Making the sale:
Techniques for non-sales people
by
Tom
CrosbyFInstSMM
FISMM
Tom Crosby,
18 years sales experience
Capital goods & Information
Making
the
sale:
Technology
Techniques
fordevelopment
non-sales people
Business
New Business and
Account Mgmt
by
Sales Consultancy and Training
Tom Crosby FISMM
Qualified Master Mariner
Fact: In 70% of sales situations
People Buy People
1. Making Appointments
2. Basic sales
awareness
Making
the sale:
for non-sales people
3.Techniques
Objective setting
by
4. Account development
thinking
Tom Crosby FISMM
5. Objection
Handling and closing
6. Body Language
Making
Quickthe
Test
sale:
Techniques for non-sales people
by
Tom Crosby FISMM
What skills must a salesperson possess?
sale:skills
Closing
 Telephone Making
skills  the
Techniques
for non-sales
people
Qualification
skills
 Questioning
skills
 Negotiation skills
 Listening skills
byNetworking skills
 Selling skills
 Partnering
 Actioning skills
Tom Crosby
FISMM skills
The absolute skill is QUALIFICATION
And
Making
just one
themore….
sale:
Techniques for non-sales people
by
Tom Crosby FISMM
What makes a salesperson successful?
Making the sale:
TechniquesATTITUDE
for non-sales people
by
Tom Crosby FISMM
Selling ability
Product knowledge
Barry Bailey, 3M
As my old bosses used to say…
“A man without prospects, is a man
without prospects”
“Keep it simple, stupid”
“Remember to do three things:
Making
the sale:
Qualify,
qualify, qualify”
Techniques for non-sales people
“ABC – Always Be Closing”
Focus On Customerby Issues, Not Your Wants
Tom Crosby FISMM
“If a customer asks for something:
You ask for something back”
“80% of your business will come from 20% of your customers”
Sales evolution
Making the sale:
Techniques for non-sales people
Stature
Credibility
Experience
by
Tom Crosby FISMM
Lifetime of learning
Part I
Making the sale:
Techniques
non-sales people
Makingfor
Appointments
TelephonebyTechnique
Tom Crosby FISMM
Opening Benefit Statement
(offer proof, promote benefits, short & pertinent….)
Making the sale:
Ask for the
appointment
Techniques
for non-sales
people
Be preparedbyfor anything
Listen!!
Tom Crosby
FISMM
Expect Objections
Persist but don’t annoy!
Part 2
Making the sale:
Techniques
for non-sales
people
Basic Sales
Awareness
by
Tom Crosby FISMM
Open Questions
(what,sale:
why, when, where..)
Making the
Closed questions
(This or that;black or white?)
Techniques
for non-sales
people
Imagined Objections & Real Objections
Bridging (connecting
phrases)
by
Conversion of opportunity to needs
Tom
Crosby
FISMM
Handle
objections
Summarise and Actions
A need must be satisfied
Part 3
Making the sale:
Techniques
for non-sales
Objective
Setting & people
QualificationbyTechniques
Tom Crosby FISMM
The planning process
Objective setting
Markets
Qualification
Making the sale:
Researching prospects
Techniques for non-sales people
Campaign planning
Constructing a propositionby
Tom Crosby FISMM
Objective setting
Why its needed ?
To get to where you want to be
by the time you said you would
AND you know you’ve done it.
Making theSpecific
sale:
Techniques for non-sales
people
Measurable
Attainable
by Reasonable
Timebound
Tom Crosby Stretch
FISMM
Example:
I will complete contracts with ABC company to the value
of £250,000 for consultancy services by July 31st 2005.
Markets
Focus on your Vertical sector
Making the sale:
Techniques for non-sales people
by
Tom Crosby FISMM
Know your market, know who’s looking, know who’s got
budget to help you achieve success…
Qualification
Just one simple rule:
Making the sale:
‘Always know where you
Techniques
for
are in
thenon-sales
campaign’ people
by
QUALIFY… QUALIFY… QUALIFY!
Tom Crosby FISMM
Qualification
Use S.C.O.T.S.M.A.N.
S = Solution
C = Competition
O = Originality
Making
the sale:
Techniques
for non-sales people
T = Timeframe
S = Stretch/Resources
by
M = Money
Tom Crosby FISMM
A = Authority/Decision-making
N = Need
It is simple and effective, score it, you do not miss anything out
Researching prospects
Put data in a CRM system: Excel, Act, Goldmine, Salesforce
Search for company info on Reuters, Comdirect, YahooFinance,
Obtain annual accounts…it tells you so much!
Making the sale:
LearnTechniques
their business, speak
jargon
fortheir
non-sales
people
Understand market perception
by
Who owns them? Group strategy?
Tom Crosby FISMM
Talk to colleagues/partners…you may have an “in” already
Can they afford us ?
Are they latent or active?
Part 4
Making the sale:
Techniques
for non-sales
people
Account Development
Thinking
by
Tom Crosby FISMM
Account Development Planning
Decide your strategy:
Direct, Indirect, Divisional or Containment
Making the sale:
Techniques
non-sales
Be part
of a virtualfor
team
along withpeople
a
management sponsor and brainstorm situations
by
regularly
Tom Crosby FISMM
Reset priorities and focus on getting access to
power
Account Development Planning
SWOT Analysis
Plan for expected short term and longer term
revenues
Making the sale:
Contacts identified
Techniques
non-sales people
Solution
projectionfor
possibilities
Document and review every step
by
Tom Crosby FISMM
Constructing a proposition
To consist of everything a prospect needs to say
“YES…….”
Making the sale:
Techniques
for non-sales people
Products/Services
Support & Maintenance
by
Installation
Training
Tom Crosby FISMM
Consultancy
Other Services
Pricing
Part 5
Making the sale:
Techniques
for non-sales
people
Objection Handling
and Closing
by
Tom Crosby FISMM
Objection
Making theTypes
sale:
Techniques for non-sales people
Are they real or a
by
misunderstanding?
Tom
Crosby
Don’t
panic,
justFISMM
probe….
Deal with them and prepare a
summary prior to…..
Closing the deal
ASK FOR THEIR
COMMITMENT
TO
Making
the sale:
PROCEED,
I.e. order,
signed contract,
Techniques
for non-sales
people
SOW, etc.
by
Tom Crosby FISMM
Part 6
Making the sale:
Techniques
non-sales people
Body
Languagefor
& Interpersonal
Styles
by
Tom Crosby FISMM
Some Examples
Making
thesitting
sale:(neutral)
Folded arms
whilst
Techniques
forforward
non-sales
Leaning
(+ve) people
Eyes wide, nodding head (+ve)
by
Covering face with hand
whilst talking (-ve)
Looking to theTom
ceiling
whenFISMM
you are talking (-ve)
Crosby
Learn and read these hidden signals and you’ll be more effective
Tom Crosby, FInstSMM
Sales Consultant & Practitioner
CustomerClix
66 Gloucester
Making
the Street
sale:
London
Techniques for
non-sales
people
SW1V
4EF
United Kingdom
by
Tel: +44 (0)20 7834 7643
Email:Tom
tom.crosby@CustomerClix.com
Crosby FISMM
Web: www.CustomerClix.com