The power series - selling face to face 2020
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The power series - selling face to face 2020
- 1. Power Series Selling Face to Face Online or on the road by Richard Mulvey
- 2. The Power Series 2020 Week 1 - Getting New Customers Week 2 - Selling over the Telephone Week 3 - Sales Proposals and Presentations that Win Week 4 - Handling Objections/Closing the Sale Week 5 - Sales Negotiation Week 6 - Key Account Management Week 7 - 7 Habits of Highly Successful Salespeople Week 8 - Selling at your Higher Price Week 9 - Selling Face to Face - (online or on the road) Week 10 - Customer Service - Creating Raving Fans
- 3. What are we going to discuss today? How do you feel about selling online? What does the selling future look like? You’ve only got a few seconds online The sales dialogue Selling to different generations Narrative selling Closing online
- 4. Do you like selling online?
- 5. A Stanford University survey over two years found productivity levels increasing by between 13% and 21% when working from home Employee attrition decreased by 50% Where are we going?
- 6. The New Normal In a survey of 317 CFOs from Fortune 500 companies 74% said that they will move previously on-site sales teams to permanent remote positions.
- 7. Much bigger market than you had before and much quicker tools to access that market. Three challenges Office organisation lags behind technology Customer reluctance to the technology Staff reluctance to change Selling from Home
- 8. Set aside a separate, dedicated workspace Establish a routine Enclothed Cognition Create a personal work/life balance Selling from Home
- 9. Set aside a separate, dedicated workspace Spare Bedroom, Dining Room, Convert the garage, Wendy house. Selling from Home
- 10. Additional Screen Window Printer Good Internet Head Phones Comfortable Chair Good Lighting Additional Webcam Additional Keyboard Tidy Background or Green Screen
- 11. When we get back to the office
- 12. Establish a routine Clear boundaries Children - Family Plan your working hours Make a to-do list Prioritise Stick to the plan Selling from Home
- 13. Enclothed Cognition Selling from Home
- 15. 2002
- 17. Create a personal work/life balance Take a break Make Weekends Sacred Exercise Allocate time for personal development Manage Stress Carefully Selling from Home
- 18. Booking the Appointment When making an online appointment on the phone, apart from yourself, what are you selling?
- 19. as you may be aware, The Power Series has recently developed a new idea to (?feature?) “The reason for the call today John, for people in positions like yourselfand I would be happy to give you the opportunity of seeing it. a and I wondered, would you be available for about seven minutes for an online meeting?” Online Appointment Call I am calling today to say I will be having a series of meetings on Zoom and Teams tomorrow afternoon
- 20. Using email to get an appointment Personalise Be polite Short and to the point Respectful of your prospect’s time Clearly explain how you’ll solve your prospect’s problem Tell them exactly what they need to do next
- 21. Using email to get an appointment Dear Fred I see from your website that you have recently expanded your operation. I expect that this has caused a few headaches as far as staffing is concerned. I shall be brief. We at (HR company name) are in a position to help you with temporary and permanent staff without any obligation. If you would like to know more please click here to choose a time that will work for you, to have a zoom conversation. If you would like to know more about us and see what our other customers think about our service click here Thank you for your time
- 22. Making the Best use of Zoom and Teams Have a tidy background or green screen background at home Make sure the lighting is good Cable connection to a fibre router Use a separate webcam at eye level Look at the camera when speaking Use a co-host for bigger meetings Learn the systems - Practice - Role Play
- 23. You’ve only got 30 seconds Know what you want to be Look what you want to be Act what you want to be Take Control Create the right impression
- 24. The Customer Your Company Yourself You’ve only got 30 seconds
- 25. The Eyes
- 26. Memory Recall The Eyes Creative thinking
- 27. The Eyes
- 28. Manage your Body language online Make constant eye contact Stand or sit as you like Sit back so people can see your complete gestures Smile and nod – a lot Sit straight and lean slightly toward the screen Avoid touching your face Mirror the other person's body language Slow down your gestures Reduce nervous behaviours Video yourself
- 29. Taking control Online Make sure you are the host Distribute the agenda in advance Practice sharing slides, mute participants etc. Use positive body language Start on time and finish a little early Start with a powerful statement or question Don’t let the meeting just fade away
- 30. Features / Needs / Benefits Feature Need Benefit Something that defines your product or service, and your company A customer requirement A feature that satisfies a need Customers can have both Positive and Negative Needs
- 31. Open and Closed Questions Open Closed Who, What, Where, When, Why, How Do, Does, Did, Are, Has, Have, Is, Could , Can, Would, Will ... etc.
- 32. The Sales Conversation Open Question Need Closed Question Confirm the need Support Benefit Agreement
- 33. Three Types of Need Presumed Actual Unknown What the customer thinks he needs What the customer really needs What the customer was totally unaware of
- 34. Beyond Simple Needs Needs Wants Desires I need a car to get me to work I want a practical car I desire a BMW
- 35. Emotionally How are Buying Decisions Made?
- 37. The Sales Conversation Open Question Need (Logical or Emotional) Closed Question Confirm the need Support Benefit Agreement
- 38. Closing the sale online • Look for Buying Signals • Summarize The Benefits • Ask for the Business Shut Up!
- 39. Who are our future clients? The Next Generation
- 40. The Next Generation Silent Generation (1925 and 1946) Baby Boomers (1946 and 1964) Generation X (1965 and 1980) Generation Y or Millennials (1981 - 1994) Generation Z (1995 - 2015)
- 41. The Next Generation 40% of the top CEOs in South Africa are less than 50 years old
- 42. The GenXers have the largest spending power of any generation (31%) The Next Generation
- 43. A stereotypical X-er will be family oriented, financially responsible and self-reliant and have a desire for safety and security Generation X
- 44. Crave Context Authentic Consume Online Reviews Brand Loyal (Unlike Gen Y) Social Media (linkedIn) Narrative Selling Generation X
- 45. The Hero’s Journey Joseph Campbell Narrative Selling
- 46. Call to Adventure Meets a Mentor Challenges Finds Knowledge Understanding Decides Acts Crisis Returns The Hero The Hero’s Journey
- 47. Call to Adventure Meets a Mentor Challenges Finds Knowledge Understanding Decides Acts Crisis Returns The Hero Initiation SeperationReturn The Hero’s Journey
- 48. Call to Adventure Meets a Mentor (you) Faces Challenges Hits a Crisis Finds Knowledge Develops Understanding Decides / Acts Returns Home the Hero Narrative Selling
- 49. Call to Adventure New Sales Manager - poor results Meets a Mentor (you) Faces Challenges Hits a Crisis Finds Knowledge Develops Understanding Decides / Acts Returns Home the Hero Workbook 47 Narrative Selling
- 50. Call to Adventure New Sales Manager - poor results Meets a Mentor (you) Finds my website Faces Challenges Hits a Crisis Finds Knowledge Develops Understanding Decides / Acts Returns Home the Hero Workbook 47 Narrative Selling
- 51. Call to Adventure New Sales Manager - poor results Meets a Mentor (you) Finds my website Faces Challenges Can’t motivate an older sales team Hits a Crisis Finds Knowledge Develops Understanding Decides / Acts Returns Home the Hero Workbook 47 Narrative Selling
- 52. Call to Adventure New Sales Manager - poor results Meets a Mentor (you) Finds my website Faces Challenges Can’t motivate an older sales team Hits a Crisis His boss suggested that he might do better elsewhere Finds Knowledge Develops Understanding Decides / Acts Returns Home the Hero Workbook 47 Narrative Selling
- 53. Call to Adventure New Sales Manager - poor results Meets a Mentor (you) Finds my website Faces Challenges Can’t motivate an older sales team Hits a Crisis His boss suggested that he might do better elsewhere Finds Knowledge Sets up a training course for his team and himself Develops Understanding Decides / Acts Returns Home the Hero Workbook 47 Narrative Selling
- 54. Call to Adventure New Sales Manager - poor results Meets a Mentor (you) Finds my website Faces Challenges Can’t motivate an older sales team Hits a Crisis His boss suggested that he might do better elsewhere Finds Knowledge Sets up a training course for his team and himself Develops Understanding Finds new ways to motivate his team Decides / Acts Returns Home the Hero Workbook 47 Narrative Selling
- 55. Call to Adventure New Sales Manager - poor results Meets a Mentor (you) Finds my website Faces Challenges Can’t motivate an older sales team Hits a Crisis His boss suggested that he might do better elsewhere Finds Knowledge Sets up a training course for his team and himself Develops Understanding Finds new ways to motivate his team Decides / Acts Fires one member and drives the others to achieve targets Returns Home the Hero Workbook 47 Narrative Selling
- 56. Call to Adventure New Sales Manager - poor results Meets a Mentor (you) Finds my website Faces Challenges Can’t motivate an older sales team Hits a Crisis His boss suggested that he might do better elsewhere Finds Knowledge Sets up a training course for his team and himself Develops Understanding Finds new ways to motivate his team Decides / Acts Fires one member and drives the others to achieve targets Returns Home the Hero Finally receives reward for improved results Workbook 47 Narrative Selling
- 58. Summary We have to get used to selling online? What does the selling future look like? You’ve only got a few seconds to create a good impression The sales dialogue Selling to different generations Narrative selling
- 59. Any Questions
- 60. Power Series Selling Face to Face Online or on the road by Richard Mulvey