THE REAL DEAL
MARIO BERTA
Flyspaces.com
JADECambodia 2012
To all Startups & People with Jobs
THE 1ST RULE OF SALES
A Always
B Be
C Closing
NO SUCH A THING….AS
90% closed Deal
THE 2ND RULE OF SALES
Sales is not about
PITCHING. It’s
about CLOSING.
- Mario Berta
sell with pride.
GET RID OF THE MISCONCEPTIONS ABOUT “SELLING”
SALES AS FUEL OF ORGANIZATIONS
GREAT COMPANY, GREAT PRODUCT, NO SALES ?
THE CONCEPT OF MONEY
SALES AS FORM OF PERSUASION
• Art of selling > fundamentals of communications
• Sell yourself > Self Branding
SALES AS MEANS TO GET PERSONAL SATISFACTION
ETHICS
YOUR VERY FIRST SALE HAPPENS WITH YOURSELF
THE MINDSET | THE ENTHUSIAM | THE PERSEVERANCE
rules of persuasion.
RECIPROCITY
Social obligation to give back
Personalized, Unique
How it is given
SCARCITY
People want unique products
AUTHORITY
What makes you credible ?
CONSISTENCYAsk for commitment along the way
Voluntary, public and active
LIKE
People that are similar
Pay compliments
Mutual goals
CONSENSUS
Looking at actions of
others to justify yours
Analogs
rules of engagement.
1. Always qualify the lead
2. Avoid people with limiting beliefs unless these are easy to overcome
3. Forecast overcoming objections
4. Be enthusiastic as hell
5. Be sharp
6. Convey yourself as a figure of authority
7. Deliver the power state: confidence, certainty, clarity
8. Measure and pivot
9. Manage the transitions (“based on what you told me….”)
10.“Money aside”
INNOVATIVE PRODUCTS EMERGING PRODUCTS
COMMON PRODUCTS COMMODITIZED PRODUCTS
Pioneers
Entry barriersLimiting beliefs
People’s beliefs
New problems
Early adopters
AnalogsCredibility
Pitch
Delivery
Buyers
Credibility / Brand
Great Pitch
Switching / Competitors
Follow ups
Relationship
Serial Buyers
Credibility / Brand
Strong CompetitionPrice War
Long Sales Cycles
fail to prepare > prepare to fail.
EMPIRICAL RESEARCH: the company, industry, competitors, regulatory framework
EMPHATIC RESEARCH: the person, challenges / opportunities, press release.
WHO IS THE DECISION MAKER?
CHIT-CHAT
PRESENTATION > “Script” > The whole cycle > The big picture• Qualifying questions
• Introduction of your self
• Introduction of your company
• Introduction of your products
HOW IS IT GOING TO BENEFIT THEM ?
PRICE / VALUE > Translate into $$$
ANALOG
CLOSING NEXT STEPS
UNDERSTAND THE DECISION MAKING PROCESS
TIME, DRESS CODE, MATERIAL
THE STRAIGHT LINE
B2C B2B
DIGITAL MARKETING GURUS
CUSTOMER EXPERIENCE
ANALYTICS
PRODUCT
CUSTOMER SERVICE
MORE DIGITAL MARKETING
LEAD GENERATION MACHINES
PREPARATION !!!
LISTENING TO CLIENT
PITCHING / CLOSING
CUSTOMER SERVICE
EXTRA MILE
why can’t you close?
1.PREPARATION
2.PERSON
3.PITCH
identify your process.
GENERATION
TRACKING
CLOSING
Referrals“Pipeliners”
Trust and relationship building
Google sheets or excel --- MUST UPDATE
Sales force or zoho --- MUST UPDATE
Call, text, email, visitState of mind
MOST POWERFUL TOOL ?
ARE YOU READY?