How to get your Customers to Say Yes

IT’S HOW MUCH? How to get customers to say YES Presented by Karen Andrews, Shine Sales Solutions www.shinesales.com.au

No matter what your business is, the philosophy is sales of sales is the same It’s how you apply it that counts

Customers = Business C ustomers A re R eally E verything

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],What we will cover today

Common ‘Sales’ Frustrations in Business ,[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],Common ‘Sales’ Frustrations in Business

Dealing with price concerns What do you find the most difficult about getting customers to say YES? Write down 5 reasons why your sales stall or don’t go ahead

Typical Sales Process ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],Buying vs Selling People don’t like being sold to….. they like to buy ! explain “what is in it for them” makes customers understand your value & what they are getting for their money

[object Object],Helping your customers to BUY ,[object Object],[object Object],[object Object],[object Object],These are the benefits of doing business with you The more clients buy, the less you have to sell

[object Object],And remember Have you ever bought anything of anyone you didn’t like?

[object Object],[object Object],The difference between ‘features’ & ‘benefits’ A benefit is: What the feature means to the client – the end result e.g. Stress Reduction, Relaxation, Increased flexibility

[object Object],[object Object],Practical Exercise Using the points on the previous slide, what benefits or value can your clients expect if they do business with you? List one for the business and one for three of your most popular products or services

Examples of Benefits Practical – what are the benefits of dealing with you & your business? Performance improvement, introduce systems and process WHICH MEANS improved accountability and consistent budget achievement Virtual Sales Management Individual sales assistance WHICH MEANS reduced anxiety, improved confidence and more sales 1 on 1 Sales Coaching BENEFIT FEATURE

Group Discussion What benefits have you listed?

Using Benefits in your Quotes and Proposals ,[object Object],[object Object],[object Object],HELPS YOU TO GET A YES ,[object Object]

[object Object],If clients want pricing over the phone ,[object Object],[object Object],[object Object],[object Object]

Common Objections – Why the sale stops ,[object Object],[object Object],[object Object],[object Object],[object Object]

Common Objections – Why the sale stops ,[object Object],[object Object],[object Object],[object Object],[object Object],Which ones are difficult to answer?

How do you answer them to keep the sale progressing? Dealing with your price concerns Group Discussion – Lets go back to your 5 price challenges

How to Structure a Quote and/or Proposal ,[object Object],[object Object],[object Object],[object Object],Reinforces what you have said verbally Adds context to price Facilitates discussion on T&C’s and paperwork

How to Structure a Quote and/or Proposal Some quick tips – please refer to the handout

How to Structure a Quote and/or Proposal What changes should you make to your Quotes and Proposals? Practical With the person next to you, role play how you would discuss with a potential client your pricing and terms and conditions

Asking for the business Also known as closing – there are 3 different ways to do it 1. Directly 2. Indirectly 3. Assumptive

Asking for the business Which way will work best for you? I have also included a handout on “What to do when the sale stalls” that will help you understand why some sales get stuck

Open Discussion Any questions? Do you have any other sales concerns?

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Finding new clients

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Finding new clients

Thank you for your time !! If you would like some help with other sales issues or would like to get some free sales tips, go to www.shinesales.com.au

How to get your Customers to Say Yes

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Editor's Notes