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In this presentation we share our thoughts about a communication model. We take a close as an example scentence to analyze a message between sales representative and customer / prospect. About InCC Trainingen International sales training company InCC offers professionals free inspiration with the sales academy podcast in itunes, YouTube channel videos and blogpost about selling.
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InCC Sales Academy
Go to: www.in-cc.nl/videos
How to analyze your message
with Jarco
Penning
How to analyze your message
"How to analyze your sales call message" Go to: www.in-cc.nl/videos
How to analyze your message
The model
An example: closing the deal
Wrap-up
"How to analyze your sales call message" Go to: www.in-cc.nl/videos
The Model
"How to analyze your sales call message" Go to: www.in-cc.nl/videos
Sales Rep.
The Model
"How to analyze your sales call message" Go to: www.in-cc.nl/videos
Sales Rep.
The Model
"How to analyze your sales call message" Go to: www.in-cc.nl/videos
messageSales Rep.
The Model
"How to analyze your sales call message" Go to: www.in-cc.nl/videos
messageSales Rep.
The Model
"How to analyze your sales call message" Go to: www.in-cc.nl/videos
messageSales Rep. Prospect
The Model
"How to analyze your sales call message" Go to: www.in-cc.nl/videos
messageSales Rep. Prospect
Business
The Model
"How to analyze your sales call message" Go to: www.in-cc.nl/videos
messageSales Rep. Prospect
ExpressiveBusiness
The Model
"How to analyze your sales call message" Go to: www.in-cc.nl/videos
messageSales Rep. Prospect
Business
Relational
Expressive
The Model
"How to analyze your sales call message" Go to: www.in-cc.nl/videos
messageSales Rep. Prospect
Business
Relational
Expressive
Appealing
An example 1/2You are at a prospects' company. And you just finished your presentation about the services you sell.
The transfer of enthusiasm took place: your prospect reveals his enthusiasm about the way your services will help him make more money, lower cost or gain market share for example. You assume that the prospect is ready to start the collaboration.
So you want to close the deal.
You close by saying: 'When would you like to start?'"How to analyze your sales call message" Go to: www.in-cc.nl/videos
An example 2/2
Let's analyse this – very important – little scentence
"How to analyze your sales call message" Go to: www.in-cc.nl/videos
The Model
"How to analyze your sales call message" Go to: www.in-cc.nl/videos
messageSales Rep. Prospect
Business
The Business Aspectexample: 'when would you like to start?'
Definition of the Facts
Ready when you are!
"How to analyze your sales call message" Go to: www.in-cc.nl/videos
The Model
"How to analyze your sales call message" Go to: www.in-cc.nl/videos
messageSales Rep. Prospect
The Expressive Aspectexample: 'when would you like to start?'
Gives information about the sales rep. (sender of the message)
You would like to start a collaborationYou would like to plan things aheadYou would like to start now
"How to analyze your sales call message" Go to: www.in-cc.nl/videos
The Model
"How to analyze your sales call message" Go to: www.in-cc.nl/videos
messageSales Rep. Prospect
The Relational Aspectexample: 'when would you like to start?'
Reveals: how the sales rep. thinks about the prospect
He is enthusiastic about my company, our services, my presentation and meHe has the authority & power to sign the contractHe can appreciate result-driven sales reps.
"How to analyze your sales call message" Go to: www.in-cc.nl/videos
The Model
"How to analyze your sales call message" Go to: www.in-cc.nl/videos
messageSales Rep. Prospect
The Appealing Aspectexample: 'when would you like to start?'
Reveals the goal of the sales representative
You want the prospect to sign the contractYou want the prospect to act now
"How to analyze your sales call message" Go to: www.in-cc.nl/videos
The Model
"How to analyze your sales call message" Go to: www.in-cc.nl/videos
messageSales Rep. Prospect
Business
AppealingRelational
Expressive
The Model - miscommunication
"How to analyze your sales call message" Go to: www.in-cc.nl/videos
Sales Rep.
The Model - miscommunication
"How to analyze your sales call message" Go to: www.in-cc.nl/videos
Sales Rep. Prospect
The Model - miscommunication
"How to analyze your sales call message" Go to: www.in-cc.nl/videos
Sales Rep. Prospect
The Model - miscommunication
"How to analyze your sales call message" Go to: www.in-cc.nl/videos
Sales Rep. Prospect
Talks'Business Aspect'
Hears / Thinks'Expressive Aspect'
The Model - miscommunication
"How to analyze your sales call message" Go to: www.in-cc.nl/videos
Sales Rep. Prospect
Talks'Business Aspect'
Hears / Thinks'Expressive Aspect'
The Model - miscommunication
"How to analyze your sales call message" Go to: www.in-cc.nl/videos
Sales Rep. Prospect
Talks'Expressive
Aspect'
Hears / Thinks'Expressive Aspect'
Go to: www.in-cc.nl/videos
InCC Sales Academy
How to analyze your message
with Jarco
Penning
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