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–
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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
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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
