Power Prospecting - FebruaryExceptional Customer Service - MarchThe Power Close - AprilFuture Rep - MayPowerful Sales Presentations - JuneSelling at your Higher Price - JulyPower Sales Motivation - AugustTelephone Selling - SeptemberPower Selling – Face to Face - OctoberPower Negotiation - November
The Power Series
The Future of Selling
New ProspectingResearch - Research - Research
Becoming a ColleagueWorking with the Clients Solutions
Regular long Distance ContactBecoming part of their Team
Becoming Part of their Business Profitability
The Future of Selling
New ProspectingResearch - Research - Research
Becoming a ColleagueWorking with the Clients Solutions
Regular long Distance ContactBecoming part of their Team
Becoming Part of their Business Profitability
The Chef
New Prospecting
Hot CallingBranding Yourself the Expert
Targeted ReferralsInternet Marketing
Click InsSocial Networking
Good Morning Sir, Please sit and wait for Mr SmithGood Morning Sir, are you here for Mr Smith?Morning John, Mr Smith said go right through
Hi John, You know where to goHi John, How was your weekend?
Do you PassThe Reception Test?
SpecificationsPriceDeliveryTerms and ConditionsPrice is good for 30 Days
QuotationsSales Presentations
The Customer’s ObjectivesYour RecommendationsSummary of Additional BenefitsFinancial ImplicationsYour Additional InformationDetailed Executive Summary
ProposalsSales Presentations
Personalize the ProposalUse the Power of the Font Size
Use Good Quality Paper / CardFocus on the end result
Use “WE” to include the prospect
Sales PresentationsProposals
Give them 3 Options (Priced in Descending Order)
Run the “Draft” Past your Key supporter in advance
Have a partially completed Contract ReadyClose with a “Call to Action”
Sales PresentationsProposals
All Good Presentations Have
Beginning
Middle
End
Tell them what you’re going to tell them
Tell them
Tell them what you told them
Preparation
"It has to be said at this moment in time that I will, under no circumstances, be
able to make any meaningful contribution to the ongoing discussion without due
consideration of the impact my disclosure may, or may not have on the voting
public"
“No Comment!”
Preparation
Winston Churchill
We shall not flag or failWe shall go on till the endWe shall fight in FranceWe shall fight on the seas and on the oceansWe shall fight with growing confidence and ! growing strength in the airWe shall defend our island whatever the cost may beWe shall fight on the beachesWe shall fight on the landing groundsWe shall fight in the fields and in the streetsWe shall fight in the hillsWe shall never surrender
Delivery
90% of the impression you create when presenting is
made in the first 30 seconds
Be Convincing
"It has to be said at this moment in time that I will, under no circumstances, be
able to make any meaningful contribution to the ongoing discussion without due
consideration of the impact my disclosure may, or may not have on the voting
public"
“No Comment!”
Preparation
Keep them simpleMake sure they are easy to read
A picture can say a thousand words
Visual Aids
Delivery
Repeat the question back to them using your own words.
Ask if anyone else in the audience has an opinion.
Ask what the questioner thinks.
If you are not sure, promise to get !back to them.
Question Time
The Close
Don’t forget to CloseGive them time to decideClose with the InfluencerKeep Control of the Sale
Sales Presentations
by Richard Mulvey &Douglas Kruger
www.powerseries.co.za