The Web-Based Sales Improvement Program Sales Module 1 Welcome to Sales Module 1 in The Web-Based Sales Improvement Program from SalesTrainingTV, a Subsidiary of Contact Based Selling

WHY THE OLD SALES TECHNIQUES DON’T WORK ANYMORE Sales Module 1 Sales Module 1 WHY THE OLD SALES TECHNIQUES DON’T WORK ANYMORE What ARE the old techniques -How most people “Show up, throw up and split…” Problems with the old style and why it’s dying All about avoiding conflict Dealing the deceptive nature of prospects Starting the “Sales Clock”, (just like the cartoon about the wolf and the sheep-dog)

The Old Model Of Selling Sales Module 1 The Old Model Of Selling - Client says to the seller -- “Tell me a little about your product” - Seller agrees and launches into a powerful presentation then asks the client what they may want - Client asks a few questions, raises a few concerns or objections - Seller may ask a few questions about the client’s situation - Client tries to end call by “Looking everything over” - Seller tries to close hard for a YES - Client lies about situation and makes up budget problems, removed decision makers and other stalls just to avoid conflict - Seller accepts some sort of neutral answer to avoid conflict

Problems With the Old Style of Sales Sales Module 1 Problems With the Old Style of Sales In this old style of sales what do salespeople have to do well? Present Why do salespeople seem to lose control with this style of selling? They’re doing all the talking Why don’t clients mind this type of sales process? Salespeople give away all the information What’s the problem with showing the client how informed you are, and how educated you are about your product or service? They could care less about your product…they just care about their problems What’s so bad about selling the client what they want? The may know what they WANT, but they usually don’t know what they NEED

Why the Old Model is Dying Away It’s All About the Wrong Person Sales Module 1 Why the Old Model is Dying Away It’s All About the Wrong Person It doesn’t identify needs – thus it’s not problem-solving in nature It’s too obvious – clients have seen these techniques for years It’s not natural for most of us – so…we won’t do it all the way It’s loaded with potential conflict at the end

Why is there so much potential conflict in a sales call? Sales Module 1 It’s All About Avoiding Conflict Why is there so much potential conflict in a sales call?

How We Avoid Conflict In a Sales Call: Sales Module 1 How We Avoid Conflict In a Sales Call: From the Prospect’s Perspective: They don’t give information (short with their answers) They act more interested than they really are They don’t bring up the deep, dark (real) feelings They make up others in the decision-making process They lie and use massive amounts of deception They end the call in a neutral fashion From the seller’s perspective: They politely share information in a non-pushy way They stay away from talking about money They don’t handle objections They take the path of least resistance They don’t really close

Sales Module 1 Both Prospect and Seller Desire to End Calls In a Non-Confrontational, Neutral Place! Human’s Are Masters of Deception… Specially Prospects in a Sales Call. Either to avoid a fight… or to spare someone’s feelings

Some More Truths About Prospects! Sales Module 1 Some More Truths About Prospects! They look normal, but they’re not themselves They use more deception and flat out lying than they ever would in any other role they play in life They don’t feel much guilt after they’ve lied to a salesperson … it’s just part of the sales “game” They lie many times with good intentions -- they want to spare the feelings of the salesperson, or want to give them some hope

Remember the Old Cartoon About the Sheepdog and the Wolf? Sales Module 1 Sales Module 1 Remember the Old Cartoon About the Sheepdog and the Wolf? When the whistle blew, they tried to kill each other They changed roles, objectives and ultimate desires When the whistle blew at the end of the day…the rode home together… When That “Sales Whistle” Blows…You’re Dealing With a Different Being Sales Module 1