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Hello, I’m Benjamin Brown
Connect with Benjamin Brown
+1 (863) [email protected]
https://calendly.com/ben-33/inviteeVisit my Calendly. Pick a time when it’s convenient for you.
Connect with me on
https://www.linkedin.com/in/360sales
Co-host Gabriela “Gaby” Yanez
www.MindshareResources.com
Physical and Cyber Security Training
Connect with Gabriela Yanez
Connect with me on
https://calendly.com/gaby-yanez-security-training
Tel: +1 (727) 596-6216
Visit my Calendy. Pick a time when it’s convenient for you.
www.linkedin.com/in/gabrielayanez
Let’s Get Started
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PleaseTurn-off Distractions
Take notes
Stay Hydrated
Get in a Peak State
We will be moving Fast
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Put Away Your Credit Card
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I will offer my Help !
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3 Key Steps to Improve Your Sales
Presented by
Benjamin Brown
Course Overview: 3 Key Steps
1. Qualification
2. Emotional Triggers
3. Closing
Quick Review
Problems with Sales
Sales is a Skill• Nothing happens until a SALE is made.
– People buy goods and services and that helps the economy.
• Sales skills don’t always come naturally.
• Sales skills need to be taught and practiced to be effective.– Learn it– Know it– Practice it
55% of People making their living in sales
don’t have the right skills to be successful..
It’s not the lack of talent…
Most sales organizations
DON’T provide sales reps with
Tools and Training they need to be successful.
Why aren't you Obtaining Your Sales Goals?
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Afraid of sounding too Salesy
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Does this Sound familiar?Fear of Low Sales?
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Feeling alone and confused about your
sales?
Are you uncomfortable with your Sales Skills?
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Does any of this sound familiar?
What's the Problem?
Lack of Sale Skills
No Sales Confidence
Frustration
Disconnect with Clients
How much does that Relate to you !
All of that causes STRESS
It Causes:Problems in your personal life
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So what do you need to do?
It's NOT doing more Marketing.
Become Clear Minded
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Become Focused
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Become Determined
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What would it feel likeif you had all this working for you?
► More Money!
► More Quality of Life!
► More time with Family!
LET’S DIVE IN
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Key Step # 1
Qualification
Don’t proceed with your sales presentation if you aren’t speaking with a qualified prospect.
STOP
3 Major MistakesMade in Qualifying
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1. Not Asking Enough Questions
2. Assuming Answers
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2. Assuming Answers
• It is impossible NOT to make assumptions.
• BUT be careful about the assumptions you make.
• Don’t assume the prospect has the money!
• Don’t assume they are the decision maker!
• Don’t assume they want their PROBLEM solved!
3. Fear of Asking Tough Questions
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Solution
Best way not to make these mistakes is to:– Build a list of qualifying questions!
Qualifying Question List1. ………..?2. ………....?3. …………....?4. ………..…....?
Practice, Practice, Practice
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Build an Emotional Bond with Prospect
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Benefits of Bonding with Client
It helps keep the client’s attention through the sales process.
Helps find the real problem that you can solve.
Studies show 71% of buyers that are sold on
personal value will end up Buying.
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More Statistics• 50% of leads are qualified but not yet ready to buy.
• Nurtured leads produce a 20% increase in sales opportunities versus non-nurtured leads.
• Companies that excel at lead nurturing have 9% more sales reps making quota
Spend Your TIME Wisely
• Work with potential clients that YOU NEED to work with.
KNOW EXACTLY WHO YOU NEED TO TALK WITH
You will have more time to work with Clients you
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What is going to drive you to change your sales
skills?
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You have Two Choices
• Keep spending time with clients you cannot help
• Or find out upfront if you can help them and they may become a great client.
Key Step # 2
Emotional Triggers
Find the real emotional reason they want your
product
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Validation• Validate the real problem.
• Feed it back to the prospect.
• It lets them know you CAN REALLY HELP THEM.
Get Validation
Some customersDon’t want problem Solved Bad Enough
News Flash
What then?
Find Emotional Triggers1. Do they want their problem solved NOW?
– FIND OUT2. What would happen if they DON’T USE your product?
– FIND OUT • Will they lose more time or more money ?• Will they be less productive?
3. What would it FEEL LIKE to have their problem solved?• Explain how your product can solve their problem
Most sales reps NEVER ASK THESE QUESTIONS
The BIGGER the Problem the More they want it Solved
What will inspire you to work on your sales skills so you can be more confident?
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You have Two Choices
• Keep selling the same way now…
•Or sell with eagerness and help more potential clients
Key Step # 3
The Close
Time to Ask for the Sale
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Do it with ConfidenceAsk for the Money
Rule # 1 in Closing• After you ask for the money…
Don’t Talk !
• FIRST ONE THAT TALKS LOSES!• Customer will tell you what you need
to hear•Then handle any objections.
Close on Referrals
• A Sale is not totally complete until you get at least two referrals
• Get a testimonial too.
• 65% of a company’s new business is from referrals.
• 91% of customers say they’d give referrals.
• Only 11% of salespeople ask for referrals.
More Interesting Statistics
• 40% of salespeople give up after one follow-up.
• About 40% of salespeople have an 80% probability they won't close the sale.
• At any given time, only 3% of your market is actively buying.
57% are not ready,
40% are poised to begin.
ROISales Coaching
Get Coaching & Mentoring
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Interesting Facts• A coach will guide you through what works and what doesn’t
• Training + Coaching led to an increase of 88% in productivity
• Organizations spend $5K per year on training each sales rep.
• We must SEE it to LEARN it – 80% comes from seeing and doing (SALES DRILLING)– 20% comes from reading– 10% comes from hearing
Get a Coach
• Everyone need a coach at sometime in their life.
What do you Need Help with?
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Let's get RealIf your not hitting your sales goals and
lifestyle goals, there are 3 reasons:
1. Your model is bad2. You haven't taken action3. Or you stall-out when you hit
challenges
A Coach can help you with all 3
A Coach can help you get Good Results!
• The right mentor has a proven system for getting you the results you want.
• They will support you and stay on you to make sure you take action, and overcome all of the sales challenges you face.
• Find the right mentor with a proven track record to help you get the results you want.
Get Help• Get someone to help you execute these sales principles
• If you try to do it on your own, it may not work.
• And even if it does, you will waste money and possibly hundreds of hours re-inventing the wheel.
You Have Two Choices
• Continue to work with frustration knowing you can produce more sales…
• Or become more confident and clear minded about your sales process.
Do you have a stake in your company’s SALES performance?
What is your unique situation?
• Are you stressed out about your sales? Are you stuck?
• Can’t figure out what you are doing wrong -- why you aren’t closing more sales?
• Do you lack confidence? Are you afraid to ask for the sale?
• Do you want to make great money and do it without sacrificing your quality of life?
• Lets Talk!
Call Me. Let’s talk. No Charge.
• If you want to pump up your sales and you're ready to make a change Call me -- NO CHARGE.
• I will speak with you about how you can apply my Sales expertise to your business...
https://calendly.com/ben-33/inviteeVisit my Calendly. Pick a time when it’s convenient for you.
Thank you for participating !
