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Mastering Your Next Sales Call

Want to master your next field sales call? Take a look at this SlideShare to learn how to prepare for your next sales presentation. Get tips on gaining your prospects trust, dealing with sales pitch anxiety, & accelerating the sales process with actionable follow-ups. Leverage this guide to close more deals with effective sales presentations.

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Mastering Your Next Sales Call

  1. 1. with Steve Benson Badger Maps Mastering Your Next Sales Call
  2. 2. More than ever, clients are expecting greater trust with salespeople T R U S T
  3. 3. A Sales Demo is the best opportunity to foster greater trust with your clients by… ● building a relationship with them ● providing tailored value and ● providing indispensable real-time advice Why am I telling you this?
  4. 4. This is why YOU should learn how to master the challenges of a Sales Call!
  5. 5. Be Prepared
  6. 6. Who are you talking to? Google and LinkedIn are great tools to use. Research your prospects & their company Prepare talking points for your conversation
  7. 7. Take 10 minutes to have a “Prep-call” Before the Call Confirm the demo time & location Find out what your audience is expecting 1 2
  8. 8. Why did they agree on the meeting? What problem do they want to solve? What aim do they want to achieve? What are your clients expecting to hear? What is their decision process? Find out: 1 2 3 4 5
  9. 9. You just don’t know H O W to ask?
  10. 10. Start the conversation: “Hi, I wanted to call to check I have everything straight for tomorrow’s demo, if that’s ok?” Check the meeting location & time: “We’re meeting at X Location for X Amount of time, right?” Make clear what the decision maker is expecting: ● “So I can ensure we tailor the presentation for you and use our time most efficiently, what are you hoping to get out of tomorrow’s demo?” ● “Just so I make sure I focus the demo on what’s most important for you, what is the main goal you want to achieve with this call? What are you hoping to see?” ● “OK, so if I’m hearing you right, we achieve X and Y you’ll be happy with our time together?” Use these SAMPLE QUESTIONS: 2 3 1
  11. 11. Who’s in the Room?
  12. 12. Proponent of the Sale Champions your solution and convinces other stakeholders to pursue the transaction
  13. 13. Opponent of the Sale Objects the transaction; their motives for objecting the transaction differ in every scenario
  14. 14. The Decisionmaker The ultimate person who must be convinced to buy. Their opinion might differ from the Proponent of the Sale
  15. 15. The Stakeholders People or teams who are affected by the product and sale in some way
  16. 16. You The Salesperson who must build a relationship with each of the key players
  17. 17. Have a Conversation
  18. 18. Listen In sales, listening can be more important than talking because it gives you the chance to really hear what your customer wants and think of a solution.
  19. 19. Build a Relationship People are more likely to buy from you if they feel like they know and trust you, like a friend. This gives them the sense that you have their best interests at heart.
  20. 20. When presenting ...
  21. 21. Offer Value As a salesperson, your job is to demo your service or product to the customer. Show how it can bring value to their lives Have a conversation with them Allow them to ask questions
  22. 22. You should only be spending 25%of your time Presenting You should be spending 75%of your time Selling
  23. 23. Identify your prospect’s pain points and solve them Ask what is the main problem you would like to fix? Create a vision that shows why our product offers a solution Demonstrate how they achieve that benefit
  24. 24. DO Do Clarify (repeat if necessary) questions that you don’t totally understand Ex: “So what you’re saying is…” Do say, “some of our customers have this data in spreadsheets, not sure if you do or not” - and get the prospect to agree or tell you the situation. DON’T Don’t assume what their problems are, “Some companies have this problem, is that the same for you?” Don’t say, “you probably have all of this other data in spreadsheets”
  25. 25. CURE YOUR SALES PITCH ANXIETY Pitching is Not that Bad ... Do you get nervous pitching? C L I C K NOW!
  26. 26. Show Business Value
  27. 27. Tailor Value to Each Customer Take Time to Understand Your Customer’s Specific Pain Points Identify the Main Solutions Your Product Provides Explain Specific Value for Each Pain Point Your Product Solves Listen. Start by Having a Conversation.
  28. 28. The Dinosaur Feature Jurassic Park wowed its visitors by skipping the boring stuff and showing them the exciting stuff right off the bat - The Dinosaurs
  29. 29. Why is the Dinosaur Feature Important? In sales, skip the parts that don’t interest your customer. Get them excited and go right for their pain points to show them how you can provide a solution Boring Value
  30. 30. Don’t be afraid of saying “NO” If you are asked to do something that you don’t do... It builds credibility on everything else. Don’t promise something that you can’t deliver. Customers will understand and appreciate honesty. But try to give them an alternative solution that might work to remedy their problem.
  31. 31. “I DON’T Know” Or to say... You don’t need to be an expert in everything about the product or industry. Avoid to make assumptions Being honest will build credibility Think of specialists on different areas of the product that you can pull in as resources: “I can have you speak with an integration specialist who can describe exactly how we integrate with that particular CRM, because I don’t know exactly how the technical pieces work.”
  32. 32. A Presentation is Not a Training Session
  33. 33. Don’t teach how to use the product Do demonstrate the value of the product
  34. 34. Have your SALES DECK up and at your fingertips Use it as a checklist to make sure you’ve discussed everything Flash through it at some point as you Refer to your slide deck to communicate the different areas of value 1 2 3 ● … are summarizing the pains you solve ● … are looking for a slide ● … want to ‘check off’ that you’ve discussed everything
  35. 35. Next Steps
  36. 36. Agree on next steps Clarify what you and your clients will do after the demo. Set an alarm Set an alarm for 5 minutes before the allotted time is over, and start talking about what happens next. Go in with a plan What do they have to do to progress in the sales cycle? Ask for feedback Ask “On a scale of 1–10 how much have we covered of what you wanted to cover?” Finish by agreeing on next steps
  37. 37. Finish by agreeing on next steps Make sure you’ll get your clients to take ACTION
  38. 38. Follow Up Chances are, a simple follow up email thanking them for their time will make a good impression and keep your name at the forefront of their mind
  39. 39. Summary
  40. 40. Main Points Be Prepared ● Do your homework before the call and know who you are speaking with Listen ● Listen to what your customer has to say and give them what they need Reference ● Reference your slide deck and use it as a reference or checklist to make sure you covered everything 1 3 2
  41. 41. Clarify ● Make sure to periodically ask clarifying questions Next Steps ● Agree with your customer on what is going to happen next Follow Up ● Send your customer a follow up email to keep your name in the forefront of their mind 4 5 6 Main Points
  42. 42. Master Closing & Negotiating Want to rock your next sales pitch? C L I C K Sign up for the Free Email Course Here!