4 sales blunders
DESCRIPTION
In today's tough world 90% of salespeople are not meeting their Sales Targets. Some challenges they face are: a. Chasing prospects who don’t return calls b. Inability to communicate VALUE to Buyers who, in today’s world are a lot more sophisticated, knowledgeable and cost conscious c. Hearing TIO - ‘think it over’ - all too often, when they ask for the business d. Discounting to obtain or keep business and e. Dealing with a Heavy Prospecting Pipe – Line full of ‘fence-sitters’. How to deal with these challenges, that directly affect the profitability of your company, is the aim of this presentation.TRANSCRIPT
Steps to summiting
Prospecting
Partnering
Qualifying
Identifying/Creating
Presenting
Summiting
o b j e c
t i o n s
?
o b j e c
t i o n s
?
Four Achilles Heels
1.Fail to ask courageous and provocative questions
2. Fail to find the real painsand PRESENT too early
3.Fail to understand the buyer’s process
4.Fail to develop meaningful business relationships
FAIL to ask the Courageous Questions
1.What are the rules of the game?
2. Is the problem sufficiently compelling to take action now?
3.Fish for the “NO”
4. Talking to the right people? Often buyers will seduce you into thinking they are the KDM’S.
Why? = so they can get information for free
Courageous Conversations
Describe the situation as they see it
Explore their feelings
Frame your ideas and Outcomes
Invite them to commit
Name the difficult remaining issues
Explore the options together
Plot the Road ahead
D
E
F
I
N
E
R
FAIL to find the real Pain1. Where is the buyer now and where would he
like to be?
2. Drill down further using open probes
3. Widen the needs / gaps / opportunities (find REAL PAIN)
4. Look at consequences of action versus in-action
5. Ask don’t tell
FAIL to find the real Pain cont ...5. Collect the ‘yeses’
6. Let the Prospect Summarise the ‘yeses’
7. “If I say it the buyer can doubt me – If they say it, it is true”
Finding the Gaps
11 2233
Widen the gaps
Prospecting PartneringQualifying Identifying Presenting Summiting Objections
11 2233
FAIL to understand the Buyer’s Process 1. What’s in it for me? (WIIFM)
2. Seductive questions from Buyers
a) “Our current supplier hasn’t been as reliable as we’d like”
b) “We have a problem with ......... How would you address that?”
c) “We’d like to see what other options are available to us”
d) “Do you think you could help us?”
BEWARE as these questions can hijack your sales process
3. Value vs. Price
e) Be relevant and constantlyALIGN
f) No canned pitches
FAIL to understand the Buyer’s Process cont ....
Tips for ME as the New Buyer?
Fail to understand the Buyer’s Process1. The 5 Buying Motives:
a) Durability
b) Status
c) Cost effectiveness
d) Pleasure
e) Convenience
Develop Meaningful Business Relationships
1. Vocabulary: Work as a team of 2
a) “Let US ...............
b) “How do you think WE should .............
2. Research ..................... Go Beyond the Expected
3. Peer 2 Peer
4. Be a Businessman not a Salesperson
5. Use Google Alerts
Google Alerts – go to http://www.google.com/alerts
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Think of a story…
Be Succinct and to the point
Religion Sex Mystery
Preferably under 10 words
A t t e m p t i n g t o L a n d B e f o r e Ta k e - o ff ?
A t t e m p t i n g t o L a n d B e f o r e Ta k e - o ff ?
Good God,
I’m pregnant.
I wonder who did it?
Find your Achilles Heel - SUMMARY
1. Identify where you are
vulnerable
2. Take action now!
1. No Research = No Deal
2. Don’t understand the Buyer’s Process = No Deal
3. No Pain = No Deal
4. Presentation Trap = No Deal
The reality of the Close
Myth: Closing is the most important part of the call – the way you close determines how successful you will be.
The reality is that closing is far less important than what happens early in the sales cycle. The most successful calls close themselves.
Mythbusters:How Major Sales are Really Made
