The Blatant Truth: Techniques for Sales Success

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The Blatant Truth Techniques for Sales Success

• Presented by Adrian Miller
• Adrian Miller Sales Training

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Best Practices

• Prospecting Effectiveness
• Growth of Existing Clients

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Existing Challenges

• Clutter in the marketplace
• Worthy ( unworthy) competition
• Internet (everyones a shopper)
• Shaky economy price sensitivity

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And From the Beginning Why Should They Choose
You?

• What can you do better or differently from the
  competition?
• Can you align yourself with your buyers needs so
  they will see value?

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The _________ Value Proposition

• 1.
• 2,
• 3.

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Admittance of Need ?YOU as the Solution

• After the prospect has revealed their needs, you
  may present your vision of a solution which, of
  course, has a natural bias YOU!
• Probe for needs
• Explore the impact of the situation
• Present your value proposition / solution

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Points of Resistance

• Too expensive
• Just shopping
• Even though weve been doing business with you
  for awhile, I need to get a few other quotes
• Happy with current supplier
• Not now/maybe later
• Contract
• No budget

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Are You SURE of the Objection?

• Prospects do not like confrontation.
• Easier to cite cost, need or product feature/s
  rather than provide the REAL reason
• How to find the REAL reason
• PROBE
• Probe BEFORE it is too late!!!!

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Staying on the Grid

• Out of sight, out of mind
• The absent are always in the wrong
• Lost time does not return
• Thomas A Kempis (German writer, 1379-1471)

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Touch Point Management

• Structured
• Telephone
• Email
• Snail mail
• Invitations
• Introductions
• Links

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Touch Point Process

• If Barry Diller can do it, so can you!
• Make a plan and work it
• Schedule it
• No excuses
• EXPECT results
• CEO Chairman of IAC

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Advancing the Buying Process

• What is the real reason for the stall /
  hesitancy?
• Circumstances changed
• You presented to someone w/o buying authority
• The competition has entered the picture
• You submitted a proposal or quote to someone that
  was not ready to buy.
• ?? The final decision lies in the hands of the
  prospects. They have the power to say yes. The
  role of the sales professional is to show them
  all of the reasons why your solution an
  improvement in their situation.

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Giving Up

• When
• The project is outside of your business model
• The ROI is not as attractive as originally
  thought
• The cost of doing the business minimizes the ROI
• There is a strong personality disconnect
• There are ethical issues

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The Sales Funnel

• Premise the sales funnel must always be filled
  with prospects in various stages of being
  worked. When new prospects are not added to the
  funnel on a regular basis there are extreme peaks
  and valleys in new business.

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The Sales Pipeline Process

• What is the number of qualified prospects in your
  sales pipeline?
• What is the percentage likelihood that they will
  close?
• What is the approximate time frame in which they
  will close?
• BE HONEST and REALISTIC

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Top Take-aways

• 1.
• 2.
• 3.

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Thank you!

• Adrian Miller
• Adrian Miller Sales Training
• www.adrianmiller.com
• 516-767-9288
• amiller_at_adrianmiller.com