 GapsWiden 3 Gaps
 Courageous ConversationsCourageous Conversations
 Shut UpShut Up
 Suspect vs ProspectSuspect vs Prospect

57. 6 Powerful Sales Tips to6 Powerful Sales Tips to
increase your salesincrease your sales
1)Never pitch before you know your prospect’s agenda.
Learn to bite your tongue.
1)Stop being so nice.
Make sure your self-talk is positive.
1)Become an expert in your field.
People buy from people they admire and respect.
1)Be a business person NOT a salesperson.
Become a trusted Business Partner.
1)Understand your BRAND and what it promises.
Remember You ARE the Brand so be very proud of whatever you sell.
1)Talk to the right people – the decision makers.
Engage in courageous conversations that demand honest answers.

58. What are the biggest time wasters in
SALES?
 Traffic
 Admin
 Meetings that run too
long
 Not knowing your
products
 Calling on non-
decision makers
 Distance between
appointments
 E –mail
 Cancelled
appointments

59. S.M.A.R.T Critical Action Plan*

60. YOU CANCAN HAVE IT ALL!
Now Go
And Get
More Sales

62. Three Sources of MarketplaceThree Sources of Marketplace
DifferentiationDifferentiation

63. It matters because other people’s
perceptions determine whether they trust
you, believe you or take your lead.

64. Widen the gaps
Prospecting PartneringQualifying Identifying Presenting Summiting Objections
1 2
3

65. Closing:Closing:
The MagicThe Magic
FormulaFormula

66. Our Goal Now:
To develop a
S.M.A.R.T
Critical Action
Plan
Improve the sales
team’s Time
Management

67. S.M.A.R.T Critical Action Plan*
THREE Action steps that WILL make a
difference

68. YOU CANCAN HAVE IT
Less stress
More sales