Advance Sales Course

Advance Sales Training SALES CYCLE SHORTENING THE SALES CYCLE

Sales Cycle 3 Businesses in 1 – Multiple Source of Income

A Cycle - period beginning from cold contact to securing a deal/enrolment. • Walk in/Call in business - 30mins to 3weeks • Corporate - 3weeks to 3months • Outreach - 3months to 1year What is your Business Focus??

SALES CYCLE • MARKETING – GENERATE LEADS • FOLLOW UP TO INVITE PROSPECT TO VISIT CENTRE FOR CLASS AUDIT OR TOUR • MEET & GREET PROSPECT • IDENTIFY THE DECISION MAKER • UNDERSTAND NEEDS THROUGH FACILITY TOUR • PROVIDE SOLUTION TO ADDRESS IMMEDIATE NEED • HANDLE ANY OBJECTIONS • ASK FOR ORDER OR SET NEXT APPOINTMENT • UPDATE CUSTOMER RECORDS & FOLLOW UP DATE

MARKETING – GENERATE LEADS • • • • • • • • •

ACTIVE OR PASSIVE MARKETING?? FLYERS ADVERTISEMENTS ROADSHOWS SEMINAR TRADE FAIR OPEN HOUSE DIRECT MAIL MAIL BLAST REACHING OUT – COLD CALL/EMAILS/FAXES

WORKING WITH PROSPECT

• WALK IN PROSPECT • PHONE IN PROSPECT • FAX IN OR EMAIL PROSPECT

FACILITY TOUR • PROPOSE – – – –

BUILD CREDIBILITY BUILD RECOGNITION DEMONSTRATE PRODUCTS & SERVICES UNDERSTAND CUSTOMER IMMEDIATE NEEDS – OFFER SOLUTIONS – GAIN COMMITMENT – CLOSE SALES

FACILITY TOUR • WHEN TO TOUR? – MOST EFFECTIVE AFTER CLASS AUDIT – BEST TO DO THE TOUR BEFORE INTRODUCING PRODUCTS OR SERVICES • THIS IS NOT A SITE SEEING TOUR • OPPORTUNITY TO DEMONSTRATE OUR SERVICES AND ASK QUESTIONS TO UNDERSTAND CUSTOMER NEEDS • Course Consultant MUST LEARN TO STOP TALKING AND ASK QUESTIONS TO DRAW OUT NEEDS • AT THE END OF THE TOUR, Course Consultant SHOULD HAVE ANSWERS TO THE 8 Q

NEEDS ANALYSIS (8 Qs) • • • • • • • •

ACADEMIC ACHIEVEMENT CAREER PROSPECT TIME AVAILABLE FOR CLASS EARLIEST START DATE TYPE OF LEARNING SUPPORTS DESIRED E-LEARNING/ CLASSROOM LEARNING INVESTMENT AMOUNT DECISION MAKER FOR THE INVESTMENT

NEEDS ANALYSIS SAMPLE QUESTIONS • “Tell me more about your academic achievement to date.” • “What type of career/ job would you like to do in future?” • “Would you prefer day classes or night classes?” • “What is the earliest date you can start your course?” • “What type of learning supports you would expect from us to help you with your study?” • “Which mode of learning would you prefer? eLearning or Classroom?” • “How much would you be willing to spare for your

SALES FOLLOW UP • ALWAYS FOCUS ON PROGRESSION – COLD CALL – SET APPOINTMENTS – TOUR – UNDERSTAND NEEDS – OFFER SOLUTION – FOLLOW UP – CLOSE – ASK FOR REFERRAL

• FOLLOW UP CALL – BEFORE EACH CALL, DETERMINE THE CALL OBJECTIVE – WHY ARE YOU CALLING THE PROSPECT? – WHAT DO YOU WANT TO ACHIEVE?

• EMAIL – ENSURE THAT THE CONTENT IS PROFESSIONALLY WRITTEN

• PROMOTION AND DISCOUNT – WHEN TO OFFER & HOW TO OFFER? – Course Consultant MUST WORK OUT THE NEGOTIATION STARTEGY BEFORE MAKING THE OFFER. – “ IF I CAN GET YOU THE ADDITION 5% YOU ASKED FOR, WILL YOU BE ABLE TO SIGN UP FOR THE PROGRAM TODAY?”

Advance Sales Training

SHORTENING THE SALES CYCLE

EMOTIONS

Your Life = Your …………. The Source of All Emotion is a Constellation of Three Forces: • A Pattern of PHYSIOLOGY • A Pattern of LANGUAGE • A Pattern of FOCUS/BELIEFS

SALES EMOTIONS • • • • • • • •

TRAINED & EQUIPPED BORED TRY & TRY AGAIN CONFUSED FRUSTRATED DEMOTIVATED DEPRESSED DELIRIOUS

• DESPERATE • SUICIDAL

• • • • • • • •

TRAINED & EQUIPPED EXCITED PURSUE & GO FOR IT CLARITY ENJOYMENT MOTIVATED/DRIVEN ELATED CONVINCED/CONFIDEN T

• INSPIRED • FULFILLED

What is stopping you?

The two primary fears of all human beings: 4. You’re not enough 5. You won’t be loved/liked/accepted STRESS = FEAR

What drives you?

ALL ARE DRIVEN BY ONLY TWO FACTORS: • BY VALUES YOU WANT TO HAVE. • BY VALUES YOU WANT TO AVOID.

Why do it? Everything we do, we do for six reasons: 3. Certainty 4. Uncertainty 5. Significance 6. Connection 7. Growth 8. Contribution

Values & Beliefs

WHY & HOW YOU DO IT IS BASED ON:

YOUR VALUES & BELIEFS

Values Values are the emotional states that we believe are important to either experience or avoid. Two Targets: 4. Success, Love, Joy, Adventure, Wealth, Peace, Health, Security, Passion, Ecstasy…… 5. Failure, Frustration, Hate, Depressed, Lonely, Rejection,

THE POWER OF BELIEFS A Belief is a feeling of Certainty about what something means. (An strong perception of Certainty?) Three beliefs for lasting success: 6. IT MUST CHANGE ….. 7. … MUST CHANGE …. 8. … CAN CHANGE …… Why MUST I CHANGE? The PAST does not equal the FUTURE, unless you live there!

Does this belief empower me or limit me? • Beliefs are never absolutely true • Beliefs are not proven facts • Do you know what were previous results? • Do you know what is expected of you? • Do you belief you can achieve RM30K/month?

Why are Beliefs Absolutely Important? • Your Beliefs will Dictate your Words and Actions • Whatever you belief strongly about becomes a reality. B’cos you will take all the actions that support that belief, thus encouraging the results. • Beliefs acts as ‘on’/’off’ switch to our brain potential • Whether or not you believe you can or you believe you can’t, either way you

Vocabulary of an Outstanding CC • • • • • • • • • • • • • • • • • • •

Can I Give Me Not Sure/Don’t think so. Don’t Know Don’t Understand Don’t Care I thought/Assume Let’s See Later (Wait & See) Next Day/Week/M/Year Let it Happen Will Try Will Help Told Him/Her Passed to Him/Her Have To, But Should Have, But How can you Help Me Why not?

• • • • • • • • • • • • • • • • • • • •

May I Please/Kindly Make Sure Find Out Do My Best to Understand Do Care Have we/I? Will See to it Do it Now Today, This Week/M/Y Make it Happen Will Do My Best Will Ensure Informed Him/Her Clearly Made Sure He/She is Aware Want To I Must How can I get Help How about …?/ Perhaps ? I Choose

What is your self-talk? (Are you programming yourself for success/failure?) • Am I not good in selling?/ Am I a top sales force? • I make mistakes after mistakes?/ I learn from mistakes • I lost big prospects/clients?/ I will get a bigger one next • No one is calling?/ I MUST call them? • This is hopeless?/ I MUST change until

Programming yourself for success Just say (tell yourself) :

• I Can Do IT and I Will Do IT! • If IT does not work, I Will Change till IT Works! • I am Responsible for my Actions; I Will Choose to

THANK YOU CERTAINTY IS CREATED WITHIN YOU NOT BY YOUR ENVIRONMENT - Anthony Robbins