Slide 1 : On the road to sell
Slide 2 : Know Your Marketplace The first step before the contact is to identify your target market. Know the key hot buttons that stimulate action in your prospects. Establish a profile of your customers and determine why they buy. Do your homework and acquire in-depth knowledge of your target market.
Slide 3 : TECHNIQUE 2:
BY YOURSELVE..
Slide 4 : THE RESULT:
FOCUS ON SPECIFIC MARKETS
EVERYONE’S IDEAS POTENTIALLIZED
GOOD INTERNAL JOKES ;)
ALIGNMENT WITH PERSONAL OBJECTIVES
A RRRRRREALLY GOOD SEGMENTATION
Slide 5 : FROM SINERGY
TO EFECTIVENESS
Slide 6 : The key to prospecting is persistence, because in many ways, prospecting is a numbers game. The more calls you make, the closer you are to a sale. Determine your conversion rates and use those to motivate you toward the next sale. Track prospecting numbers such as dials, decision-maker contacts, appointments and other activities. Each call brings you closer to a sale. You should be able to predict how many sales you will make for each 100 prospecting calls Run the
Numbers
Slide 7 : PROMO & SUPPORT FILES
How they meet us?
Mails
Specific docs: product sheets, portfolio, endorsement letters, general ppt presentation
Numbers, estatistics. FACTS.
Slide 8 : CALLING TECHNIQUES
Slide 9 : Understanding The Telephone Sales Process
How is an appointment or sale actually made? What will influence a decision? How decisions are processed by your prospect while they are on the phone.
Openings With Impact
How to open your calls for maximum impact. How to control the call. How to plan and prepare for your calls - defining what you want out of the call. How to take your conversation to the next stage.
Getting Past The Gatekeeper And Through To The Decision Maker
how to identify a gatekeeper screen. how to get through the two types of gatekeeper screen and through to the decision maker.
Slide 10 : How To Formulate A Winning Outbound Script That Works
Telephone Responses and Statements/Phrases To Use
Actual words, sentences, terminology and phrases to use –
What to do if your mind goes blank. Responding to objections & excuses
How to respond to:
- "I haven't got the time"
- "Call back later"
- "We are using someone else"
- "I'm not interested"
"Just send me some information"
The Impact of Fear – we are fearless >>Some tips
We are so interesting, that they will want us
You are sound so great, that they will want to meet you.