2. SALES STRUCTURE
• Start – bring something to the party
• Introduce your subject with impact – and start to ask
questions… Open, Probe, Closed
• Acquire need nuggets…
• Prove your case – single sales points
• Reinforce benefits
• Trial close…
• Handle objections
• Close for real.
3. TIPS FOR SALES CALLS
• Prepare – know something about them that they do not
already know (competition, trends, sales, brands etc…)
• Professional – Make an effort on Gravitas and consulting
skills. They are buying your forensic ability to understand
their challenges... This is your chance
• Remember the framework! – know where you are during the
sales pitch. An hour passes very quickly.
• Less Chat - Remember that the more you talk the less you
learn and can use the info you gather. Two ears on mouth!
• Close for fun – it’s vital to know whether they are with you!
4. Timings – one hour meeting
Close, next Hellos and short
steps, ‘do you 1 min pitch... But
think we can before I bore
help you? How you to death we
would it work? should find out
Who signs us about whether
off? Don’t be we can help
afraid... It’s best you... Rapport
to know! rapport
TICK
TOCK Min ½ hour of
conversation
guided by you.
Your slides – Open / probing
Max 10 but and closed
delivered against questions to
the previous yield NEED
nuggets. 10 mins NUGGETS from
is best, plenty of the prospect.
questions taken Don’t pitch
as you go. unless you have
them!!
5. The Need Nuggets you want
• Quality issues –
• Skills issues –
• Leadership issues –
• Team issues –
• Business performance issues –
• Cultural issues –
• Personnel issues –
• Financial issues
• Career issues
• ??? issues
6. The Sales Points you use
Feature Advantage Benefit
Example –
• F – This sandwich is compact and really quick to eat
• A – I can get through my lunch in 15 mins
• B – I can be more productive with my working day...
7. SALES – CLOSING TIPS
Rebound – Would you like it in green?
Alternative – Would you like it in green or
yellow?
Trial – If I can cover those three issues are we
on?
Assumptive – How many places would you like?
Indirect – which meeting would you like to get
to?
Direct – Would you like to book a few places?
