Secrets to Selling BIG and FASTER with No Price Competition!
Training Method: 60% Practice/Role Play, 30% Education, 10% Action Plan
Learning Objectives:
- Building a successful mindset of Sales Champion
- Increasing Conversion Rate by 80% in the Next 90 Days
- Improving Sales Productivity & Results
- Learning about the Truth About Selling and the Sales Principles
- Understanding the Sales Process. The Colour Zone – Sales Cycle of Life System
- Improving skills on building trust, communication, negotiation, handling objections and closing the sale. Questioning and Listening skills.
Learning Outlines:
I. BUILDING A SUCCESSFUL MINDSET OF SALES CHAMPION
- A successful salesperson is…
- M.A.D (Make A Different)
- persistent
- passionate
- enthusiastic
- optimistic
- responsible
- resilient
- Success Formula – BE x DO = HAVE
- The Formula for CHANGE – (D x V) + F > R = (Dissatisfaction x Vision) + First Step > Resistance
- Above and Below Point of POWER – where do you choose to live?
- Why people FAIL? PARTICIPATION – Give 100% You’ll Get 100%
- 80/20 Rule in Selling
- I
KNOWmindset - Selling is FUN!
II. THE TRUTH ABOUT SELLING…
- Everyone SELLS! Everyone SERVES! SELL. SERVE. PROSPER.
- Consultant Vs. Salesman
- Selling is a Number of Games. Do You Know Your Numbers?
- What are sales decision based on? LOGIC vs. EMOTION
- People will Buy from the People They Like & Trust – KNOW. LIKE. TRUST. BUY
- 4 Types of Salesperson – What Kind of Salesperson Are You?
- W.S.I.B.F.Y – Why Should I Buy From You? What are your USP – Unique Selling Proposition and Guarantee
- Selling is Helping and Serving
- 5 Reasons Why People Don’t BUY:
- No NEED
- No URGENCY
- No DESIRE
- No MONEY
- No TRUST
- 4 Ways to Increase Sales/Revenue:
- Number of LEADS
- Conversion Rate
- Average Value Sale
- Repeat Order
III. Mastering the 7 Steps of Selling – Sales Blueprint:
Pre-Meet; prospecting, targeting top 100, top 20 prospects, who, where, what, why and how to approach them
Meet & Greet; Build Rapport & Positioning
Discover Need; Needs, Pain Points, Problems, Vision, Dreams, Goals
Present Solution; USP, Guarantee, Choice of Yes’s, Packages
Close the Sale; Negotiation, Handle Objections and Concerns, Close the Deal
After the Sale; Follow up, Account Management, Repeat Order, Referrals, Testimonials
The Power of DVNSIC; Dissatisfaction, Vision, Number, Solution, Investment, Close & Commitment
IV. Negotiation and Handling Objections & Concerns
- What Makes A Good Negotiator?
- Think Win-win
- 4 Types of Customers – DISC Profiles (Dominance. Influence. Steadiness. Compliance)
- Mindset of getting objected
- 10 common objections and how to handle it effectively
- Q.U.I.E.T method in overcoming objections
- 3 Ways to get people say YES of what you want them to do
- 3 Proven Steps to handle PRICE objections and turning into buying decision
- Developing Frequently Ask Questions (FAQ) – Answering Scripts to handle objections successfully
V. The Art of Closing the Sale
- The Psychology of Closing the Sale
- The Closing Process
- 6 Ways to Recognise Buying Signals
- 7 Best Closing Techniques
- Silence Skill
- Close & Confirm the Order
- Phone Closing Techniques that Make You Sell More
VI. 90 Day Action Plan – KPI & Tools
WHO IS YOUR COACH?
COACH RUDI ANTONI
- THE WORLD’S TOP CERTIFIED BUSINESS COACH at ActionCOACH – USA
- 22 YEARS IN PRACTICAL SALES LEADERSHIP ROLES
- HAVE TRAINED & COACHED OVER 1300 PEOPLE
- LinkedIn Profile
RESULT GUARANTEE OR YOUR TRAINING/COACHING FEES IS FREE!
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