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IT Sales Clinic

IT Sales Clinic. May 8, 2013 8-10am Angel Denker. What companies are looking for:. Relentless , “go-getter” Closing sales drives you! Seeks new business effectively and effortlessly. Hunting for new business is in your DNA Possesses Sales experience with technology

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IT Sales Clinic

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  1. IT Sales Clinic May 8, 2013 8-10am Angel Denker

  2. What companies are looking for: • Relentless, “go-getter” • Closing sales drives you! • Seeks new business effectively and effortlessly. • Hunting for new business is in your DNA • Possesses Sales experience with technology • Excellent interpersonal skills • Energetic, self-starting individual • Strong communications skills • A true Sales Professional! • REALLY????????????????

  3. DEFINITION OF SALES “Getting someone to take action, consistent with action they believe they should take for their benefit, and for which they will pay me my price.” Bernie Cronin

  4. 3 MAJOR SALES WEAKNESSES 1. 2. 3. 3 REASONS MOST PEOPLE FAIL IN SALES 1. 2. 3. Buy cycle Need for Approval Talking money Fear of Rejection Fear of Failure Fear of Success

  5. Development Systems

  6. SameThingDifferentWords

  7. More Complexity

  8. Poor or lack of results

  9. Inconsistent Results

  10. A game of chance-Maybe I’ll…

  11. WIMP JUNCTION Traditional System Prospect’s System OUR SYSTEM Qualify Lie Bonding & Rapport Present Unpaid Consulting Upfront Contract Handle Objections Lie #2 Pain Run & Hide Close Budget Decision What is “Unpaid Consulting? __________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ When do you cough up “Unpaid Consulting” on your calls? Presentation Post-Sell

  12. I’m off of HOPE Island! Free at last!!!!!

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