Welcome to Welcome to

RELEASE YOUR INNER SALES GURURELEASE YOUR INNER SALES GURU

SECRETS OF SALES SUCCESS!Fiona Pascoe, General Manager SalesStaging Connections

Buyer Decision Making Buyer Decision Making

FORUM Research - The Best Sales People FORUM Research - The Best Sales People AttributesAttributes

Attitudes and BeliefsHow TheyConduct

Sales Calls

How TheyAdvance

Sales Situations

SellingSkills

Key Elements of Sales Success!Key Elements of Sales Success!

Focus on the

Customer

PersuadeThrough

Involvement

Earn theRight toAdvance

Consultative Selling ProcessConsultative Selling Process

No Interest

Low Interest •Capability Statement

Strong Interest•Exploring Needs•Motivations/concerns•Buying Criteria

Convinced•Presenting Solutions

Buying•Handling Objections/Closing

Elevator PitchElevator Pitch

• Purpose is to provide a 30-60 second overview of your offering to get a Purpose is to provide a 30-60 second overview of your offering to get a conversation started between you and a prospective customerconversation started between you and a prospective customer

• Key C’s of an Elevator Pitch include:Key C’s of an Elevator Pitch include:• Concise – as few words as possibleConcise – as few words as possible• Clear – be able to be understood by a perfect strangerClear – be able to be understood by a perfect stranger• Compelling – explains the problem your service solvesCompelling – explains the problem your service solves• Credible – position yourself as qualified (pitch you over your ideas)Credible – position yourself as qualified (pitch you over your ideas)• Conversational – offers a hook to get you interestedConversational – offers a hook to get you interested

Elevator PitchElevator Pitch

• Who are You?Who are You?• I’m from Staging Connections, Australia’s only national event production I’m from Staging Connections, Australia’s only national event production

companycompany

• What problem do you solve?What problem do you solve?• We believe that events can be much more successful in achieving business We believe that events can be much more successful in achieving business

outcomes if the right production is utilised to impact audiences outcomes if the right production is utilised to impact audiences

• How Do We deliver that?How Do We deliver that?• By creating environments online and off that impact people’s senses and engage By creating environments online and off that impact people’s senses and engage

their hearts and minds to change the way they think, feel and acttheir hearts and minds to change the way they think, feel and act

Elevator PitchElevator Pitch

• Who are You?Who are You?• I’m from Lauretana Australia, an importer of the world’s purest organic water I’m from Lauretana Australia, an importer of the world’s purest organic water

from Piedmont, Italyfrom Piedmont, Italy

• What problem do you solve?What problem do you solve?• We believe that Sydneysiders need the healthiest possible alternative to Sydney We believe that Sydneysiders need the healthiest possible alternative to Sydney

tap water which contains chemicalstap water which contains chemicals

• How do you do it?How do you do it?• Lauretana has no chemicals in the water or the packaging, it is pure from spring Lauretana has no chemicals in the water or the packaging, it is pure from spring

to mouth due to the location of the spring and the non-PET plastic bottle!to mouth due to the location of the spring and the non-PET plastic bottle!

Capability StatementCapability Statement

A Capability Statement links a customers probable needs to your core capabilities!A Capability Statement links a customers probable needs to your core capabilities!

•Customers probable needs for drinking bottled water?Customers probable needs for drinking bottled water?• HealthHealth• WeightWeight• ConvenienceConvenience• EnvironmentEnvironment• EleganceElegance

•Product’s core capabilities?Product’s core capabilities?• Health - Because of its purity/lightness it doesn’Health - Because of its purity/lightness it doesn’t harm the body chemistryt harm the body chemistry• Weight - Drinking enough pure water re-hydrates your body and enhances your Weight - Drinking enough pure water re-hydrates your body and enhances your

metabolic rate causing bodies to let go of additional weightmetabolic rate causing bodies to let go of additional weight• Convenience - bottles are plastic so light to carry and easy to dispose ofConvenience - bottles are plastic so light to carry and easy to dispose of• Environment – available in glass bottles completely recyclableEnvironment – available in glass bottles completely recyclable• Elegance – styled by Italy’s most famous designerElegance – styled by Italy’s most famous designer

Selling SkillsSelling Skills

• Connect with Rapport Connect with Rapport • play game with person next to youplay game with person next to you

• QuestionsQuestions• ask questions to get understandingask questions to get understanding

• Clarify Clarify • what does it mean to them – don’t assume!what does it mean to them – don’t assume!

Presenting Solutions using BenefitsPresenting Solutions using Benefits

• A need is what a customer imagines will solve a problem when it’s actually the benefit A need is what a customer imagines will solve a problem when it’s actually the benefit that provides the solution that provides the solution

• Link those needs to the benefits of your products or services – WHY CHOOSE US!Link those needs to the benefits of your products or services – WHY CHOOSE US!• (N) _____________(B) _____________________________________(N) _____________(B) _____________________________________

THANK YOU!Fiona Pascoe, General Manager Sales Staging Connections

Thank you to our valued sponsorsThank you to our valued sponsors