1. Make the Sale!

2. Digital Safari Institute GreenBizz Project Basic Sales Cycle Sales Cycle Sales Cycle Selling Techniques Selling Techniques Closing Techniques Closing Techniques Customer Relations Management Customer Relations Management

3. Digital Safari Institute GreenBizz Project Basic Sales Cycle Prospecting Prospecting Initial Communication Initial Communication Needs Assessment / Qualification Needs Assessment / Qualification Presentation Presentation Negotiation Negotiation Commitment to buy Commitment to buy Sales fulfillment Sales fulfillment

4. Basic Sales Techniques

5. Digital Safari Institute GreenBizz Project Basic Sales Techniques Traditional Sales – Product oriented Traditional Sales – Product oriented High Pressure Sales – Sales oriented High Pressure Sales – Sales oriented Relationship Sales – Customer oriented Relationship Sales – Customer oriented Focus: High Probability Selling Focus: High Probability Selling

6. Digital Safari Institute GreenBizz Project Basic Sales Techniques 1. Attention: You have to get the attention of your prospect through some advertising or prospecting method. 2. Interest: Build their interest by using an emotional appeal such as how good they will look to their boss when they make this deal that will save the company thousands of dollars! 3. Desire: Build their desire for your product by showing them its features and letting them sample or test-drive it. 4. Conviction: Increase their desire for your product by statistically proving the worth of your product. Compare it to its competitors. Use testimonials from happy customers. 5. Action: Encourage the prospect to act. This is your closing. Ask for the order. If they object, address their objections. There are then many variations of closing techniques that can help get the business.

7. Digital Safari Institute GreenBizz Project Basic Sales Techniques Listen to the emotional side of your prospect or client: Listen to the emotional side of your prospect or client: Make those connections and help where ever you can. Make those connections and help where ever you can. Focus on your prospect or client's needs Focus on your prospect or client's needs Use language that focuses on your prospect or client Use language that focuses on your prospect or client Help your prospect see the bottom line: Help your prospect see the bottom line: If you know your product can help clients save money and/or time, or increase profitability, then make sure they understand that. If you know your product can help clients save money and/or time, or increase profitability, then make sure they understand that. Find out your prospect's priorities: Find out your prospect's priorities: You can save yourself a lot of wasted time and effort by simply knowing how important your product and its benefits are to your prospect. You can save yourself a lot of wasted time and effort by simply knowing how important your product and its benefits are to your prospect.

8. Digital Safari Institute GreenBizz Project Basic Sales Techniques Know your customers: Know your customers: Find out as much as you possibly can about your prospect before your appointment. Find out as much as you possibly can about your prospect before your appointment. Focus on why they should buy - not their objections: Focus on why they should buy - not their objections: By focusing on what you know the prospect likes, you are building up the importance of the positive and reducing the importance of the negatives. By focusing on what you know the prospect likes, you are building up the importance of the positive and reducing the importance of the negatives. Sell the benefits - not the product: Sell the benefits - not the product: You're not selling your product, you're selling the benefits the product will produce. Get to the emotional or financial benefits and you're on to something! You're not selling your product, you're selling the benefits the product will produce. Get to the emotional or financial benefits and you're on to something! Never rush the sale or the customer: Never rush the sale or the customer: Rushing them instead of letting them come to their own decision to buy can create hostilities that can't be overturned. Rushing them instead of letting them come to their own decision to buy can create hostilities that can't be overturned.

9. Digital Safari Institute GreenBizz Project Basic Sales Techniques Know your products, as well as the market - be a RESOURCE: Know your products, as well as the market - be a RESOURCE: Demonstrate that you not only know and understand your products and the market, but can assist them in making good decisions and provide them with tools to improve their business. Demonstrate that you not only know and understand your products and the market, but can assist them in making good decisions and provide them with tools to improve their business. Follow through with promises: Follow through with promises: If you do nothing else, do this. Always follow through with what you say you are going to do. If you do nothing else, do this. Always follow through with what you say you are going to do. Focus on your client's success: Focus on your client's success: Be a resource for your client. Make sure they understand that you want to see them succeed, not just sell your products. Be a resource for your client. Make sure they understand that you want to see them succeed, not just sell your products. Use explanations rather than excuses: Use explanations rather than excuses: Understanding the problem may help alleviate some of their frustration. Understanding the problem may help alleviate some of their frustration.

10. Go For It!