The Courtship Sales System Relationship Selling and Dynamic Marketing By Dan McKinnon.
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Transcript of The Courtship Sales System Relationship Selling and Dynamic Marketing By Dan McKinnon.
The Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales System
Relationship Selling and Relationship Selling and
Dynamic MarketingDynamic Marketing
By Dan McKinnonBy Dan McKinnon
Trying on your “sales wings”Trying on your “sales wings”Trying on your “sales wings”Trying on your “sales wings”
The Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales System
Who Sells?Who Sells? When?, Why?When?, Why? What Sells?What Sells?
Everyone does it, all Everyone does it, all of the time.of the time.
Its simply, persuasion Its simply, persuasion personified.personified.
Sales are the life force Sales are the life force of the organization…, of the organization…, it sells, therefore it is.it sells, therefore it is.
The Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales System
““A common sense approach A common sense approach to relationship selling”to relationship selling”
The Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales System
How is the How is the sales process sales process like a like a courtship?courtship?
AT-------AT------- IN------IN------ DES---DES--- ACT---ACT---
The Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales System
ATTENTIONATTENTION ““Opening the Client’s Opening the Client’s
door to You”, But door to You”, But How?How?
NewnessNewness UrgencyUrgency I know who you knowI know who you know Referrals are #1Referrals are #1 Stand up to be seen, Stand up to be seen,
Speak up to be heardSpeak up to be heard And more…?And more…?
The Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales System
INTERESTINTEREST How do I show you How do I show you
I’m interested in you?I’m interested in you? Another Attention...Another Attention... Loving to Listen…Loving to Listen… Creating USP’sCreating USP’s Making POP’sMaking POP’s
The Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales System
DESIREDESIRE Making it…Building Making it…Building
it...it’s a quest using it...it’s a quest using questionsquestions
Joe’s A.L.E. and his Joe’s A.L.E. and his A.D.E.A.D.E.
Know and Show Know and Show Covey’s 4thCovey’s 4th
Show you care with Show you care with Factscan questioningFactscan questioning
Fact scan….Fact scan…. Facts can….Facts can….
The Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales System
MORE MORE DESIREDESIRE
““We buy with our We buy with our emotions, not our emotions, not our cognitions”cognitions”
Joe’s Iceberg TheoryJoe’s Iceberg Theory
Factscan results in Factscan results in identifying GAPS OR identifying GAPS OR NEEDSNEEDS
Its up to you to fill the Its up to you to fill the client’s gaps and client’s gaps and needs with??needs with??
?? YOUR BENEFITS?? YOUR BENEFITS Emotion = MotionEmotion = Motion
The Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales System
ACTION ACTION PLEASEPLEASE
““People will act from People will act from their perceptions”their perceptions”
Ya’ gotta’ ask ‘em to Ya’ gotta’ ask ‘em to Close ‘emClose ‘em
Restate the matched Restate the matched Needs/Benefits, ANDNeeds/Benefits, AND
Go DirectGo Direct Be Either/OrBe Either/Or Do Assumptive MoveDo Assumptive Move Try a Trial Try a Trial
The Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales System
EXERCISE I: Using AIDA to EXERCISE I: Using AIDA to “unpack” some real life sales “unpack” some real life sales scenarios. Its SHOWTIME - 3 scenarios. Its SHOWTIME - 3 video vignettesvideo vignettes
The Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales System
The Stages of a Professional Sales The Stages of a Professional Sales RelationshipRelationship
Transforming Suspects into ConfidantsTransforming Suspects into Confidants
Know thyself, Know the otherKnow thyself, Know the otherKnow thyself, Know the otherKnow thyself, Know the other
The Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales System
A suspect is____________?A suspect is____________? A prospect is _____________?A prospect is _____________? A customer is _______________?A customer is _______________? A client is_____________________?A client is_____________________? A confidant is____________________?A confidant is____________________?
The Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales System
Ask yourself, ARE THEY….Ask yourself, ARE THEY…. Awake, Asleep or Dead?Awake, Asleep or Dead? Ask yourself, CAN THEY BE….Ask yourself, CAN THEY BE…. Broadened and Deepened ?Broadened and Deepened ? Ask yourself, SHOULD THEY BE….Ask yourself, SHOULD THEY BE…. Let Go===>To Grow?Let Go===>To Grow?
The Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales System
Coded byStage
Structure yourStories byStage
Close them byStage
Sell CycleLength
Set callfrequencyratios
Determineyour closingratios
The Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales System
EXERCISE II: Marking your EXERCISE II: Marking your homework True or False, Why? homework True or False, Why? Talk to us... Talk to us...
The Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales System
OBJECTIONSOBJECTIONS
““No’s or Know’s?No’s or Know’s?
What’s a “no” really What’s a “no” really mean?mean?
Their No-ing leads to Their No-ing leads to your Knowing your Knowing
The Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales System
OBJECTIFYING THOSE OBJECTIONSOBJECTIFYING THOSE OBJECTIONS An objection = A secret problemAn objection = A secret problem THREE TYPICAL OBJECTIONS ARE: THREE TYPICAL OBJECTIONS ARE:
NoTime/Too Busy, Your Price is too High, NoTime/Too Busy, Your Price is too High, I’m working with someone else. I’m working with someone else.
The Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales System
EXERCISE III: OBJECTIFYING EXERCISE III: OBJECTIFYING OBJECTIONSOBJECTIONS
Groups of 3 with a Seller (Sender), Groups of 3 with a Seller (Sender), Buyer (Receiver) & Observer. Try out Buyer (Receiver) & Observer. Try out each role with a common objection. each role with a common objection. 5 minutes each, 15 minutes total5 minutes each, 15 minutes total
The Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales System
SUMMING UPSUMMING UP Here’s an outline of today, add Here’s an outline of today, add
your notes to it. Here’s a your notes to it. Here’s a chart:The Sequential Model of chart:The Sequential Model of Professional SellingProfessional Selling
The Courtship Sales SystemThe Courtship Sales SystemThe Attitude LatitudeThe Attitude Latitude
The Courtship Sales SystemThe Courtship Sales SystemThe Attitude LatitudeThe Attitude Latitude
Reframe rejection, Reframe rejection, make “no’s” into make “no’s” into “knows”“knows”
UCasUR UCasUR Your Thoughts Your Thoughts
Become YouBecome You
Dare to CareDare to Care Enthus----Enthus---- I -Am-Sold-MyselfI -Am-Sold-Myself
The Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales SystemThe Courtship Sales System
IN CLOSING:IN CLOSING: How was today? Here’s your How was today? Here’s your
homework for #4-Conflict. Please homework for #4-Conflict. Please do your Stop-Continue-Start do your Stop-Continue-Start Journal. Thank you, see you next Journal. Thank you, see you next time.time.