Selling Benefits and ROIReach your goals by easily closing new customers.

@glennschindo

IntroIncrease your closing ratio to help you get to your goals in less time.

➔ GoalsHigh closing rate = higher income and more free time.

➔ ProcessCommit to the sales process. Manage your opportunity funnel.

➔ Execution3 key points to help you close more deals.

What are YOUR Goals?Goals:

➔ Weller Tools◆ Become the #1 supplier in the category

◆ New Products and strategic partnerships

➔ My Goals - Examples◆ Put two kids through college debt free

◆ Pay off my mortgage within seven years

◆ To become sales and/or marketing leader for a company, division, or business unit

➔ Your Goals?◆ Give this some thought…….

Put your goals in writing and read them every day when you wake up.

Don’t Spin Your Wheels -- FOCUS!!

Busy, busy, busy…..!!!

Get home exhausted…..

Wake up and do it again…..

The Busyness

Cycle

Let’s Get to the Point!

Selling value and benefits instead of features

Prospective new customers have goals just like you do. Find out what they are!!

Make every customer conversation count!

How many demos does it take to make a sale? How many buying conversations do you need to make to be successful? Have you ever

figured out your closing ratio?

Technology Products

Residual Products

30% or $30,000

70% or $70,000

Sales Goal = $100KHow many demos does it take to make a sale?

# of Demos = Sales Target / Closing Rate / Average Sales Amount

# of Demos = $30,000 / 33% / $2,000 = 45 demos per month or ~ 10 per week or ~ 2 per day

Manage your funnelCommit to the sales process

Take Positive Action TODAY.

3 Things you can do to improve your closing rate

now.

1.Listen!TipWhat are your prospect’s pain points?

Less talking, more listening FOCUS ON YOUR PROSPECTFocus on serving, not selling

Tip● Ask compelling,

open ended questions.

● Pay attention● Package it back

to your prospect in your proposal

Take Positive Action TODAY.

3 Things you can do to improve your closing rate

now.

2. Use Buying Triggers

TipWhat are your prospect’s pain points?

Use BUYING TRIGGERSto lead your prospect down the buying path.

Tip● Scarcity● Social Proof

Use BUYING TRIGGERSto lead your prospect down the buying path.

Take Positive Action TODAY.

3 Things you can do to improve your closing rate

now.

3. Sell Benefits and ROI

TipWhat are your prospect’s pain points?

Sell Benefits, Value, and ROIto help customers reach THEIR goals.

TipSelling value and benefits will set you apart from the competition

Good luck!Go out and deliver a memorable pitch for our products and services!