2. Power Prospecting - February
Exceptional Customer Service - March
The Power Close - April
Future Rep - May
Powerful Sales Presentations - June
Selling at your Higher Price - July
Power Sales Motivation - August
Telephone Selling - September
Power Selling – Face to Face - October
Power Negotiation - November
The Power Series
7. The Future of Selling
New Prospecting
Research - Research - Research
Becoming a Colleague
Working with the Clients Solutions
Regular long Distance Contact
Becoming part of their Team
Becoming Part of their Business Profitability
8. The Future of Selling
New Prospecting
Research - Research - Research
Becoming a Colleague
Working with the Clients Solutions
Regular long Distance Contact
Becoming part of their Team
Becoming Part of their Business Profitability
The Chef
11. Good Morning Sir, Please sit and wait for Mr Smith
Good Morning Sir, are you here for Mr Smith?
Morning John, Mr Smith said go right through
Hi John, You know where to go
Hi John, How was your weekend?
Do you Pass
The Reception Test?
14. The Customer’s Objectives
Your Recommendations
Summary of Additional Benefits
Financial Implications
Your Additional Information
Detailed Executive Summary
Proposals
Sales Presentations
15. Personalize the Proposal
Use the Power of the Font Size
Use Good Quality Paper / Card
Focus on the end result
Use “WE” to include the prospect
Sales Presentations
Proposals
16. Give them 3 Options (Priced in Descending
Order)
Run the “Draft” Past your Key supporter
in advance
Have a partially completed Contract Ready
Close with a “Call to Action”
Sales Presentations
Proposals
24. "It has to be said at this moment in time
that I will, under no circumstances, be
able to make any meaningful contribution
to the ongoing discussion without due
consideration of the impact my disclosure
may, or may not have on the voting
public"
“No Comment!”
Preparation
25. Winston Churchill
We shall not flag or fail
We shall go on till the end
We shall fight in France
We shall fight on the seas and on the oceans
We shall fight with growing confidence and
! growing strength in the air
We shall defend our island whatever the cost may be
We shall fight on the beaches
We shall fight on the landing grounds
We shall fight in the fields and in the streets
We shall fight in the hills
We shall never surrender
30. "It has to be said at this moment in time
that I will, under no circumstances, be
able to make any meaningful contribution
to the ongoing discussion without due
consideration of the impact my disclosure
may, or may not have on the voting
public"
“No Comment!”
Preparation
31. Keep them simple
Make sure they are easy to read
A picture can say a thousand words
Visual Aids
Delivery
32.
33.
34. Repeat the question back to them
using your own words.
Ask if anyone else in the audience
has an opinion.
Ask what the questioner thinks.
If you are not sure, promise to
get !back to them.
Question Time
35. The Close
Don’t forget to Close
Give them time to decide
Close with the Influencer
Keep Control of the Sale
36. Reduce the need to fear
Control the symptoms
Use what's left
Stage Fright