Transforming Sales: Key Practices for Success
Learn essential principles and practices to make selling enjoyable and rewarding. From making a strong first impression, building rapport with potential clients, simplifying your pitch, utilizing the power of comparisons, guiding choices over decisions, to addressing the "What's in it for me?" aspect, this guide provides valuable insights to enhance your sales approach effectively.
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Selling is Simple! Alex Lazarov 20 February 2014
Some key principles and practices... which transform Selling from stressful tasks into rewarding and enjoyable times.
The first impressions... Dress appropriately Take immediate Control smile, firm handshake, speak clearly, don t mumble your name, remember their name. Statement of Intent tell them openly why you are there and what you expect to achieve. Sustain energy and enthusiasm throughout.
Warmup Before they buy your stuff they need to buy you. It takes time. Show them that you like them. Show interest in them. Find common ground. Make them like you. Let them talk. The deal is often won or lost in this stage!
Keep It Simple Know your audience and pitch at their level. Sell the benefits, not the features. The more complex the solution and techy the presentation, the more they would need to think Confuse them and you lose them instead, position it as a best-demonstrated practice and us as the experts who can make it happen for them.
The power of Comparisons Before (Current environment) vs. After (using our Solution): Show that you know their needs, challenges and goals. Our Solution vs. Newer Versions or VAPs: Demonstrate the additional immediate benefits Other providers vs. Creditinfo: Cover it from all angles financial, scope, support, training, roadmap, SLAs, KPIs, any additional benefits. .. Make a compelling case, but do not oversell they can interpret the comparison for themselves
Choice vs. Decision People love making choices, but are afraid of taking decisions. Turn the decision process into a simple choice Use comparisons (see previous slide) to help them logically justify their choice Along with the benefits of using our Solutions, outline the downsides of NOT acquiring them. Now vs. Later (it s not a question of If? , but When? )
Whats in it for me? (WIIFM) We are all human - find their Motivation! Typical ones: Hitting the budget Getting promoted Making their life easy Passion for winning Fear of losing Describe how by acquiring our products and services they will be better off personally.
Making the Sale Before making an Offer of starting price discussions: Confirm that they understood the Solution (Q&A), including how they can use it and benefit from it. Ensure there is nothing they don t like about it. Agree on principle that should the Offer be affordable they are ready to place an order. Make the offer right there and then ( Strike while the iron is hot ) always have a pricing list, Letter of Intent and Order Form at hand. Assume the Sale and ask for immediate action. Be prepared to provide incentives for commitment today (discounts, freebies, preferential terms, etc.) 1. 2. 3.
Thank You! Any questions please? Best Regards, Alexander Lazarov Chief Executive Officer Mobile: +420 731 646 048 alexander.lazarov3 a.lazarov@creditinfosolutions.com Creditinfo Solutions Sokolovsk 100/94 18600 Prague Czech Rep. Tel +420 236 080 400 Fax: +420 236 080 402 http://www.creditinfo.com info@creditinfosolutions.com
