2. Before We Start…
Let’s discuss Skill Sets
What are they?
Why do we need them?
“Everyone has a plan until they
get punched in the face”
- Mike Tyson
Because you need a plan!
3. Skill Sets
There are Five Critical Skills necessary for sales
1. Buyer/Seller Rapport
2. Sales Call Planning
3. Discovery Skills
4. Presentations Skills
5. Gaining the Concept Commitment
4. Buyer/Seller Rapport
Some people fail to follow the organizations selling
process that facilitates relationship building with the buyer.
Launching right into the presentation without following
the play are throwing themselves out of
sync with how customers make decisions.
Fact: 82% of sellers are out-of-sync with the buyer.
5. Buyers Building Blocks
Customers will find reasons not to buy when your
presentation is out of sync with their theirs.
Follow the play!
To increase the chances of their going solar
Sequence the presentation to follow the decision
making process.
When you do, they decide on each building block.
6. Sales Call Planning
Many salespeople think of the sales call planning as a task
to do before making "the call".
The Solar Sales Process gives you a planning structure
that focuses on one objective:
To Move the Process Forward.
FACT: 99% of Salespeople Fail to Set the Right Call Objectives
7. Discovery Skills
Discovery Questions are the third critical sales skill
needed to gain customer confidence.
Discovery question are the number one tool you
have for:
Engaging, building rapport, discovering needs, agreeing
on those needs and managing the sales cycle.
FACT: 86% of Salespeople Ask the Wrong Questions
8. Presentation Skills
Many sales presentations are nothing more than
data dumps. (Follow the Play)
Talking too much, presenting too soon and just
"winging it" has grim consequences:
Lost momentum, stalls the solar sale
FACT: 95% of Salespeople Talk Too Much & Listen Too Little
9. Concept Committed
Your principle mission is to gain commitment.
The Concept Commitment is designed so the
customer can agree.
The Commitment Objective is not always to
"get an order (Think referrals)
FACT:62% of Salespeople Fail to Ask for Commitment
11. The Telephone
Been in existence for 136 years
But the way some people use it, you'd
think it was invented yesterday.
12. Communicating By Phone
How you communicate says how
capable/trustworthy you are?
You can't shake hands
Or look them in the eye
The phone is your only tool
Many people in business have
no idea what they sound on the phone.
13. Great First Impressions
Polite phone greetings makes the whole
call go much easier
You don't know who might be on the other
end of the phone
Remember that a good beginning ensures
a good ending.
14. Phone Manners
You're in a customer- focused business
Phone manner skills are very important
When you make a call yourself, what
are the things that really annoy you?
15. Be Aware of Your Tone Of Voice
Without being able to see you,
people will draw conclusions about
Your trustworthiness
Reliability and confidence protray
how you sound
16. Be Aware of Your Tone Of Voice
It’s the same when speaking face to face or by phone.
It is your only chance you get to impress the customer
Research on the buyer decision process has revealed that a customer's resistance may not be caused by what you present. It could be the sequence of your presentation.
Questions encourage customers to talk about the gut issues they are facing. By clarifying what's really at stake with a business problem or opportunity, leverage questions increase the customer's desire for a solution.
If we know that a home is not viable then the commitment is to gain referrals.
They talk too fast, they mumble, they blather, they make remarks that would only make sense with an accompanying hand gesture.