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Sales Mastery Closing More Sales at a Profitable Price
Profit Point
Sales and Profit Point ,[object Object],[object Object]
Workshop Objectives ,[object Object],[object Object],[object Object],[object Object],[object Object]
Things You NEED to Know that are not Covered in this Workshop ,[object Object],[object Object],[object Object],[object Object],[object Object]
What is Selling? ,[object Object],[object Object]
What you need to know about Selling ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Getting a customer to buy ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Defining Needs ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Know Your Product ,[object Object],[object Object],[object Object]
Features ,[object Object],[object Object],[object Object]
Advantages ,[object Object],[object Object],[object Object]
Benefits ,[object Object],[object Object],[object Object]
Know YOUR Product ,[object Object],Advantages Benefits Select a core product or service you provide and list
Homework ,[object Object],[object Object],[object Object]
Talk to Teach ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Listen to Learn ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
What did you learn? ,[object Object],[object Object],[object Object]
Persuasion Selling ,[object Object],[object Object],[object Object],[object Object]
Benefit Selling ,[object Object],[object Object],[object Object],[object Object]
The Selling Process ,[object Object],[object Object],[object Object],[object Object],[object Object]
Objectives of the Sales Call ,[object Object],[object Object]
Four Stages of a Sales Call ,[object Object],[object Object],[object Object],[object Object]
Opening ,[object Object],[object Object],[object Object]
Investigating ,[object Object],[object Object],[object Object],[object Object]
Demonstrate Capability ,[object Object],[object Object],[object Object],[object Object],[object Object]
Obtain Commitment ,[object Object],[object Object],[object Object]
Effective Investigation is the Key ,[object Object],[object Object],[object Object]
SPIN Selling ,[object Object],[object Object],[object Object],[object Object]
Situation Questions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Sample Situation Questions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Problem Questions ,[object Object],[object Object],[object Object],[object Object],[object Object]
Sample Problem Questions ,[object Object],[object Object],[object Object]
Implication Questions ,[object Object],[object Object],[object Object],[object Object]
Sample Implication Questions ,[object Object],[object Object],[object Object]
Need-Payoff Questions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Sample Need-Payoff Questions ,[object Object],[object Object],[object Object]
Use SPIN to Match Your Partner to a New Work Vehicle
Use SPIN to Identify Explicit Needs in Your Partner's Business
Technical Investigation ,[object Object],[object Object],[object Object],[object Object],[object Object]
Demonstrate Capability ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Choosing the Right Contractor is a Long-term Commitment ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
What Should You Look For? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Company Overview ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
We Pay Attention to Details
Quality Matters ,[object Object],[object Object]
Quality Assurance Checklist
We Stand Behind our Work ,[object Object]
The Value Solution Our Company Our Products Our Workmanship Me
Obtaining Commitment ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Presenting the Price ,[object Object],[object Object]
Overcoming Objections ,[object Object],[object Object],[object Object],[object Object],[object Object]
The Three D's ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Deflate ,[object Object],[object Object],[object Object]
Define ,[object Object]
Delete ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Sale Call Review ,[object Object],[object Object],[object Object],[object Object]
The Contractor's Sales Call ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Choosing the Right Contractor is a Long-term Commitment
What Should You Look For? ,[object Object],[object Object]
Company Overview ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
We Pay Attention to Details
Quality Matters ,[object Object],[object Object]
Quality Assurance Checklist
We Stand Behind our Work ,[object Object]
The Value Solution Our Company Our Products Our Workmanship Me

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Sales Presentation - Kevin Nott

Editor's Notes

  1. Use SPIN process to determine Industry b) Level of understanding c) Expectations d) Needs
  2. Review the basics of Profit Point