Lift Your Sales Sky High Your Sales.pdfList advantages and disadvantages • Avoid gimmicks • Provide solid, tangible, factual evidence • Close by giving time to think • Follow

Lift Your Sales Sky Highwww.leadershipforgrowth.com.au

Lift Your Sales Lift Your Sales Sky HighSky High

withwithJulian CampbellJulian Campbell


Understand PeopleUnderstand People

Key to Sales SuccessKey to Sales Success


The Close The Close –– Factors to ConsiderFactors to Consider

1. Closing Begins the Moment You Meet Them2. Use the Words they Want to Hear


““Tune your Radio to WIFMTune your Radio to WIFM””

• WIFM – “What’s In it For Me?”• This is the favorite and only

station your client listens to.– Know why they are buying– Remind them why they are

buying– Only talk to them about how this

deal will help them!


Cost/PriceCost/Price

Down PaymentDown PaymentBuyBuy

Sell/SoldSell/SoldSignSign

ObjectionObjectionProblemProblemCheaperCheaper

Bill/ContractBill/ContractEmotional TriggersEmotional Triggers

AppointmentAppointment

AgreementAgreementInvestmentInvestmentOwnOwnInitial InvestmentInitial InvestmentAuthorise, Approve, OKAuthorise, Approve, OKGet Them InvolvedGet Them InvolvedArea of ConcernArea of ConcernChallengeChallengeMore EconomicalMore EconomicalVisit/Pop RoundVisit/Pop Round



1. Closing Begins the Moment You Meet Them2. Use the Words they Want to Hear3. Use Visual Aids to Involve More Senses


WhatWhat’’s Your Personality?s Your Personality?OpenOpen

SelfSelf-- ContainedContained


OpenOpen

• Vocal/visual forms communication• Contact people• Get off subject easily• Opinion oriented• Dramatic• Tell stories/anecdotes• Little emphasis on facts/details• Immediate non-verbal feedback


Self Self -- ContainedContained

• Controlled, elusive• Non-contact people• Need own personal space• Task and Result oriented• Logic, facts, to the point• Keep emotions/thoughts to self• Time disciplined, punctual• Slow in giving non-verbal feedback


WhatWhat’’s Your Personality?s Your Personality?OpenOpen


DirectDirectIndirectIndirect


DirectDirect

• Competitive, demonstrative, fast• Try things and see what happens• Follow spirit of law (grey areas)• Persistent achievers, impatient• Pushy, insensitive, confronting• High voice volume, fast, varied tone• Makes emphatic statements • Communicates readily


IndirectIndirect

• Methodical, slow to change• Needs to be right• Follow the rules of law (B&W)• Tries few things, aims at perfection• Introspective on failure• Low voice volume, slow, little tone• Makes tentative statements • Communicates hesitantly


WhatWhat’’s Your Personality?s Your Personality?

SocialiserSocialiser

DirectorDirectorThinkerThinker

RelaterRelater

OpenOpen

DirectDirectIndirectIndirect



DirectorDirector

•• Doers, Achievers, DrivenDoers, Achievers, Driven•• Bottom Line, Goal orientedBottom Line, Goal oriented•• Competitive, pressure gets to themCompetitive, pressure gets to them•• Do a lot of things at the same timeDo a lot of things at the same time•• DonDon’’t listen, I do it t listen, I do it MYMY wayway•• Take control, workaholicsTake control, workaholics•• Inflexible, impatient, poor listeners Inflexible, impatient, poor listeners •• Keep distance physically/emotionallyKeep distance physically/emotionally

Notice my accomplishmentsNotice my accomplishments


Selling to a DirectorSelling to a Director

•• Meet quickly and professionallyMeet quickly and professionally•• Keep relationship businesslikeKeep relationship businesslike•• Support their goalsSupport their goals•• Argue facts not personal feelingsArgue facts not personal feelings•• Be prepared, efficient, time focussedBe prepared, efficient, time focussed•• Be well organisedBe well organised•• Close by offering 2 or 3 alternativesClose by offering 2 or 3 alternatives•• Let them decideLet them decide


ThinkerThinker

•• Just the facts, asks questionsJust the facts, asks questions•• Organisers, inventive, problem Organisers, inventive, problem

solverssolvers•• Wants to do everything to Wants to do everything to

perfection, accurateperfection, accurate•• Rarely finish thingsRarely finish things•• Like classics, precision, orderLike classics, precision, order•• Fear uncontrolled emotionsFear uncontrolled emotions•• Slow to reach a decision Slow to reach a decision •• Weakness is procrastinationWeakness is procrastination

Notice my efficiencyNotice my efficiency


Selling to a ThinkerSelling to a Thinker

•• Meet quicklyMeet quickly•• Be prepared to answer questionsBe prepared to answer questions•• Demonstrate through actions Demonstrate through actions •• List advantages and disadvantagesList advantages and disadvantages•• Avoid gimmicksAvoid gimmicks•• Provide solid, tangible, factual Provide solid, tangible, factual

evidenceevidence•• Close by giving time to thinkClose by giving time to think•• Follow up with formal lettersFollow up with formal letters


RelaterRelater

•• People People peoplepeople•• Harmony, empathy, Harmony, empathy, stablitystablity•• Excellent listenersExcellent listeners•• Feeling oriented (can be hurt)Feeling oriented (can be hurt)•• Dislike traumaDislike trauma•• Say what they think others Say what they think others

want to hearwant to hear•• Relate to and care for othersRelate to and care for others•• UnassertiveUnassertive

Notice how well I am likedNotice how well I am liked


Selling to a RelaterSelling to a Relater

•• Establish friendship and trustEstablish friendship and trust•• Show personal interestShow personal interest•• Discuss personal opinions and Discuss personal opinions and

feelingsfeelings•• Get them involvedGet them involved•• Show you are listeningShow you are listening•• Move along at a slow informal paceMove along at a slow informal pace•• Give personal assurance when you Give personal assurance when you

closeclose


SocialiserSocialiser

•• Fun, excitement, changeFun, excitement, change•• Enthusiastic, persuasive, Enthusiastic, persuasive, •• Speak generallySpeak generally•• Weak on detailWeak on detail•• Leap before they lookLeap before they look•• Friendly and positiveFriendly and positive•• Get involved in many thingsGet involved in many things•• Get bored easilyGet bored easily

Notice Notice MEME


Selling to a SocialiserSelling to a Socialiser

•• Introduce yourself firstIntroduce yourself first•• Have a relaxed discussionHave a relaxed discussion•• Try not to argueTry not to argue•• Be entertaining and fast movingBe entertaining and fast moving•• Listen for their dreams/goalsListen for their dreams/goals•• Use testimonials to closeUse testimonials to close•• Summarise in writingSummarise in writing



1. Closing Begins the Moment You Meet Them2. Use the Words they Want to Hear3. Use Visual Aids to Involve More Senses4. Your Voice Plays a Vital Role


Face to FaceFace to Face

Verbal ContentVerbal Content 7%7%

Vocal InfluenceVocal Influence 33%33%

Non Verbal InfluenceNon Verbal Influence 60%60%



1. Closing Begins the Moment You Meet Them2. Use the Words they Want to Hear3. Use Visual Aids to Involve More Senses4. Your Voice Plays a Vital Role5. So Does Your Body Language


CommunicationCommunication

SSmilemile

OOpen Posturepen Posture

FForward Leanorward Lean

TTerritoryerritory

EEye Contactye Contact

NNodding of Headodding of Head



1. Closing Begins the Moment You Meet Them2. Use the Words they Want to Hear3. Use Visual Aids to Involve More Senses4. Your Voice Plays a Vital Role5. So Does Your Body Language6. Be Observant for Buying Signals7. Develop Your Own Closing Style8. Ask a Test Question


Ask for the DealAsk for the Deal

• You have identified your clients needs• You have presented a consultative

solution to their needs• You have earned the right to ask them to

buy your recommended solution…So Ask!



1. Closing Begins the Moment You Meet Them2. Use the Words they Want to Hear3. Use Visual Aids to Involve More Senses4. Your Voice Plays a Vital Role5. So Does Your Body Language6. Be Observant for Buying Signals7. Develop Your Own Closing Style8. Ask a Test Question9. Don’t Say Another Word


Stop SellingStop Selling

• Your clients know what they want • They asked you to provide it and you did!• The more you talk the more they think

you are not done providing the solution• Stop talking and let them decide to decide


Close the DealClose the Deal

• Closing is about confidence– If your client feels you have confidence

in your solution, they will have confidence in your solution

– Confidence comes from preparation– Role play your final presentation and

prepare answers to objections


toto Lift Your Sales Sky HighLift Your Sales Sky High

Your Challenge!Your Challenge!

Go For It!Go For It!

Documents

Lift Your Sales Sky High Your Sales.pdfList advantages and disadvantages • Avoid gimmicks • Provide solid, tangible, factual evidence • Close by giving time to think • Follow