© Lloyd Lofton– 2014 WELCOME.

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Presentation transcript:

© Lloyd Lofton– 2014 WELCOME

© Lloyd Lofton– 2014 Let’s Define Selling In its broadest sense Selling is the process that brings about a desired change in the behavior of prospects using needs based techniques.

© Lloyd Lofton– 2014 The Salesperson's Role The primary function of sales person is to: Disturb Remove complacency Uncover sources of dissatisfaction Instill a desire for changing the status quo Offer an intelligent and acceptable solution Effect a decision to buy

© Lloyd Lofton– 2014 Prospecting is Selling Selling Yourself Selling the Interview Selling your Professionalism Selling your company

© Lloyd Lofton– 2014 WIIFM RADIO Prospects tune into WIIFM radio “WHAT”S IN IT FOR ME” Thinking from the perspective of the prospect helps to uncover the information that triggers prospect’s buying motivation. Understanding the way prospects buy helps you to succeed. However, simply understanding the prospect’s buying motive doesn’t accomplish anything. Figuring out the buying motives and then using these motives to help your prospect buy is the skill that needs to be developed

© Lloyd Lofton– 2014 Value of Prospecting When you work a prospect and invest your time and energy, three things can happen: 1. You show an immediate profit (sale). 2. You show a loss (did not make a sale). 3. You created a “deferred return” (referral, call back, second appointment, etc.).

© Lloyd Lofton– 2014 Who are Qualified Prospects? They recognize a problem exist They are motivated to solve this problem They feel your product will solve their problem They can qualify for your product They have the money to purchase your product They are willing to spend money to purchase your product to solve their problem They are willing to purchase your product TODAY!

© Lloyd Lofton– 2014 Human Relations Prospects will do business with someone they like Be yourself. If you try to be someone you are not, you will be regarded as insincere Know your products. This is a sales strength. It promotes confidence Expect the best from your prospect

© Lloyd Lofton– 2014 Foundation Do not answer questions in such a manner as to create new ones Reinforce the prospect’s emotional decision to buy from you with logic Develop positive emotions without arousing negative ones

© Lloyd Lofton– 2014 Empathy/Sympathy Empathy means trying to see, hear and think like the other person Empathy is understanding a person, looking from the inside out, as he or she does Listening is the key skill for acquiring this kind of understanding

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