MEGA WINNING

SALES
STRATEGIES
Innovare Realty Solutions
February 28, 2013
“Success is not to be pursued,


it is attracted by the person

YOU become”
- Jim Rohn
The Sales Industry
 Higher Income
 More incentives
 Faster career
advancement
 Success is Result
Oriented
 Freedom of movement
 Handle your own time
 Meet more people
 Have more fun
 Why are
you here?
 Who CAN
Sell?

Everybody!
6 Step Sales Process
1. Prospecting
2. Qualifying
3. Presentation and Tripping
4. Handling Objections
5. Closing
6. After Sales Service
Prospecting
P–
R–
O–
S–
P–
E–
C–
T–
I–
N–
G–
Prospecting
 See Twenty People Belly to Belly
1. Sphere of Influence
2. Referrals
 After refusal
 After the close
 After a great service
3. Cold Calls
4. Internet
5. Point of Purchase
Prospecting
6. Newspaper
7. Socio Civic Organizations and Events
8. Client Swap Meet
9. Orphan Adoption
10. Buyer’s Itch Cycle
LOCATE
 L–
 O–
 C–
 A–
 T–
 E–
How Do You Qualify
Prospects?  M
 A
 N

 Understand how the

Decision Making is
Done

 If the Prospect
qualifies, it is your
DUTY to sell to him
Selling Questions
 Learning
Questions
 Bonding
Questions
 Teaching
Questions
 Closing Questions
Presentation is
Everything
You
Presentation is
Everything

Your Products
and
Services
Knowledge
 Knowledge of Product & Company

 Knowledge of Finance

 Knowledge that what you are doing is

GOOD FOR THEM

 You only have one face
Presentation is
Everything

Your
Presentation
Materials
 Presentation is
Everything

Your
Communications
Skills
Do you Want to Know
the Shortcut?
Attitude
Positive Mental
Attitude
 Basis of all
successful selling is:
 Confidence
 Self-Belief
 Informed
Optimism
 Can-Do
 Pride
 Company
 Product
 Customer Care
 A selling attitude
is a caring
attitude
Attitude
Attitude Towards Failure
 Sales is the
Loneliest Job

Love the Word “NO”

 Do you know your
Ratio?
 Law of Averages
TRIVIA
 40% quit after the 1st call
 24% quit after the 2nd call
 18% quit after the 3rd call
 12% quit after the 4th call
 TOTAL OF 94% QUIT AFTER THE
FOURTH CALL
 60% of Sales are made
after the 4th call
Obstacles to Closing
 THEIR Fear of Failure
 Negative Buying Experiences
 People like to buy, but they don’t like to
be sold
 THEIR Fear of Criticism
 They already experienced criticism before
 YOUR Fear of Rejection
F-E-A-R
 Some 4Will Buy

SW
Some Will Not
 Skills
Unconscious
Competent
Conscious
Competent
Conscious
Incompetent
Unconscious
Incompetent
How to Avoid Poor
Performance?

 Does Practice Makes Perfect?

 Proper Practice makes Perfect

The Great Players Do
Practice
Why Do People
Buy From You?
The Prospect likes You
The Prospect believes
and trust in You
They have the
problem, You have
the solution
Establishing VALUE
 W.I.I.F.M.
 Money = Security

 You Attract People

 The SECRET to Wealth and Fortune

SERVICE
 People buy using
EMOTION
People need logic to
Do We Use LOGIC or EMOTION when
Justify what Buying?
they
bought
Emotional Reasons
People Buy
 Keeping up with the Joneses
 Love of Family
 Fear
 Greed
 Lifestyle
 Acceptance
 Jealousy/Envy
 Love of Self
Sell the SIZZLE..
NOT the Steak
 Features
 Advantages
 Benefits

 What makes you different?

 Why would they buy from you?

 Be a friend, advisor, and a consultant to

your buyer, not a Seller
Handling Objections
 Objection is simply a
________________________

 If the buyer is not OBJECTING, he is not

interested!
 If they are afraid to FAIL, they’ll gonna
ask a lot of questions
 Objections are signpost on the way to
making a sale!
Handling Objections
 Do not Argue with the Prospect!

 Steps
1. LISTEN
2. FEED the Objection BACK
3. QUESTION the Objection
Techniques for
Handling Objections
 Feel Felt Found
 Put the Shoe on the Other Foot
 Change Their Base
 The Guarantee
 Review Their History
Techniques for
Handling Objections
 Do a TRIAL CLOSE once you have met an
objection
 Understand that buyers are afraid
 Try to avoid negative words
CLOSING the SALE
 When Do You Close?

 ALWAYS!!

 Always
 Be
 Closing
CLOSING
 Process of HELPING people make a
decision that is GOOD FOR THEM

 Steps in Closing a Sale

1. Make the Decision for them
2. Gently Lead them to that decision
TRIAL CLOSE
 Tie-Down
 If the we said it, its salestalk, if the buyer
said it, it’s Gospel Truth!
 Alternate Choices
 Porcupine
Buying Signals
 When they ARE NOT ready to buy
 Avoiding eye contact
 Making “not now” excuses
 Looking at many different products
 Moving around quickly
Buying Signals
 When they ARE READY to buy
 Spending time looking at one product
type
 Looking around for somebody to help
them
 Asking questions about detail
 Asking about price
 Using possession language
 Asking another person’s opinion
 Body state changes
 Touching the money
Super Closing Techniques
 Summary Close
 Written Close (Pen)
 Assumptive Close
 Economic Close
 Alternate Choice Close
 Companion Close
 Compliment Close
 Secondary Close
Super Closing Techniques
 SRO Close
 Last Item Close
 Conditional Close
 Ownership Close
 Calendar Close
 Demo Close
 Puppy Dog Close
 Doubt Close
Super Closing Techniques
 Embarrassment Close
 Never the Best Time Close
 Treat Close
 Erroneous Close
 Best Things in Life Close (Yes)
 No Close
 Valued Customer Close
 1-2-3 Close
Super Closing Techniques
 Testimonial Close
 Guarantee Close
 Humor Close
 Selective Deafness Close
 Limited Time Close
 Ego Close
 Higher Authority Close
 Idol Close
Super Closing Techniques
 Similar Situation Close
 I’ll Think It Over Close
 Reduction to the Ridiculous Close
 It’s not in the Budget Close
After Sales
SELLER BUYER

Objective achieved Judgment postponed, time will tell

Selling stops Shopping continues

Focus goes elsewhere Focus on purchase, wants

affirmation

Tension released Tension increased

Relationship reduced Commitment made; relationship

intensified
After Sales
Stage of Sale Seller Buyer

1. Before Real hope Vague need

2. Romance Hot & heavy Testing & hopeful

3. Sale Fantasy: Bed Fantasy: Marriage

4. After Looks elsewhere for “You don’t care!”

next sale
5. Long After Indifferent “Can’t this be made
better?”

6. Next Sale How about a new one? “Hello??!”

After Sales
Positive Actions Negative Actions

Initiate positive phone calls; Use the Make only call backs; use
phone correspondence
Make recommendations Make justifications

Make service recommendations Waits for service requests

Use “we” problem solving language Use “owe us” legal language

Use jargon or shorthand Use long winded communications

Show possible problems Hide problems

Talk about “our future together” Talk about making good in the past

Accept responsibility Shift blame

After Sales
 Customer Retention
 Continuous Customer Contact
 Focus on Customer Value
 Long Term Customer Service
 High Commitment in Meeting Customer
Expectations
 Quality is the Concern of Everyone
Goal Setting

 Define GOALS?
 GOALS are DREAMS with a Deadline
 S
 M
 A
 R
 T
Goal Setting

 Projecting Your Sales

 3-5 Projects in your cluster
 Average Price per project
Goal Setting
My Sales Target for the Month of _________
Project Average Price Units Amount

Project 1

Project 2

Project 3

Project 4

Project 5

TOTAL
Goal Setting
Month Units Amount

January
February
March
April
May
June
July
August
September
October
November
December
TOTAL
“Unless you try to do
something beyond what
you have already
mastered, you will never
grow”
- Ralph Waldo Emerson