How To Double Your Sales
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Transcript of How To Double Your Sales
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How To Double
Your Sales in an
Economic Downturn
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1 2 3Things to
remember
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1. The Magic Sales Formula
2. Earning Trust
3. Asking Questions in Colour
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SalesChannelEuropeThe Magic Sales Formula1
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6
P CRx SALES=
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P CRx SALES=
P = Number of prospects
CR = Conversion Ratio
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P CRx SALES=
10
33% (Typically 25%-50%)
Example 1
S = 3
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P CRx SALES=
10
40%
Example 2
S = 4*Requires considerable effort. Not easily sustainable
*
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10
P CRx SALES=
20
33%
Example 3
S = 6*Requires less effort. Is sustainable
*
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Earning Trust
2
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You build
by
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13
RELEVANCECreating
by
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© 2009 SalesChannel Europe - All rights reserved
SalesChannelEuropeAsking insightful questions
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and listening actively
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Asking Questions in Colour
3
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#1. PAIN development
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#2. Show them GAIN after PAIN
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20
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White Questions
Green Questions
Black Questions
Red Questions
Asking Questions in Colour
Current situationFacts, data & informationwhite snow: pure, cold hard facts
Desired situationFuture stateGrass, trees, growth, can become
ObstaclesImportant, powerfulDark, night time, can’t see in the dark. Turn on the light to see what stands between current situation and desired situation.
FeelingsFire, explosive color, highly emotional-ve Red: “If Stan doesn’t do something he won’t make quota without help. Stan needs to talk to you.”+ve Red: “If Stan overachieves this year, he will probably be promoted to VP Sales
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SalesChannelEuropeSimple doesn’t mean easy
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23
Sales
Acceleration 2.0
David R EdniePresident & CEO
SalesChannel Europe SARLPh: +33 676 600 925
Email: [email protected]: http://saleschannel.blogspot.com
Website: www.saleschannel-europe.com