Competitive Pursuit Selling Skills

Start / Stop / Continue

The Rainmaker Academy

will equip you with a number of tools.

In order to organize these tools in a constructive manner, place a Start/Stop/Continue matrix on

the

inside front cover of your workbook

Objectives

Review complete marketing and selling processes Develop your full selling skills Present a complete oral and written proposal Interact with instructors and classmates to

develop selling skills

Time Management MatrixUrgent

Quadrant I

Impo

rtan

t N

ot Im

port

ant

Not Urgent

Quadrant II

Quadrant III Quadrant IV

Activities Activities

Activities Activities

Summary –Time Management

• Spending time planning your time• Build in flexibility • Delegate• Know your limitations• Create a daily to-do list• Do not put off unpleasant jobs

Buying Cycle

1. Need Develops2. Who can help me with this problem?3. Evaluate solutions4. Makes decision5. Implements solution

Your Differentiators

• Service Gap• Quality• Terms• Responsiveness• Guarantee• Industry expertise• Pricing• Delivery• Implementation• Integration

Building Your Introduction

How do you keep the conversation moving?

When they ask “What do you do?”You know how…

Well…The result is…

Quick Response Best Deal Easiest to Sell

Selling to Dominants

Purchase with a feeding Impulsive They sell you

Selling to Influencers

Want relationship Buy gently Decide carefully

Selling to Steady

Want data – Facts Need processing time Need precision Want you to be prepared

Selling to Conscientious

Five Star System

Price Resistance – Sticker Shock Price Anxiety – The “meter” is

running on me! Payment Resistance – Buyers

Remorse

The Three Pricing Emotions

The perception of value is highest at the moment of delivery!

Persuasive Communicators

Listening shows concern and understanding

70% of workday spent in communicating

The Value Ladder

Products

Services

Relationships

Process Integration

Innovation

Partnership

Organizational Impact

ClientService Matrix

Twelve-Step Selling Process

1. Prospecting for Leads

2. Gaining Access to Prospects

3. Qualifying Prospects

4. Identifying Decision Influencers

5. Developing Like and Trust

6. Discovering Problems and Needs

7. Creating Wants

8. Handling Objections

9. Demonstrating Capabilities

10. Creating Value Perceptions

11. Persuading Decision Influencers

12. Closing the Sale

NEAD-PAY

N – Who Are You Using Now? E – What do You Enjoy About “X”? A – What Would They Alter? D – Who Else is Involved in the Decision? PAY STRATEGY

Pay Strategy

Clients may use all services. Value is their goal; money is not an issue

Some clients only want lowest price

Other clients use few services.Want to know service is available

Decision Influencers

The Final Authority CEO, President, Chairman

The User CFO, Controller, Bookkeeper

Technical Investment Bank, Surety Agent

Coach

Gatekeeper

How Do You Handle Objections?

Listen Restate Ask Questions Answer Confirm

Sell Benefits

Features

Advantages

Benefits

Closing the Sale Trial Close Direct Close Sharp Angle Close Change Places Close Tie Down Close

Seven Aces

Value of one $15,000 Client x Ten Years = $150,000

An Ace Brings You One a Year $1.5 Million

How Do We Go About Asking For A Referral?

Direct ApproachDo you know this person?

Client’s Customers and Suppliers Indirect Approach

Client's Lawyers and BankersAnnual Letter

Seminar Response CardNewsletters

Review of Sales Questions Open–Ended Questions Close-Ended Questions Yes/No Questions Situational or Informational Problem Questions SPIN Questions

Need Payoff Questions

Expand Implied Needs to Explicit Needs

Explicit Needs Reveal Clear Problem

Stimulate Desire for Your Solution

Questions Probe for Vital Sales Information

Prospect’s ObjectivesProblems

Needs and WantsDecision Process

Budget and TimingCompetition

Techniques to Build Presentation

#1 Plan Your Closing First#2 Begin With the Unexpected#3 Organize to Fit Your Audience#4 Decide on Your Motive#5 Keep It Simple & Short

Build a Powerful PresentationTrust

Logic Emotion

Team Selling and Innovation Patterns

•The Creator

•The Advancer

•The Refiner

•The Executor

•The Facilitator

P.E.P. Cycle Creator

P Short Lived Stage

E Gets an Idea

P What if they don’t like it?

P.E.P. Cycle Advancer

P No Ideas

E I hear An Idea I Like

P People Poke Holes and Raise Objections to Ideas

P.E.P. Cycle Refiner

P No Ideas

E Clarifies ObjectionsPokes HolesMakes Idea Better

P What if they can’t handle?

P.E.P. Cycle Executor

P Oh, You’re going to change?

E I have the information I need to implement the plan.

P Afraid it won’t work

P.E.P. Cycle Flexer

P We Have Nothing

E Plays Role of Dealmaker

P What if they don’t buy it?

Case Study

Thank You