Your Sales Presentation is Key
At insthinktive we?ve created a process calledPRESENTfor sales presentations. The process is simple so let’s outline it brie?y and explain the biggest mistake sales people make in selling.
Pis for Preparation
Ris for Rapport building
Eis for Examine ( This is your questioning phase)
Sis for Show (This is when you actually present your solution)
Eis for Eliminate No (overcoming objections)
Nis for Now Ask (Closing and get the sale)
Tis for Total After Care (Delivering the service)
It’s a simple 7 step process. And can? be broken. Most sales people launch straight in to step 4Show,and just start selling and presenting. And they get some degree of successso never adjust the habit.
This is the reason for so many lost sales. As we have stated repeatedly. You earn the right to sell. And you must ?rst build rapport and ask great questions. The questions inform you as to what your prospects Why is. Then you can sell. Only then.
It’s always about RAPPORT and EXAMINE and asking great questions.
Questions
Does your marketing address your prospects Why?
2. Do you have a clear message that’s easily understood?
3. Are you easy to contact and easy to buy from?
4. Are you easy to start a conversation with?
5.Are you making it easy for prospects to commit?
Eliminate No and PRESENT The Model
Eliminate NO is step 5 in the PRESENT Model. It is the area where we handle objections(the ?rewalls). We live in the real world so we know and expect objections in every sales call. Don? we?
The 4 main firewalls preventing sales are
Price
Timing
Relationship (We don’t know you)
Need ( We don’t need it)
They are bankers so why are you surprised by them? And why do our prospects use them?
Firstly using the PRESENT model correctly by building great RAPPORT and asking great questions I believe you will eliminate most of the ?rewalls. How?
– Because you know the prospects Why
– And you clariWed their Why
– And youWe paraphrased their Why
So we’se all clear on the customer’s Why. We really are being deliberately repetitive on this because we passionately believe most objections stem from a lack of clarity about the Why. Resulting in sales people selling a solution to a problem that doesn? exist.
In this situation the inevitable ?ow of the conversation is towards objections.
That said you?l always ?nd objections arising and once youWe prepared thoroughly you will be in a comfortable position to handle anything thrown at you.
Simple, but not easy…..
Next session;The Foolproof Firewall Handling Formula
