The Blatant Truth: Techniques for Sales Success

Presented by: Adrian MillerAdrian Miller Sales Training

Best Practices

Prospecting Effectiveness Growth of Existing Clients

Existing Challenges

Clutter in the marketplace Worthy (& unworthy) competition Internet (everyone’s a shopper) Shaky economy; price sensitivity

And From the Beginning: Why Should They Choose You?

What can you do better or differently from the competition?

Can you align yourself with your buyer’s needs so they will see value?

The _________ Value Proposition

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Admittance of Need YOU as the Solution

After the prospect has revealed their needs, you may present your vision of a solution which, of course, has a natural bias: YOU! Probe for needs Explore the impact of the situation Present your value proposition / solution

Points of Resistance

Too expensive Just shopping

“Even though we’ve been doing business with you for awhile, I need to get a few other quotes”

Happy with current supplier Not now/maybe later Contract No budget

Are You SURE of the Objection?

Prospects do not like confrontation. Easier to cite cost, need or product feature/s rather

than provide the REAL reason How to find the REAL reason:

PROBE Probe BEFORE it is too late!!!!

Staying on the Grid

Out of sight, out of mind The absent are always in the wrong Lost time does not return

Thomas A Kempis (German writer, 1379-1471)

Touch Point Management

Structured: Telephone Email Snail mail Invitations Introductions Links

Touch Point Process

If Barry Diller* can do it, so can you! Make a plan and work it Schedule it No excuses

EXPECT results

* CEO & Chairman of IAC

Advancing the Buying Process

What is the “real” reason for the stall / hesitancy?

Circumstances changed You presented to someone w/o buying authority The competition has entered the picture You submitted a proposal or quote to someone that was not

ready to buy.

The final decision lies in the hands of the prospects. They have the power to say yes. The role of the sales professional is to show them all of the reasons why your solution = an improvement in their situation.

Giving Up

When: The project is outside of your business model The ROI is not as attractive as originally thought The cost of doing the business minimizes the ROI There is a strong personality disconnect There are ethical issues

The Sales Funnel

Premise: the sales funnel must always be filled with prospects in various stages of being “worked.” When new prospects are not added to the funnel on a regular basis there are extreme peaks and valleys in new business.

The Sales Pipeline Process

What is the number of qualified prospects in your sales pipeline?

What is the percentage likelihood that they will close?

What is the approximate time frame in which they will close?

BE HONEST and REALISTIC

Top Take-aways

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Thank you!

Adrian Miller

Adrian Miller Sales Training

www.adrianmiller.com

516-767-9288

amiller@adrianmiller.com