4 sales blunders

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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Alexander Forbes Insurance forecasts an increase in weather-related insurance claims    

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

Happy SellingTel: +27 11 787 6781Fax: +27 11 787 0726

Email: admin@peergroup.co.za

www.peergroup.co.za