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© 2009 SalesChannel Europe - All rights reserved SalesChannel Europe How To Double Your Sales in an Economic Downturn
| Date post: | 20-Jan-2015 |
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© 2009 SalesChannel Europe - All rights reserved
SalesChannelEurope
How To Double
Your Sales in an
Economic Downturn
© 2009 SalesChannel Europe - All rights reserved
SalesChannelEurope
SalesChannel Europe ©2009 All rights reserved
SalesChannelEurope
1 2 3Things to
remember
SalesChannel Europe ©2009 All rights reserved
SalesChannelEurope
1. The Magic Sales Formula
2. Earning Trust
3. Asking Questions in Colour
© 2009 SalesChannel Europe - All rights reserved
SalesChannelEuropeThe Magic Sales Formula1
6
P CRx SALES=
7
P CRx SALES=
P = Number of prospects
CR = Conversion Ratio
8
P CRx SALES=
10
33% (Typically 25%-50%)
Example 1
S = 3
9
P CRx SALES=
10
40%
Example 2
S = 4*Requires considerable effort. Not easily sustainable
*
10
P CRx SALES=
20
33%
Example 3
S = 6*Requires less effort. Is sustainable
*
© 2009 SalesChannel Europe - All rights reserved
SalesChannelEurope
Earning Trust
2
12
You build
by
13
RELEVANCECreating
by
© 2009 SalesChannel Europe - All rights reserved
SalesChannelEuropeAsking insightful questions
© 2009 SalesChannel Europe - All rights reserved
SalesChannelEurope
and listening actively
Asking Questions in Colour
3
17
#1. PAIN development
© 2009 SalesChannel Europe - All rights reserved
SalesChannelEurope
#2. Show them GAIN after PAIN
20
© 2009 SalesChannel Europe - All rights reserved
SalesChannelEurope
White Questions
Green Questions
Black Questions
Red Questions
Asking Questions in Colour
Current situationFacts, data & informationwhite snow: pure, cold hard facts
Desired situationFuture stateGrass, trees, growth, can become
ObstaclesImportant, powerfulDark, night time, can’t see in the dark. Turn on the light to see what stands between current situation and desired situation.
FeelingsFire, explosive color, highly emotional-ve Red: “If Stan doesn’t do something he won’t make quota without help. Stan needs to talk to you.”+ve Red: “If Stan overachieves this year, he will probably be promoted to VP Sales
© 2009 SalesChannel Europe - All rights reserved
SalesChannelEuropeSimple doesn’t mean easy
© 2009 SalesChannel Europe - All rights reserved
SalesChannelEurope
23
Sales
Acceleration 2.0
David R EdniePresident & CEO
SalesChannel Europe SARLPh: +33 676 600 925
Email: [email protected]: http://saleschannel.blogspot.com
Website: www.saleschannel-europe.com
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