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“Make Sales – Not Friends” April 23rd, 2009

“Make Sales – Not Friends” April 23rd, 2009. Karen Cheevers B2B communications. My Curriculum Vitae. Sales Executive with WLRfm Sales Manager with RedFM Sales Manager with Beat 102-103

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“Make Sales – Not Friends” April 23rd, 2009

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  1. “Make Sales – Not Friends”April 23rd, 2009 Karen Cheevers B2B communications

  2. My Curriculum Vitae • Sales Executive with WLRfm • Sales Manager with RedFM • Sales Manager with Beat 102-103 • Partner in B2B Communications, a marketing company that offers full range of marketing strategies to local, regional and national clients

  3. You can make Sales and not Friends if you: • understand the principles of selling • learn from other’s mistakes • create a great opening statement • think creatively / handle objections • empathise with your customer / client

  4. The Principles of Selling The foundations of the most modern sales techniques lie in 4 stages of action – also known as AIDA • Attention • Interest • Desire • Action

  5. Where telesales differs? • Not face to face • Verbal vs. non verbal • 7% happens in spoken words. • 38% happens through voice tone. • 55% happens via general body language.

  6. Learn from other’s mistakes You say: “The purpose of my call is to introduce my company to you and explain many of the great products / services we sell.” They hear: “I WANT TO TALK ABOUT MYSELF, MY COMPANY AND MY PRODUCTS!”

  7. You say: “I’m calling about the catalogue I sent you recently.” They hear: “EVEN THOUGH YOU RECEIVE PILES OF UNSOLICITED MAIL EVERY DAY I’M CALLING TO SEE IF YOU READ THE STUFF I SENT YOU?”

  8. You say: “I’m calling to tell you about Acme Ltd., and our line of widgets. We are Waterford’s longest established firm of widget suppliers…”. They hear: “I’M GOING TO GIVE YOU A LONG PRESENTATION REGARDING MY COMPANY. I KNOW NOTHING ABOUT YOU OR WHAT YOU’RE INTERESTED IN. THERE’S GOOD CHANCE I’LL TALK A LOT ABOUT THINGS THAT BEAR NO RELEVANCE TO YOU AND BORE YOU SENSELESS”

  9. Why a great opening statement? Poor telesales openers: • Create tension • Create resistance • Give the listener no reason to stay on the phone • Listener tries to get rid of the caller

  10. Fill in the blanks opening statement • Minimization verbs – save; consolidate; cut down on; lower; eliminate; etc. • Undesired noun – costs; problems; time; expense; waste; inconvenience; etc. • Maximization verbs – strengthen; reinforce; increase; intensify; etc. • Desired noun – profits; revenue; market share; output; productivity; etc. • Action verbs – ask a few questions; review; go through; etc. • Ending phrases – that would work for you; that would be of value to you; etc.

  11. Creative Thinking The 8 most common sales objections: • Too dear • New product • Have supplier already • Quality issues • Price flexibility • Supply times • Distance issues • Too busy

  12. THE LOTUS BLOSSOM

  13. Useful Sales Tips

  14. Summary • Know your prospect • Focus on why they should buy - not their objections • Sell the benefits - not the product • Never rush the sale or the customer • Know your products, as well as the market - be a RESOURCE • Use explanations rather than excuses • Follow through with promises

  15. Thank You B2B Communications, 15,Parnell Street, Waterford E: info@b2bcommunications.ie

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