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BT BSS 6: Sales Strategies - Coggle Diagram
BT BSS 6: Sales Strategies
7 QUALITIES OF TOP ACHIEVERS
3: Committed
1: Believe in their product or services
2: Believe in their customers
3: Believe in themselves
4: Professional - see themselves as
consultants not sales people
-
Doctors of selling
5: Thoroughly prepared
6: Personal development
1: Read 30 - 60 mins / day on sales or business
2: Listen to audio programs in their car
3: Attend training & seminars 4 x a year
Become a learning machine
7: You are the CEO of your live - you decide how much u r gonna earn > if you don't decide to earn a high amount you will default to earn a low amount
2: Courageous - confront the fear - do the things you are afraid of
Fear of NO: Rejection is not personal
1: Ambitious - it's a choice
Goal - be the top 10% of sales
Doctorate Selling Approach
2: Diagnosis
Discuss needs, problem and solution
3: Prescription
Explain why your product is the very best for them
1: Examination
Ask questions to understand condition
80% of success and achievement:
is how you think and feel about yourself (psychological)
You sell by asking questions not telling
7 key skills of sales
4: Present your product persuasively
Practice relationship selling - Be a friend
Take copious notes
review them
take them to the next meeting
Practice consultative selling
Practice educational selling
5. Answer objections completely
There are no sales without objections
Always say - that is a good question, I'm glad you brought it up
Answer the objection and then provide proof
3: Identify customer need accurately
Ask questions about them
Agenda Clause
Bring a list of questions to the sales meeting and give it to the client - 7 questions as an agenda
General to specific
What are you doing now in this area?
How is that working for you?
What are your plans for the future in this area?
6: Ask the customer to buy
Invitational close:
Why don't you give it try? - then remain silent
Directed close:
Ask if there is anything else they need Questions or answers
Well then the next step is - signature and cheque - describe what happens after the sale
Objection close:
close on an objection - if I can answer that objection will you go ahead
2: Building Trust & credibility
Be prepared and arrive on time
Ask questions and listen carefully to the answers
7: Resales & Referrals
the easiest way to get sales is with happy customers
Nothing pleases a customer more than speed
Ask for other referrals or sales
1: Prospecting
Spend more time with better prospects
1: Prospect has a definite need that your product can satisfy
what is the need? - Clarity
2: Prospect has a definite problem that your product can solve
3: Prospect has a definite goal your product can help them achieve
IF YOU LEARN SOMETHING NEW
PRACTICE IT THAT MINUTE, THAT HOUR, THAT DAY
BUY
BUY AGAIN
GET FRIEND TO BUY
NOTHING WORKS THE 1ST TIME -KEEP TRYING IT
What is your after sales Process
Create a very clear plan and process
Concentrate on speaking to more prospects each day