1.
Steps to summiting
Prospecting
Partnering
Qualifying
Identifying/Creating
Presenting
Summiting

2.
Four Achilles Heels
1. Fail to ask courageous and
provocative questions
2. Fail to find the real pains
and PRESENT too early
3. Fail to understand the buyer‟s process
4. Fail to develop meaningful business relationships

3.
FAIL to ask the
Courageous Questions
1. What are the rules of the game?
2. Is the problem sufficiently compelling to take
action now?
3. Fish for the “NO”
4. Talking to the right people? Often buyers will
seduce you into thinking they are the KDM‟S.
Why? = so they can get information for free

4.
Courageous Conversations
Describe the situation as they see it
Explore their feelings
Frame your ideas and Outcomes
Invite them to commit
Name the difficult remaining issues
Explore the options together
Plot the Road ahead
D
E
F
I
N
E
R

5.
FAIL to find the real Pain
1. Where is the buyer now and where would he like
to be?
2. Drill down further using
open probes
3. Widen the needs / gaps / opportunities (find REAL
PAIN)
4. Look at consequences of action versus in-action
5. Ask don‟t tell

6.
FAIL to find the real Pain
cont ...
5. Collect the „yeses‟
6. Let the Prospect Summarise the „yeses‟
7. “If I say it the buyer can doubt me –
If they say it, it is true”

7.
Finding the Gaps
1 2
3

8.
Widen the gaps
Prospecting PartneringQualifying Identifying Presenting Summiting Objections
1 2
3

9.
FAIL to understand the
Buyer’s Process
1. What’s in it for me? (WIIFM)
2. Seductive questions from Buyers
a) “Our current supplier hasn‟t been as reliable
as we‟d like”
b) “We have a problem with ......... How would
you address that?”
c) “We‟d like to see what other options are
available to us”

10.
d) “Do you think you could help us?”
BEWARE as these questions can hijack
your sales process
3. Value vs. Price
a) Be relevant and constantly
ALIGN
b) No canned pitches
FAIL to understand the Buyer’s
Process cont ....

11.
Tips for ME as the
New Buyer?

12.
Fail to understand the
Buyer’s Process
1. The 5 Buying Motives:
a) Durability
b) Status
c) Cost effectiveness
d) Pleasure
e) Convenience

13.
Develop Meaningful Business
Relationships
1. Vocabulary: Work as a team of 2
a) “Let US ...............
b) “How do you think WE should .............
2. Research ..................... Go Beyond the Expected
3. Peer 2 Peer
4. Be a Businessman not a Salesperson
5. Use Google Alerts

14.
Google Alerts – go to
http://www.google.co
m/alerts

15.
Alexander Forbes
Weekly update ⋅ February 17, 2014
NEWS
Alexander Forbes: Premiums will not be going up
Independent Online
Alexander Forbes Insurance forecasts an increase
in weather-related insurance claims

16.
Be Succinct and to the point
 Religion
 Sex
 Mystery
Preferably under 10 words
A t t e m p t i n g t o L a n d B e f o r e Ta k e - o f f ?

17.
A t t e m p t i n g t o L a n d B e f o r e Ta k e - o f f ?
Good God,
I’m pregnant.
I wonder who did it?

18.
Find your Achilles Heel - SUMMARY
1. Identify where you are
vulnerable
2. Take action now!
1. No Research = No Deal
2. Don‟t understand the Buyer‟s Process = No Deal
3. No Pain = No Deal
4. Presentation Trap = No Deal

19.
The reality of the Close
Myth: Closing is the most important part of the call –
the way you close determines how successful you will be.
The reality is that closing is far less important than what
happens early in the sales cycle. The most successful calls
close themselves.
Mythbusters:
How Major Sales are Really Made

20.
Happy Selling
Tel: +27 11 787 6781
Fax: +27 11 787 0726
Email: admin@peergroup.co.za
www.peergroup.co.za