Click HERE to signup for your FREE resources mentioned on the call
An Open Invitation to Those in Sales
Who Else Wants To Discover the Ultimate Sales Process That Fits on a Napkin?
Finally, a sales workshop based on the fundamentals of selling!
You are invited to join the elite 25% of sales people who are responsible for 95%
of all sales. Study after study has shown this to be true. What do they know
that you don’t? The top 25% build their sales careers from the foundation up,
getting the basics right before the rest.
This course is nothing less than a reprogramming of your mind for a new sales
process. A process you will be able to write down in three sentences and is
based on common sense and human nature.
The Fundamentals of Selling:
- It is about them, Not You
- Create Relationships with Your Prospects and Clients
- Listen to Them
- Ask Questions (Probing)
- Translate Your Features into Your Prospects Benefits
- Prospects Have Attitudes that are Road Blocks to the Sale
- You Must be a Student of Sales
- A True Process Can be Written on a Napkin
It is about them, Not You
Jeffery Gitomer likes to say “People don't like to be sold, but they love
to buy”. What does this mean for the sales professional? You need to find out
what their needs and wants are so you can show them how your benefits can
satisfy them. See, it is not about your products or service, it is about their
wants and needs. The entire sales process must be focused on them not you and
your product. When done correctly, sales is about allowing the client to tell
you what they need and want, so you focus on just those needs that your product
will satisfy.
"... it forces you to remember to follow a process to lead a customer to make an
informed decision. Too often we try to close before a need is identified by our
customer. This process keeps the horse in front of the cart"
-Jerry Lael
Lael Insurance and Financial Services
Ellensburg
Create Relationships with Your Prospects and Clients
Sales are created by trust. If you prospect doesn’t trust or believe you the
sales process will be derailed. No one wants to buy from someone who seems only
interested in themselves, in making the sale today. Think about it, do you buy
from people who trust and have a relationship with?
Listen To Them
Selling is based on what the client says, not on what you say, yet most
salespeople think that if they just had a better presentation or gave a better
“sales pitch,” they would make more sales. Certainly, you may have better
results with a better presentation, but the real increase comes from
understanding the client’s real needs. According to one survey, sales reps
asking five or more questions closed 72% more business than a person asking only
two questions.
Zig Ziglar in his best selling book on selling Ziglar On Selling: The
Ulitmate Handbook for the Complete Sales Professional Writes-
“All successful sales professionals
utitlize listening skills to their fullest. Thus far in my career, I have
never heard of anyone missing a sale because of listening to the prospects’
needs, wants, and desires. Interestingly enough, the more salespersons know
about the prospects’ needs, the better position they are in to meet those needs.
Not only that, but the trust factor goes up, up, up when the prospect see
salespeople intensely listening to their needs and desires.”
“Talking is sharing, but listening is
caring.”
Ask Questions (Probing)
“The Questions you ask determine how they buy.” Jeffery Gitomer. What
happens if you don’t ask any questions? They buy based on price. What happens if
the questions you ask are designed to “qualify” them as buyers? You fail to
build a relationship and they feel as if they are being sold.
Ask questions designed to uncover their needs and wants that you can satisfy
with your benefits and see how the relationship is built upon trust and their
feeling that you care about them. This is how you build trust and close sales.
Translate Your Features into Your Prospects Benefits
Your questions should have purpose, be strategic in nature, and flow in a
logical sequence.
Consider that every purchase is based on a person’s needs or wants. To often
sales people ask a lot of questions with few of them relating to any benefit
your product or service can provide which will satisfy a need or want of the
customer. Your questions need to be formulated from the benefits you can
provide.
Prospects Have Attitudes that are Road Blocks to the Sale
Often during the selling process a customer will throw up a road block.
Skepticism is one that surfaces often where they accept the benefit but have
doubt you can provide it. The most difficult customers are indifferent with
sales people because they have no perceived need for your product or service or
are simply satisfied with what they already have. You have possibly spent many
hours learning how to deal with objections; where suddenly the customer has
strong opposition to your product or service. If you don’t know the two types of
objections your customer will raise, chances are high you will fail to overcome
the objection.
You Must be a Student of Sales
“Whatever you want, study it first. If you want to be a doctor, study medicine;
if you want to be a success, hang around successful people and study success. Be
a student first. And always be a student. Not just a father, a student father.
Not a teacher, a student teacher.” This powerful quote comes from the late Jim
Rohn.
If you want to be a great sales person you must study sales and successful sales
people. Constantly, continually and always study the sales process. It is as
simple as that. You will never be great if you say “I Know.” Those two words
might be the worst in the English language.
"I was a real skeptic going into the program, but the sale workshop set me at
ease and showed me there was still a lot more to lean about sales"
-Tanner Dotzauer
D&M Skooters
Ellensburg
A True Process Can be Written on a Napkin
If you don’t have a sales process, then you are flying be the seat of your
pants. Do you want to fly on an airline where the pilot make us the take off and
landing procedure every time?
Once you have a process if needs to be simple enough and flexible to fit any set
of circumstances. If it is so complicated and convoluted that you need a book to
explain it you will never be able to use it out in the real word. In the end,
Keep It Simple Stupid will win over complex and complicated every time.
“The CNBS skills are a true system you can learn and implement right away.
Knowing a comprehensive set of skills can build confidence and create a
“cohesive flow” to your selling style. I know that I will go home and
immediately feel more confident with handling objections and successfully
closing the sale. Thanks!”
-Melissa James
Ross James Photography
www.rossjamesphotography.com
Seattle, Wa
Actual Skills that Will Be Taught and Practiced:
- Listening
- Translating Features to Benefits
- Open Probing
- Closed Probing
- Supporting Revealed Client Needs with Your Products/Services Benefits
- Identify the Four Attitudes Clients have & the Individual Strategies to Overcome
Each
Three Bonus Tips
- You will the learn the secret to making closes that allow you clients to make a
decision
- The one sentence that neutralizes the Price Question
- The two letter word that is a sales person’s best friend
Our Iron Clad - No BS Guarantee:
If, at the end of the first day, you do not see the value of your investment, we
will refund your entire registration fee on the spot, no questions asked.
Client Needs Based Selling Workshop
Thursday October 7th and Friday October 8th 2010
Best Western Plaza by the Green
24115 Russell Road
Kent Wa
Registration is Limited to 8 participants Only
3 seats are still available
Lunch will be Provided Both Days
Special added bonus
Two Day Client Needs Based Selling Workshop Investment only
$400
That is a $299 savings off
the regular $699 fee!
Our Iron Clad - No BS Guarantee:
If, at the end of the first day, you do not see the value of your investment, we
will refund your entire registration fee on the spot, no questions asked.