|
"Outstanding
program!! The ideas Bob presented allowed our staff to
realize how important the customer is to our business
success. Bob gave us a much needed boost for 2008 and
beyond. I recommend Bob Janet."
Gary Blount Jr., Home Builders Supply Co.
252-758-4151, blountg@homebuildersnc.com |
Featuring:
• 23 sales closing techniques that will increase
sales
now and in
the future.
• 35 Aggressive Actions that will help you gain and
retain
profitable customers
This
program will:
• Motivate your staff to
become more aggressive in gaining and retaining profitable customers.
• Give your sales professionals and sales support staff…
> Sales & Marketing techniques to take customers away from your
competition.
> Relationship building techniques to sell more products /
services to all your customers.
Motivation
1.
Aggressive Selling / Marketing – To get noticed and remembered
when the buying decision is made by
your customers /
prospects and become the seller of choice.
2.
Daring to
be Different – Discover what differentiates you from your
competition and how to use your
uniqueness to attract customers.
3.
Using
what you got – Create your individual Unique Selling Values that
enables you to attract
customers and close sales
4.
Aggressive Attitude – The professional aggressive attitude needed
to take customers away from your competition and close sales faster for
higher profits.
5.
Being
100% Customer-Centered
- Building relationships by
making everything you say and do is
about
the customer, not you or your business.
Aggressively Selling the Benefits (Unique
Selling Values)
Today’s customers want the lowest
price. BUT THEY BUY THE BEST VALUE!
Discover how to create and sell the VALUE you deliver.
1.
Determining and selling product Benefits and Value
2.
Determining and selling the Unique Selling Values (USV)
of the business
3.
Determining and selling the Unique Selling
Values (USV) of each sales professional
4.
Creating Unique Selling Values (USV) to
out out-market and out-sell your competition
Putting a dollar and/or
time value on each USV
When you show
the customer / prospect the dollar and/or time value of your (USV’s)
benefits you are able to sell at higher prices.
4
Secrets of Selling
1. Selling is
Solving customers problems, needs and wants.
Discover why customers buy and how to use it to attract them and close the
sale.
2. Selling is Asking
Questions.
Create questions that cause the customer to close themselves.
3. Selling is
Listening.
Learn the importance of listening and shutting up to close the sale for
higher profits.
4. Selling is
Establishing Relationships.
Discover relationship building techniques that give you a lifetime of sales
profits.
Selling is Asking For The Sale
Creating questions
that stop the prospect from saying or thinking "NO" when you ask for the
sale.
Take customers away from your competition
1. Build a Relationship with their customers.
2. Increase the offer to increase
the response.
3. Aggressively 'Ask for the Sale'
– over and over again.
Professional Telephone Techniques
- Never fail Cold calls - Telephone
& in person cold calls that advance the sale.
- Incoming calls – the do's and
don'ts to gain sales.
Follow-up
Discover the importance of
follow-up and create your own techniques to follow up.
1.
Before the offer
2.
During the sales process
3.
After the sale
4.
During the delivery
5.
After the delivery
6.
After the lost sale
Perception
•
Discover the importance of how your customers perceive you and
your business.
• Develop the way you want your customers to perceive you and your
business.
• Discover how your customers really perceive you and your business.
23 Sales Closing Techniques...
80% of sales professionals and
businesses do not ask the customer to buy. You will learn how to ask for the
sale in a comfortable, not threatening, non-aggressive appearing manner that
causes customers to buy.
| 1. Negotiation
Close |
9. Instant Reverse
Close |
17. Excitement
Transfer Close |
| 2. 100%
Customer-Centered Close |
10. Partial Business
Close |
18. Involve The
Prospect Close |
| 3. Pros & Cons Close |
11. Relationship Close |
19. Assumption
Close |
| 4. Sales Order Close |
12. Referral Close |
20. Take It Or Leave
It Close |
| 5. Choice Close |
13. Follow Up Close |
21. Invitation
Close |
| 6. Closing Statement
Close |
14. Last Ditch Close |
22. Try It Out Close |
| 7. Higher Price
Agreement Close |
15. Guarantee Close |
23. Golden Rule Close |
| 8. High Price Turn
Around Close |
16. Add-On Close |
|
35
Aggressive Actions to increase sales immediately and long term
Aggressive Action # 1…Stop The Insanity
Aggressive Action # 2 … Become More
Aggressive
Aggressive Action # 3 … Dare To Be
Different
Aggressive Action # 4 … Mighty Mouse
Attitude
Aggressive Action # 5 … Sell Value By
Selling Solutions To The Customer’s Problems, Needs and Wants
Aggressive Action # 6 … Use Gold Cards
Aggressive Action # 7 … Aggressively Be
100% Customer-Centered
Aggressive Action # 8 … Know Who The Boss
Is
Aggressive Action # 9 … Don't Get Down In
The Mud With The Pigs
Aggressive Action # 10 … Sell Benefits –
Not Features
Aggressive Action # 11 … Sell Your Unique
Selling Values (USV)
Aggressive Action # 12 …Put A Dollar
Value On Your USV Benefits
Aggressive Action # 13 …Never Allow The
Prospect To Say "NO" When You Ask For The Sale
Aggressive Action # 14 …Make Successful
Cold Calls
Aggressive Action # 15 …Listen For
Closing Statements
Aggressive Action # 16 …Listen With Your
Eyes
Aggressive Action # 17 …When You Hear
“Your Price Is Too High”
Aggressive Action # 18 …Use The Sales
Success Formula
Aggressive Action # 19 … Use The Magic
Words
Aggressive Action # 20 …Create And Use A
Sales Marketing Plan
Aggressive Action # 21 …Make
Sure They Understand The Details
Aggressive Action # 22 …Follow Up -
Follow Up - Follow Up
Aggressive Action # 23 …Use What You Got
Aggressive Action # 24 ...Create The
Perception That Will Attract Prospects To You
Aggressive Action # 25 …Give
The Competition’s Customers What They Want
Aggressive Action # 26 …Use A Strong
Guarantee
Aggressive Action # 27 …Ask Your Staff
For Help
Aggressive Action # 28
…Market To Them Until They Buy Or Until They Die
Aggressive Action # 29 …The Way To Sell Add-Ons
Aggressive Action # 30 …Stop Using The '5 Forbidden Phrases’
Aggressive Action # 31 …Show Excitement
Aggressive Action # 32 …Involve The Prospect In The Sale
Aggressive Action # 33 …Don't Give It Away
Aggressive Action # 34 …Give The Prospect The Feeling Of Control
Aggressive Action # 35 …Always Practice The Business Golden Rule
Aggressive Action # 36... Get In The Water*
*Always give the customer more than they expect
Increasing Profits by Selling the Customer the Whole
Package of your products and services:
Increase your profits by selling the
customer more products and services. Successful sellers do not only sell
what the customers ask for, they sell what the customer needs to solve their
problems, needs and wants.
This is more than
seminar… much more!
This is a highly audience interactive, fun-entertaining Selling / Marketing
skills and technique program for your entire staff
that will:
• Show your sales support staff, warehouse staff and drivers, etc. how
important they are to the business
and show them how to increase their value while helping the sales staff
increase sales and profits.
• Give your sales staff new selling / marketing skills and techniques.
• Build a camaraderie among your entire staff.
Sales
/ Marketing – In today's fierce competitive markets you cannot separate
sales and marketing.
* Sales / Marketing – In today's fierce
competitive markets you cannot separate sales and marketing.
•
Marketing is getting the customer in your front door or getting in front
of them.
•
Selling is closing the deal. Exchanging your products and services for
their money.
The
program is not set in stone. I will customize the parts needed to answer
your particular present and future needs by talking and communicating with
your sales staff, and sales support staff (association members).
