http://daniellock.com/process-improvement/sales-process-improvement/prepare-to-sell/
You’re in sales. Your earnings depend upon hitting those targets. In fact, it’s not just your earnings, but those of your colleagues. The whole company depends upon selling its products. And that’s your job. That’s a whole lot of responsibility on your shoulders. Every call you make is a battle that needs to be won, so you better be prepared to win it.
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Be prepared to Sell
1.
2. CONTENTS
1 BEFORE THE CALL
Knowing your client
SPEAK TO THE RIGHT
2 PERSON
Selling to a buyer
NEVER RUSH
3 Selling to a need doesn’t
mean being pushy
GET CLOSE BUT KEEP YOUR
4 DISTANCE
Making sales a personal
business
Presented by Daniel Lock
Principal of Daniel Lock Consulting
5 KEEP SOME BACK
The art of successful pricing
3. 1
PART ONE
BEFORE THE CALL
Knowing your client makes
the cold call easier
4. If you want to sell,
then unmask your client first
• If you know your client,
then you’ll be able to talk
to him about his needs Japan,
• Your conversation will be
Japa1945 Today
better, and more targeted
• You’ll gain his respect,
because you already know
him
• And this applies to the
business and the person
to whom you are speaking
(if possible)
5. YOUR CLIENT
What you need to Know:
• What does the
company do?
• Where does it do it?
• How does it serve its
clients?
?
• New products/
Services?
• What is your lead’s
role?
6. USEFUL RESOURCES
in the quest to know your client:
• Use every resource
available
• Speak to other people
in the organisation
• Newspapers
!
• Other companies
• Company website
• LinkedIn
• Even Twitter
7. 2
PART TWO
PART TWO
SPEAK TO THE RIGHT
PERSON
Always sell to a buyer
8. THE MOST COMMON
SALE MISTAKE
Selling to a non buyer is not Learn to evaluate your
selling, it’s just talking: contact:
• Low level employees will be • Use screening questions
happy to speak to you • Know your contact’s job
• But they can’t make title and responsibilities
decisions • Never be afraid to ask:
• And won’t tell you until you
think you’ve closed the deal “If we were to shake
• But they could be intrinsic hands on this, could we start
to the deal, all the same
tomorrow?”
9. 3
PART TWO
PART THREE
NEVER RUSH
You need to be assertive,
but don’t appear pushy
10. THE MOST COMMON
SALE MISTAKES
DON’T:
• Sell what you think the
client needs
• Make assumptions about
the client’s work processes
• Tell the client you know his
business better than he
does
• Rush to close the deal
11. THE MOST COMMON
SALE MISTAKES
DO:
• Sell to the client’s needs
• Ensure you know what the
client does and how he does it
• Ask qualifying questions
before moving to a close
• Help the client see his
objectives, and sell him the
solution to his problems
12. 4
PART TWO
PART FOUR
GET CLOSE, BUT KEEP
YOUR DISTANCE
Keep it personal but at arm’s length
13. SALES IS A PERSONAL
BUSINESS
DON’T:
!
• Your client will buy into you before
he buys into your company
• Build a rapport by listening to your
client’s concerns
• Take time and ask open ended
questions
• The conversation should be about
your client and his business
• Build trust, but don’t be a ‘yes man’
• You’ve cracked it when private
concerns about the business are
shared, or appropriate personal
stories exchanged
14. 5
PART TWO
PART FIVE
KEEP SOME BACK
Successful pricing is about knowing
how to negotiate
15. SALES IS LIKE A POKER
• Remember to sell to
Opening with a price will the client’s aims and needs
either shock or give
a base for downward • He will buy the benefit
negotiation and on value, not on price
• Make your first
meeting exploratory,
and don’t discuss price
16. THE WINNING HAND
IS PLAYED LAST
• The client has bought into
you
• You’ve sold to his needs
“What would you be happy to
• He realises the benefits to
remove so I can come down
him
to your price?”
• Now offer the price
• Any negotiation downwards
should be accompanied
with a reduction in value
17. 1. KNOW YOUR CLIENT
2. SPEAK TO A BUYER
3. BE ASSERTIVE, BUT NOT PUSHY
4. LET YOUR PERSONALITY SHINE
AT ARMS LENGTH
5. KEEP SOME BACK FOR A
STRONGER NEGOTIATING
POSITION
BE PREPARED TO SELL
CONCLUSION