Sales

 

   SALES

 

Once the marketing department has been examined, sales objectives which will attract specific customers must be established.

 The following four objectives have been proposed by management:

A. To contact potential customers:

1. Marketing department should establish who is a potential customer.

2. Sales staff should feedback information on potential customer.

3. Percentage figures should accompany any potential customers and what intention of sales lead is expected.

4. Telephone people should interact with field people. Telephone techniques should be mastered by field people too!

5. Potential and fixed customers should be interrelated so that when a potential is sold ALL of the potential is explored.

 

B. To service these customers in a manner which will increase the total sales of the company;

Service should appear as Real service Not lip service.

Dress codes and attitudes should be in balance.

 

C. To increase sales consistent with project corporate goals.

1. Any planned sales program should be reviewed constantly to see if it falls under the fundamental rules of sales NOT any other department rules.

Do not mix apples and oranges!

2. Selling can be a repetitive and boring job. "Burn Out" is a reality.

3. Objective views must be accepted by the sales force.

4. Fix or fire those who do not perform.

 

D. To increase customers and sales through an aggressive and well-planned sales marketing program of sales calls;

1. Futurist planning should be included in daily sales calls.

2. Drucker -- MBO -- Everything!!!

3. ALL GOALS MUST BE ATTAINABLE!

 

TRITE BUT TRUE:

 

PLAN YOUR WORK

WORK YOUR PLAN

 

 

Zen and the Art/Science of Selling/Buying

 

The following information and sales system (science) was developed after we read and reviewed the literature on sales from 1900 to date.

The Eight Points of a Sale is a system of how the selling process takes place.

 The implementation of the system or the way you go about selling, your style is the (art) side of sales.

 We refer to Zen because Zen practice is a system of education in art/science and so is sales,

 and there is a Japanese word used in Zen called "Mu" which means nowhere.

 

This is where you are in a sale until you get a

No or Yes.

Sales are all percentages! Sales nationally average:

1 out of 4 (25%) of calls

or

1 out of 5 (20%) of calls

This means you will get a lot more no's than you get yes's.

Build up your no's.   ///// ///// ///// /////

You will get your percentages!

You will get your yes's!   /////

 

Remember to thank the person for their no. Because a yes is that much closer.

If you are not getting your percentages or if your percentages fall off you are probably out of balance because you are not following the

Eight Points of a Sale.

 

We call the process selling/buying because if you do not try to make a sale , then they do not want to buy.

 And like wise if they are not buying, then you are not selling.

 

 

The Eight Points Of A Sale

 

1. Meet and Greet (Hi! My name is...)

2. Qualify (What do you need/want ?)

3. Selection (that meets the need)

4. Demonstrate selection (Demo)

5. Ask to Buy (First close)

6. Hidden Objection

7. Overcome Objection (Second close)

8. Recap (Third close)

Never go beyond a Third close in a presentation

 

The A B C's of Selling:

Always

 Be

 Closing!

After asking a closing question

SHUT UP!!! 

He who speaks next, buys.

 

In your presentation K. I. S. S.  the buyer -- Keep It So Simple.

 

NEVER,   NEVER,   NEVER,   Say:   I,   MY,   ME

 

You are listening to the buyers   I,   MY,   MEs

 

CLOSING THE SALE

Overcome Objections!

Immediately

Later

Never (bypass)

Before

 

To Close the Sale you may have to Overcome Objections.

Objections are buying signs in disguise.

Objections are request for more information!

People want to be sold.

 

FIVE STEPS

1. Clarify - repeat back objection

2. Prepare - Make it into a question

3. Answer - in terms of your product, compare ours to others

4. Stress a benefit, it saves time and money

5. Close - repeat an alternate choice, do you want one system or two?

 

Give the buyer the opportunity to say yes.

 

TYPES OF CLOSES:

1. Order blank - get them to fill out (initial) order

2. Alternate choice - one or two

3. Puppy Dog - trial offer

4. Ben Franklin - Balance sheet  - +s/-s

5. Call back - new information, condensed representation - close

6. Similar situation - Examples, others that have bought

7. Sharp angle (porcupine)

8. Tie down - it will, it can, get agreement

9. What if? ... brings non-overlapping things together

10. If I ... will you, (I give/you give)

11. Reduce to the ridiculous - $ spent overtime/saved overtime

12. Take away - take demo back, like the puppy dog close.

 

SALES TELLS THE TRUTH IN AN

ATTRACTIVE MANNER!