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Brilliant sales results do not happen by accident.
Of course there’ll be an occasional fluke – but on the whole, sustained
sales success certainly does not happen by chance. To be relaxed, confident and in control — and ultimately successful in sales — takes some level of preparation.
From the shortest telephone chat to a week-long exhibition or conference, you need to be clear in what you want, clear in the outcome you seek.
Your very own Personal Planner
I’ve developed a set of questions to help you prepare for any sales interaction — whether it be a short catch up chat, a full blown pitch, a presentation or a conference. Depending on the context you can use all, or just some of these questions.
Try these questions before your next sales call, sales meeting, networking event, conference, sales presentation…
Here we go…
What do I want to achieve?
What can I say to open the discussion?
How should I stand/sit?
What kind of Voice Tonality should I use?
What can I do to encourage my client to be at ease and to talk freely?
I think my Client’s preferred representational system is…
I think their preference is towards/away from
What information do I need to collect?
What level of detail do I need to get to?
What information do I need to impart?
How will I check for understanding (for me and the client)?
What can I do to ensure that the discussion flows smoothly from one topic to another?
What can I do to demonstrate respect?
What can I do to show that I am listening to/interested in what they have to say?
Which open questions would be good to begin with?
Which questions can I use to “funnel down”?
What can I say to close the discussion?
How can I ensure the client knows what is to happen next?
If I do all the above, will I achieve my outcome(s)?
What else could I do to improve on the above?
Concentrates the mind doesn’t it? Well that’s exactly what it’s designed to do!
These questions will help you focus on what you want out of any upcoming interaction. And when you know your outcome beforehand, your brain picks up the instructions and sets out to make it happen.
That’s the psychology of successful selling.
Until next time
Leigh Ashton 7LPS: You can now get the ‘Essential Sales System for small business’s’ DVD’s on a Download!!! (Just Â£29.95) Over FOUR HOURS of top notch sales help. You don’t have to struggle with your selling.
Click for details.
For previous ‘Tricks of the Trade’ go here
About the author
Hi I’m Leigh Ashton of The Sales Consultancy
Whether you’re a small business or a leading brand, an area manager or a Chief Executive, whether you’re new to sales or an experienced sales professional. Even if you’re not in sales at all but want to understand it, you’ve come to the right place.
The World of Sales is changing.
Today’s conventional sales training doesn’t address the psychological barriers that get in their way.
My approach takes your sales team through a process that:
* Helps them identify their psychological barriers and gives them the tools to overcome them
* Teaches them how the mind works so they can keep motivated and stay focused
* Gives them the ability to identify the psychological patterns of their clients and prospects so they connect with them at a deeper level and close more sales
And at a higher level…
* It creates more success in other areas of their lives so they are happier generally…and happier sales people generate more sales
Wherever you are on your personal sales journey what’s the best course of action for YOU.
– Sales Training – that actually gets results
– Leadership and Management
– Personal Coaching and Mentoring
– Sales Mentoring Programme
– NLP (Neuro Linguistic Programming) and how it can help you accelerate your success
– Keynote Speaking