Making the sale: Techniques for non-sales people by Tom Crosby FISMM Tom Crosby, FInstSMM.
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Transcript of Making the sale: Techniques for non-sales people by Tom Crosby FISMM Tom Crosby, FInstSMM.
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMMTom Crosby, FInstSMM
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
18 years sales experienceCapital goods & Information
TechnologyBusiness development
New Business and Account MgmtSales Consultancy and Training
Qualified Master Mariner
Fact: In 70% of sales situationsPeople Buy People
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
1.Making Appointments
2.Basic sales awareness
3.Objective setting
4.Account development thinking
5.Objection Handling and closing
6.Body Language
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
Quick Test
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
What skills must a salesperson possess?
Closing skills Qualification skills Negotiation skills Networking skills Partnering skills
The absolute skill is QUALIFICATION
Telephone skills Questioning skills Listening skills Selling skills Actioning skills
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
And just one more….
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
What makes a salesperson successful?
Product knowledge
Selling ability
ATTITUDE
Barry Bailey, 3M
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
“A man without prospects, is a man without prospects”
“Remember to do three things: Qualify, qualify, qualify”
“ABC – Always Be Closing”
Focus On Customer Issues, Not Your Wants
“If a customer asks for something: You ask for something back”
As my old bosses used to say…
“80% of your business will come from 20% of your customers”
“Keep it simple, stupid”
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
Sales evolution
StatureCredibilityExperience
Lifetime of learning
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
Part I
Making Appointments
Telephone Technique
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
Opening Benefit Statement(offer proof, promote benefits, short & pertinent….)
Ask for the appointment
Be prepared for anything
Listen!!
Expect Objections
Persist but don’t annoy!
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
Part 2
Basic Sales Awareness
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
Open Questions (what, why, when, where..)
Closed questions (This or that;black or white?)
Imagined Objections & Real ObjectionsBridging (connecting phrases)
Conversion of opportunity to needsHandle objections
Summarise and Actions
A need must be satisfied
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
Part 3
Objective Setting &
Qualification Techniques
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
The planning process
Objective settingMarketsQualificationResearching prospectsCampaign planningConstructing a proposition
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
Objective setting
Why its needed ? To get to where you want to beby the time you said you wouldAND you know you’ve done it.
SSpecificMeasurableAttainableReasonableTimeboundStretch
Example:I will complete contracts with ABC company to the valueof £250,000 for consultancy services by July 31st 2005.
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
Markets
Focus on your Vertical sector
Know your market, know who’s looking, know who’s got
budget to help you achieve success…
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
Qualification
Just one simple rule:
‘Always know where youare in the campaign’
QUALIFY… QUALIFY… QUALIFY!
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
Qualification
Use S.C.O.T.S.M.A.N.
S = Solution
C = Competition
O = Originality
T = Timeframe
S = Stretch/Resources
M = Money
A = Authority/Decision-making
N = Need
It is simple and effective, score it, you do not miss anything out
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
Researching prospects
Put data in a CRM system: Excel, Act, Goldmine, Salesforce
Search for company info on Reuters, Comdirect, YahooFinance,
Obtain annual accounts…it tells you so much!
Learn their business, speak their jargon
Understand market perception
Who owns them? Group strategy?
Talk to colleagues/partners…you may have an “in” already
Can they afford us ?
Are they latent or active?
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
Part 4
Account Development Thinking
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
Account Development Planning
Decide your strategy:
Direct, Indirect, Divisional or Containment
Be part of a virtual team along with a management sponsor and brainstorm situations regularly
Reset priorities and focus on getting access to power
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
Account Development Planning
SWOT Analysis Plan for expected short term and longer term revenuesContacts identifiedSolution projection possibilitiesDocument and review every step
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
Constructing a proposition
To consist of everything a prospect needs to say “YES…….”
Products/ServicesSupport & MaintenanceInstallationTrainingConsultancyOther ServicesPricing
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
Part 5
Objection Handling and Closing
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
Objection Types
Are they real or a misunderstanding?
Don’t panic, just probe….Deal with them and prepare a
summary prior to…..
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
Closing the deal
ASK FOR THEIR COMMITMENT TO PROCEED, I.e. order, signed contract, SOW, etc.
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
Part 6
Body Language & Interpersonal Styles
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
Some Examples
Folded arms whilst sitting (neutral)Leaning forward (+ve)
Eyes wide, nodding head (+ve)Covering face with hand whilst talking (-ve)
Looking to the ceiling when you are talking (-ve)
Learn and read these hidden signals and you’ll be more effective
Making the sale:Techniques for non-sales people
by
Tom Crosby FISMM
Tom Crosby, FInstSMMSales Consultant & Practitioner
CustomerClix66 Gloucester Street
LondonSW1V 4EF
United Kingdom
Tel: +44 (0)20 7834 7643Email: [email protected]
Web: www.CustomerClix.com