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PRINCIPLES OF SCCESSFUL

SALES

By: Anton Buravkov

CONTINUE

Content1. Personal aims

2. Introduction to sales

3. What is a real success?

4. Basic rules of sale success

5. The phrase “AHA!” – as a sales formula

6. How much do you have as a sales-person?

7. Commercial Delivery Process

8. Ways of making prospect sure to buy

9. Words and phrases to avoid

10. Sales signals of success

11. The closing question or “Shut Up!”

12. The concept of 7 “NO”

13. The most common mistakes of a sales-person

14. When your career is failed?

15. Leadership as a basic characteristics

16. Important models

17. Executive conclusion

Content 2

“Nothing happens in business until someone sells something”

Jeffrey Gitomer

1. Personal aims

Understanding principles of

effective selling

Giving a view on core factors of

success

Describing principles of

communication with prospects

Researching of sales models

Learning ethical norms and morals of a sales-person

Understanding of a right decision making process

2. Introduction to sales

• What is it?

Selling - it is the act of selling of products or services in return for money or other compensation.

• Who?

Seller - the provider of the goods or services, might be a person working for a provider.

• How?

By a selling process - this includes communications, advertizing, suggestion, and introduction.

3. What is a real success?

The golden rule of selling is that:

“WITHOUT SUCCESS – PROFITABILITY IS IMPOSSIBLE”

Success means:

• A level of social status

• Achievement of an objective or goal

• The opposite of failureHandling all

the problems and

difficulties when

communicating

Choosing the right product

Delivering values

4. Basic rules of sale success

• It’s the relationship, not the price

• Network more than you have ever networked

• Spend more time figuring out solutions than whining about problems

• Create a difference between you and anyone else

• Study creativity

• Learn the joy of rejection

• Work while others sleep

• Study attitude

5. The phrase “AHA!” – as a sales formula

Attitude --- Humor --- Acton

• Attitude – is a driving force to success in every endeavor of your life. Positive attitude is a discipline and a commitment. It makes you feel good all the time on the inside, no matter what the circumstance is on the outside

• Humor – is not just being funny. Humor is a perspective for effective living and a successful career in sales

• Action – always walking your talk. It is a science of making the last call. Waking up in the morning with special goals

6. How much do you have as a sales-person?

• Knowledge of the prospective buyer

• Ability to close a sale

• Self-control

• Initiative

• Tolerance

• Accurate thinking

• Persistence

• The habit of observation

• The habit of rendering more service than is expected/more value than cost

• Profiting by failures and mistakes – doesn’t see failures as lost efforts, nothing learned nothing gained.

7. Commercial Delivery Process

• Be brief

• Be to the point

• Be remembered

• Be prepared

• Have some questions and statements ready

• Get the information you needed by probing first

• Show how you solve problems

• Pin the prospect down to the next action

• Have fun

• Time’s up

8. Ways of making prospect sure to buy

Be completely prepared

Involve prospects early in the presentation

Have something in writing

Tell a story of how you helped to another customer

Use a referral source if possible

Drop names of larger customers or the buyer’s competitors

Have a printed list of satisfied customers

Have a notebook of testimonial letters

Don’t bombard a prospect

Emphasize service after the sale

Emphasize long-term relationships

Sell to help, not for commissions

9. Words and phrases to avoid

To get the sale, you must use superior word crafting to avoid sound like an insincere salesperson:

• Frankly

• Quite frankly

• Honestly

• And I mean that

• Are you prepared to order today?

• How are you doing today?

• Can I help you with something?

10. Sales signals of success

Any question asked by a prospect must be considered a buying signal:

• Questions about availability or time

• Questions about delivery

• Specific questions about rates, price, or statements about affordability

• Any questions or statements about money

• Positive questions about your business

• Wanting something repeated

• Statements about problems with previous vendors

• Questions about features and options

• Questions about quality

• Questions about guarantee or warrantee

• Questions about qualifications

• Specific positive questions about the company

• Specific product/service questions

• Specific statements about ownership of your product or service

• Questions to confirm unstated decisions or seeking support

• Wanting to see a sample or demo again

• Asking about other satisfied customers

• Asking for a reference

• Buying notes

Your ability to convert the signal into sale

11. The closing question or “Shut Up!”

There should be two steps when closing your sale:

Ask the closing question

Use the golden rule of sailing – Shut Up!

The next who speaks loses

Do not give possibility to say no

12. The concept of 7 “NO”

Most sales are made after the seventh NO. It’s overcoming!

• Know your prospect’s hot button and push it in time

• Present new information relative to the sale

• Be creative in your style and presentation manner

• Be sincere about your desire to help the customer first , and put your commission second

• Be direct in your communication. Beating around the bush will only frustrate the prospect

• Be friendly. People like to buy from friends

• Use humor. Be funny. People love to laugh

• When in doubt sell benefits

Don’t be afraid to ask for the sale

There is a good formula of success:

new information + creative + sincere + direct+ friendly + humor = SALE

13. The most common mistakes of a sales-person

• Prejudging the prospect

• Poor prospect qualification

• Not listening

• Condescension

• Pressure to buy today

• Not addressing needs

• Telegraphing closes and hard selling

• Making the buyer doubt your intentions

• Lack of sincerity

• Poor attitude

14. When your career is failed?

• You don’t believe in yourself

• You don’t believe in your product

• Failure to set and achieve goals. Failure to plan

• You are lazy to make a sale

• Failure to understand how to accept rejection

• Failure to master the total knowledge of your product

• Failure to know and execute the fundamental of sales

• Failure to understand the customer and meet his or her needs

• Failure to overcome objections

• Can’t cope with change

• Can’t follow rules

• Can’t get along with others

• Too damn greedy

• Failure to deliver what you promised

• Failure to establish long-term relationships

• Failure to understand that hard work makes luck

• Blaming others when the failure is yours

• Lack of persistence

• Failure to establish a positive attitude

15. Leadership as a basic characteristics

You may ask yourself several questions:

• If you want to lead, where to start?

• Are leaders born or made?

• What are the leadership skills you need to develop?

• Are you tired of being a follower?

The answer is nearby:

• Maintain a positive attitude

• Embrace change

• Deploy courage

• Take a risk

• Listen

• Communicate

• Delegate and empower

• Understand others, yourself and situation

• Commitment

16. Important models

Here are some model which might help you understand overall sales processes and concepts:

SHOW ME

MODELS

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17. Executive conclusion

SALES

Success CommunicationsSkills

Leadership Ethics Management

Thank you for your attention !

Just let the prospects wallow in your legs…