The Sales Secret
-
Upload
giorgos-anastasiou -
Category
Sales
-
view
148 -
download
0
Transcript of The Sales Secret
The Sales Secretsome secrets are too delicious not to share
flickr.com/photos/bookriver
First things first: we must create a “condition” for sale
flickr.com/photos/an_untrained_eye
In order for this to happen, the lead must be converted into an “opportunity”
flickr.com/photos/bluerockpile2
The prospective client must:
.Agree.Accept
.Decideto explore the “change” that we propose or the one he has identified by himself
flickr.com/photos/an_untrained_eye.
In order for a lead to be converted to “opportunity” there is one prerequisite: they should consider the “change” as an imperative need.
flickr.com/photos/mrtambourine1
Surely though, you have already realised that even when a lead converts into an “opportunity” it is not certain that it will convert into a “client”
500px.com/ almost-there!-by-renan-camargo
Here is where the “sales secret” lies
flickr.com/photos/mistoacrilico
A lead will convert into a “client” only if we ensure “commitment” between the two parties
500px.com/nofar-nagati
In short, between “opportunity” and “sale”
it’s imperative that we develop:
.Commitment to change
.Commitment to collaboration
.Commitment to consensus
.Commitment for possible revisions
.Commitment to resolve any concerns
.Commitment to decision making
.Commitment for implementation
.Commitment to the cost
.Commitment to payment
500px.com/stop-by-escalonilla
.But Never Forget…
500px.com/a-drink-to-forget-by-saghani
Customers trust their problems more than they trust us or the change presented them
500px.com/lack-of-trust-by-matthias-gaberth
George AnastasiouThank youPartner/C.E.O. at αvαkon+