Sales Presentation Intro Presentation 1

The Sales Process & Negotiating Skills Programme

Always be specific – focus on ONE customer at a time

Motivate your Prospects to ACT immediately

Focus on your Prospects, NOT on your Company

Selling More of Your Products Know the Competition - their strengths & weaknesses

Know YOUR product benefits – MATCH the competition

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Do your planning – know all about your prospects

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The Sales Process & Negotiating Skills Programme

Selling More of Your Products  Offer a guarantee of Satisfaction – commonly believed that offering a guarantee leads to increased customer confidence and NOT an enticement to return goods.  Remember – “what’s in it for me?”  Benefits are best developed by completing the phrase “We offer this feature, which means that ……..”  Your customers are usually very busy – try to promote your benefits, solve their problems, create interest and need in 1 minute – leave the small talk for later! K J Management Consultants Ltd – Confidential and Copyrights Protected

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The Sales Process & Negotiating Skills Programme

Selling More of Your Products “10 ESSENTIAL KNOWS”  Know your products in detail.  Know your organisation and understand working practices.  Know your industry, marketplace and complete SWOTS.  Know and respect your colleagues – they support you!  Know your competitors’ strengths and weaknesses – match!  Know your clients and their business.  Know you have planned the call and presentation.  Know and trust your selling techniques and approach.  Know you can do it, whatever the odds – be confident.  Know you are improving and are fully committed to do so. K J Management Consultants Ltd – Confidential and Copyrights Protected

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The Sales Process & Negotiating Skills Programme

Power Negotiating Skills 1. Gather all the information you can BEFORE you start negotiating: a. Don’t be afraid to admit you don’t know. b. Don’t be afraid to ask questions. c. Ask OPEN questions – what, where, why, who, when, which, how d. Where you ask the questions makes a difference. e. IF possible ask other people NOT the person you will be negotiating with. 2. When you negotiate money isn’t as important as you think: a. People want to pay more not less – it’s value for money that is wanted. b. Things that are more important than money. c. Finding out how much a buyer will take. 3. Basic Principles of Negotiating: a. Get the BUYER to commit first. b. Act DUMB not SMART. c. Think in real money terms not talk funny money. K J Management Consultants Ltd – Confidential and Copyrights Protected

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The Sales Process & Negotiating Skills Programme d. Always be generous with congratulations to the other side. e. Always be polite and friendly but remain professional. f. Try NOT to say yes to the first offer. g. IF you don’t feel you are getting enough out of the deal nibble for more at the end. h. Learn to play the reluctant seller when you’re negotiating. 4. Concessions in Negotiating: a. It’s a mistake to “split the difference”. b. Learning to Taper concessions. i. Equal-sized concessions ii. Making the final concession iii. Never give it all up front iv. Try giving small concessions to test the waters v. Never make a concession when you are negotiating unless you ask for something in return.

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The Sales Process & Negotiating Skills Programme

What Makes a Good Sales Person? 1. The ability to listen and understand the other person’s position/needs. 2. A firm belief in the value of your product. 3. Always be alert and enthusiastic. 4. Keep an open mind and stay positive – customers like dealing with successful people who are able and willing to be flexible to meet their needs. 5. Loyalty – never blame the company or criticise colleagues. 6. Be polite and sincere. 7. Dress well and appropriately for the customer and prospect. 8. Be on time always punctual – if you have been delayed ring to give an update. 9. Where possible make a repeat appointment whilst you are with the customer.

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The Sales Process & Negotiating Skills Programme

Preparation and Planning? Communication skills are not the whole story. You need management skills as well – even if YOU are the only person you manage! 1. 2. 3. 4. 5.

Set OBJECTIVES yourself – not only in sales. PLAN how to reach and exceed your objectives. You must DIRECT your own efforts and not rely on outside controls. MONITOR your own performance. As soon as possible after a meeting APPRAISE your own performance.

“Behave like a professional and you will be treated like one”

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The Sales Process & Negotiating Skills Programme

Things You Need to Know Be prepared – get to know as much as you can about the following in order to give yourself confidence and portray a professional approach to your customer. 1. Yourself – strengths and weaknesses and how to build on them. 2. Your service – products, company, support for your customer. 3. The competition and the marketplace – SWOTS analysis. 4. Your customers and prospects – standards, policies, their business. 5. Key staff including senior directors and managers.

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The Sales Process & Negotiating Skills Programme

“Most sales people try to take the horse to water and make him drink. Your job is to make him thirsty! Source – Gabriel M Segal, President - Medicab The following may help to make him thirsty! What is your Unique Selling Proposition? 2. Ensure the Customer understands what you are selling. 3. Close ONLY when you have matched his needs with your product solutions. 1.

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