Tune Up Your Sales! Scott Koepf MCC, CTC Senior Vice President of Sales Avoya Travel Aka: The Singing Salesman.

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Presentation on theme: "Tune Up Your Sales! Scott Koepf MCC, CTC Senior Vice President of Sales Avoya Travel Aka: The Singing Salesman."— Presentation transcript:

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2 Tune Up Your Sales! Scott Koepf MCC, CTC Senior Vice President of Sales Avoya Travel Aka: The Singing Salesman

3 Simply the best movie ever about SALES! Written in the 1950s and set in 1910, but Still relevant today.

4 How to sell like a con man … without the Con!

5 The Music Man By Meredith Wilson A Train Full of Salesmen Different Products but the Same Business Don’t be the Itty Bitty Two by Four Kinda Store Do you know the Territory? What is on your Business Card?

6 He’s a MUSIC MAN! Not the Job, the Result

7 CUSTOMERS know Everything! No idea you Exist or What you do! How do you Break through? You are a Solution Looking for a Problem Until You Confirm the Problem …

8 Determine the TROUBLE! Questions will uncover Concern s Then Paint the Solution…

9 But the Customer Still may Resist and Present Objections They Pick at you a little They Talk at you a little And they want Cheap, Cheap, Cheap!

10 Don’t let Customers Pick your Brain and Leave … Personalize the Sale Be Persistent and Romance the Sale!

11 But it isn’t about the close … Create and Maintain a Journey of EXCITEMENT!

12 All great Salespeople: Know the Territory Know Who/What they are Ask Rehearsed Questions Find the Trouble Paint the Solution Personalize the Presentation Romance the Customer Create Anticipation and Excitement So that you will hear your Customers …

13 There were Agents are all around, And I never heard them Selling, No I never Heard them at All Till There Was… YOU!


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