SELLING IS TODAY’S SKILL

Selling is helping people

find solutions to their

problems and then helping

them do something about it

WHY SHOULD EVERYBODY SELL?

• Without sales, business doesn’t happen

• It’s about helping people solve their problems

PERCEPTION?

• Sales doesn’t have to be some sort of manipulative, dishonest, low life

• You can choose to be different

• Help people solve their problems and show them new possibilities

EVERYBODY IS IN SALES AND MARKETING

• Sales and marketing is something everybody in the company should be doing 24/7/365

• It’s sales and marketing: When you answer the phone When you send an email When people use your product When people read your web

site When people get an error in

your software When people are at the

checkout in your store When people get your invoice

OLD VS. NEW STYLE SELLING

• Old style selling doesn’t work any more Customers have learned to

resist sales approaches With the result that:

Most sales teams are less then 50% efficient

Only about 10% of sales opportunities close

Only 50% of sales people achieve their objectives

Sales managers are in role for an average of 11 months

Sales effectiveness has huge potential for improvement

INTENT

• New style selling is about the right mindset

• You’re there to help customers solve their problems

• Keys to success: Being curious Being analytical Helping them solve their

problems Being equal and balanced Only progressing when it

makes sense for both sides

INTO ACTION!

PROSPECTING

• Be a resource who Has useful information

Can solve problems

• Make it easy for people to contact you Be visible

Social networking is becoming the way

• Research and prepare Know who you’re talking to

• Then pick up the phone

DISCUSSION STRUCTURE

Build Rapport

Diagnose Suggest Options

Ask for a Decision

DISCUSSION STRUCTURE - DIAGNOSE

• Diagnose Uncover their problems

Explore impacts of problems In numbers

In personal impacts

How have they tried to fix the problem?

Who else is involved and how are they impacted? Do they need to be met with

as well?

DISCUSSION STRUCTURE - PRESCRIBE

• Prescribe

Discuss how they could solve their problem

Discuss how the solution makes economic sense

DISCUSSION STRUCTURE - DECISION

• Ask for a decision

Keep both options open

Don’t view ‘objections’ as something to be crushed

PRINCIPLES

• They talk twice as much as you. And you hear what they’re saying

• Be: Honest Curious Problem solving Balanced

• No guessing If you don’t know, ask

• Summarise frequently and test understanding

TELL STORIES

• Facts don’t sell. There has to be emotion as well

• Stories bring emotion:

Beginning – set the scene – who, what, where

Middle – the problem, it’s impacts, complications

End – the solution and its benefits

SUMMARY

SUMMARY

• Everybody is involved in sales and marketing

• It’s all about mindset Be analytical Help customers solve problems

• Follow the structure Rapport Diagnose Prescribe Decision

• New style sales is: Fulfilling for you Good for your customers Support’s your organisation’s

success

MIKE MCCORMAC

About

• Mike McCormac founded Sales Success and More to help professional sales people selling high value services achieve more

• He has an MBA and his sales background includes over 15 years success selling IT services and outsourcing as a sales executive, sales manager and sales director

• Mike works mainly in the UK and Cyprus

Contact

• Connect on LinkedIn

• Follow me on Twitter

• Email me

• Phone:

+357 99 860725 (Mobile)

+44 (0) 20 8133 7635 (UK)

SELLING IS TODAY’S SKILL

Selling is helping people

find solutions to their

problems and then helping

them do something about it