O slideshow foi denunciado.
Utilizamos seu perfil e dados de atividades no LinkedIn para personalizar e exibir anúncios mais relevantes. Altere suas preferências de anúncios quando desejar.

Sales strategies to help you close the deal

905 visualizações

Publicada em

Sales strategies to help you close the deal

  • Seja o primeiro a comentar

  • Seja a primeira pessoa a gostar disto

Sales strategies to help you close the deal

  1. 1. Alison Edgar, The Entrepreneur's Godmother 4 Sales strategies to help you close the deal WiFi: QBConnect No password required#QBConnect
  2. 2. 2 Founder of Sales Coaching Solutions and The Entrepreneur’s Godmother Voted one of the UK’s Top 10 Business Advisors Winner of GB Entrepreneurs of the year special merit for service in 2015 About today’s speaker Alison Edgar http://alisonedgar.com @aliedgar13 The Entrepreneur’s Godmother
  3. 3. Join our FB group: Entrepreneur’s Can Clan Follow us on Twitter: @aliedgar13 #QBConnect
  4. 4. 4 1. Understand the behaviours 2. Learn the sales process 3. Develop a sales strategy 4. Be confident Four key pillars of sales Learn the Process Improve your Strategy Understand the Psychology Boosting your confidence
  5. 5. Understanding behaviours Treat others how they want to be treated http://alisonedgar.com @aliedgar13 The Entrepreneur’s Godmother
  6. 6. 6 We have different views of the world Blues Reds Greens Yellows Task focused Relationship focused ExtrovertIntrovert KEY TAKEAWAY: You are a mix of all four colours, but you will have one predominant colour.
  7. 7. 7 • Independent and goal-oriented • ”Natural” leaders • Problem solvers, likes changes • Search challenges and competitions • Priority to the task and to the result • The keyword is when? Red behaviour
  8. 8. 8 • Outgoing & optimistic • Creative & communicative • Verbal • Teambuilder • The keyword is who? Yellow behaviour
  9. 9. 9 • Harmonic, social • Relaxed, personal • Service minded • Persevering • Listening to everyone´s view • The keyword is why? Green behaviour
  10. 10. 10 • Logical, structured • Good listener • Formal and accurate • Prioritise the task and way to work • Written communication • The keyword is how? Blue behaviour
  11. 11. Sales process You can’t sell to everyone, but a process will help you sell to a lot more http://alisonedgar.com @aliedgar13 The Entrepreneur’s Godmother
  12. 12. 12 Relationship building Be organised Do your research 4 w’s Open questions Listen up! Get the need Ask for the order Test intention Overcoming Objections Deliver to expectations
  13. 13. When delivered correctly, sales and customer service are exactly the same thing.
  14. 14. 14 1. Who you are… 2. Where you are from… 3. What’s it about Spark interest – 4W’s KEY TAKEAWAY: If you’re pitching to a panel flip this on it’s head and tell them what’s in it for them first. The most important one that many people miss out: 4. WHAT’S IN IT FOR THEM?
  15. 15. Take one minute each to share your 4W’s with your neighbour http://alisonedgar.com @aliedgar13 The Entrepreneur’s Godmother
  16. 16. Sales strategy How do you know where to start, if you don’t know where you’re going? http://alisonedgar.com @aliedgar13 The Entrepreneur’s Godmother
  17. 17. 17 20172011 2014 2015 2016 Founded Sales Coaching Solutions Growth Voucher roadshows across the South West Small Business Saturday, Small Biz 100 Voted one of the UK’s Top 10 Business Advisors Started working with Jordan Daykin and Ben Towers Become mentor to Chiclet's at Entrepreneurial Spark Invited to attend the Queen’s Royal Garden Party Won GB Entrepreneur of the Year award Special Merit for Service Spoke on Radio 4, Money Box Invited to take 20 small businesses to Number 10, Downing street Launched The Entrepreneur’s Godmother Launched two online courses Spoke at the first event of it’s kind in the Middle East QuickBooks Connect 2017 in London
  18. 18. Networking strategy Associate yourself with the movers and shakers in your industry http://alisonedgar.com @aliedgar13 The Entrepreneur’s Godmother
  19. 19. 19 Social media
  20. 20. 20 The networkers
  21. 21. 21 Marry Avoid Snog
  22. 22. 22 Follow-up The proof is in the numbers 48% of sales people never follow up with a prospect 25% of sales people make a second contact and stop 85% of sales are made on the fifth to twelfth contact *Statistics taken from followupsucess.com
  23. 23. Confidence http://alisonedgar.com @aliedgar13 The Entrepreneur’s Godmother
  24. 24. 24 “I think I am, therefore I am”
  25. 25. 25 Win-Win Mindset
  26. 26. 26 For more information visit: alisonedgar.com http://alisonedgar.com @aliedgar13 The Entrepreneur’s Godmother
  27. 27. Access the presentation materials via: The QuickBooks Connect 2017 Conference App or Slideshare at: http://www.slideshare.com/tag/QBCUK17

×