The following sales points compliment the Igonet Training.
Now that you have attended the IGONET training sessions 3 or more times, you have the opportunity to use that informaton to develop your own system.
How Many Parts To A Sale?
This presentation lays out 21 steps needed to complete your sale.1. Time is your most valuable asset. So don’t let others steal your time.
2. Qualifying = getting the right information to the right decision maker.
3. You need consistency to create the best sales system, because what the residential , home based business, small business users believe are their biggest needs might differ. So find out, before creating your marketing proposal.
4. Get the client to talk about their company or situation, Be flexible.
5. Always put your customer’s needs/wants first. Successful sales come from 88% people knowledge, 12% product knowledge.
6. Practice and polish your sales system. If you have a bad sales system, no software can save you from it.
7. Figure out what you’re looking for in a client. Qualify them to see if they’re worth pursuing first before taking action.
8. Follow your sales system. Vision without action is a daydream; action without vision is a nightmare.
9. Personally I don't think one should use Use Feel, Felt, Found to come over any objections. It is better to find out why the client has objections, stay quiet and see if they give more explanation, repeat the objection and then ask questions, get to the root of it.
10. Become an expert listener, if you give it enough time, your clients will give you the goldmine, if you just listen. Listen to find the pain.
11. Use open-ended questions to qualify your client. Ask about the budget beforehand on the phone. Don’t waste your time with tire kickers.
12. Pitch, Proof and Probe your way to record breaking sales. Proof is using your existing client’s testimonials and probe is using killer questions.
13. Keep your professionalism at all times. Sales people already have a bad reputation. Do not burn any bridges, and no loose lips. Always keep secrets, and maintain high standards.
14. Stages of sales cycle: Activity, Interested, Coached, Qualified, Selected, Closed, Reference. Always keep your pipeline full, but don’t plug it with one big elephant. Stick to your target market, so they’re relatively easy to get.
15. V=B-C, (Value = Benefit – Cost)
16. Your biggest competition could be a client’s inaction. Find-The-Pain, provide the solution.
17. Use white papers to establish your company’s knowledge and expertise. Put it in your marketing kit.
18. Good way to get more people into the pipeline is to have a complimentary executive breakfast or Private Business Reception (PBR), where you give a small educational presentation, no strings attached.
19. Always present the proposal in person! Be firm, wait for the right audience.
20. Proposal Content: Purpose, Pain, Positioning, Plan, People, Pricing, Proof.
21. Be prepared, Don’t assume, Respect the other’s time, Listen, Establish credibility, Show value.
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When a sale does not go through, it’s usually not a closing problem; it’s a qualifying problem.
My IGONET * Sales Thinking * MLM-Traditional * Mini Franchise Plan
