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Tom Crosby, FInstSMM

Tom Crosby, FInstSMM. An Evening with BCS Croydon. 18 years sales experience Capital goods & Information Technology Business development New Business and Account Mgmt Sales Consultancy and Training Qualified Master Mariner. Fact: In 70% of sales situations People Buy People.

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Tom Crosby, FInstSMM

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  1. Tom Crosby, FInstSMM An Evening with BCS Croydon

  2. 18 years sales experience Capital goods & Information Technology Business development New Business and Account Mgmt Sales Consultancy and Training Qualified Master Mariner Fact: In 70% of sales situations People Buy People

  3. Making Appointments • Basic sales awareness • Objective setting • Account development thinking • Objection Handling and closing • Body Language

  4. Quick Test

  5. What skills must a salesperson possess? • Closing skills • Qualification skills • Negotiation skills • Networking skills • Partnering skills • Telephone skills • Questioning skills • Listening skills • Selling skills • Actioning skills The absolute skill is QUALIFICATION

  6. And just one more….

  7. What makes a salesperson successful? ATTITUDE Selling ability Product knowledge Barry Bailey, 3M

  8. As my old bosses used to say… “A man without prospects, is a man without prospects” “Keep it simple, stupid” “Remember to do three things: Qualify, qualify, qualify” “ABC – Always Be Closing” Focus On Customer Issues, Not Your Wants “If a customer asks for something: You ask for something back” “80% of your business will come from 20% of your customers”

  9. Sales evolution Stature Credibility Experience Lifetime of learning

  10. Part I Making Appointments Telephone Technique

  11. Opening Benefit Statement (offer proof, promote benefits, short & pertinent….) Ask for the appointment Be prepared for anything Listen!! Expect Objections Persist but don’t annoy!

  12. Part 2 Basic Sales Awareness

  13. Open Questions (what, why, when, where..) Closed questions (This or that;black or white?) Imagined Objections & Real Objections Bridging (connecting phrases) Conversion of opportunity to needs Handle objections Summarise and Actions A need must be satisfied

  14. Part 3 Objective Setting & Qualification Techniques

  15. The planning process • Objective setting • Markets • Qualification • Researching prospects • Campaign planning • Constructing a proposition

  16. Why its needed ? To get to where you want to be by the time you said you would AND you know you’ve done it. Specific Measurable Attainable Reasonable Timebound Stretch Example:I will complete contracts with ABC company to the valueof £250,000 for consultancy services by July 31st 2005. Objective setting

  17. Markets Focus on your Vertical sector Know your market, know who’s looking, know who’s got budget to help you achieve success…

  18. Qualification Just one simple rule: ‘Always know where youare in the campaign’ QUALIFY… QUALIFY… QUALIFY!

  19. Qualification Use S.C.O.T.S.M.A.N. S = Solution C = Competition O = Originality T = Timeframe S = Stretch/Resources M = Money A = Authority/Decision-making N = Need It is simple and effective, score it, you do not miss anything out

  20. Researching prospects • Put data in a CRM system: Excel, Act, Goldmine, Salesforce • Search for company info on Reuters, Comdirect, YahooFinance, • Obtain annual accounts…it tells you so much! • Learn their business, speak their jargon • Understand market perception • Who owns them? Group strategy? • Talk to colleagues/partners…you may have an “in” already • Can they afford us ? • Are they latent or active?

  21. Part 4 Account Development Thinking

  22. Account Development Planning • Decide your strategy: Direct, Indirect, Divisional or Containment • Be part of a virtual team along with a management sponsor and brainstorm situations regularly • Reset priorities and focus on getting access to power

  23. Account Development Planning • SWOT Analysis • Plan for expected short term and longer term revenues • Contacts identified • Solution projection possibilities • Document and review every step

  24. Constructing a proposition To consist of everything a prospect needs to say “YES…….” • Products/Services • Support & Maintenance • Installation • Training • Consultancy • Other Services • Pricing

  25. Part 5 Objection Handling and Closing

  26. Objection Types Are they real or a misunderstanding? Don’t panic, just probe…. Deal with them and prepare a summary prior to…..

  27. Closing the deal ASK FOR THEIR COMMITMENT TO PROCEED, I.e. order, signed contract, SOW, etc.

  28. Part 6 Body Language & Interpersonal Styles

  29. Some Examples Folded arms whilst sitting (neutral) Leaning forward (+ve) Eyes wide, nodding head (+ve) Covering face with hand whilst talking (-ve) Looking to the ceiling when you are talking (-ve) Learn and read these hidden signals and you’ll be more effective

  30. Tom Crosby, FInstSMM Sales Consultant & Practitioner CustomerClix 66 Gloucester Street London SW1V 4EF United Kingdom Tel: +44 (0)20 7834 7643 Email: tom.crosby@CustomerClix.com Web: www.CustomerClix.com

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