How to DOUBLE Your Sales in the Next 90 Days without High Pressure Techniques
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In this Powerful, Content Packed Sales Training You'll Learn: 1) Why the World of Selling has Changed & How you can Profit and Prosper while others Perish! 2) The ONLY 4 Buying Styles you need to know to fully understand HOW your customers BUY! 3) The 4 Secret Motivators of Your Buyers 4) Unique Access to a Very Special Opportunity 5) How to Ask for the ORDER with the TWO £3.5m Sales Questions that YOU can use Tomorrow to make more Sales! Your Sales Coaches are Paul Avins and Nicci Bonfanti who together have over 25 years of Sales experience selling Products, Services and Coaching and Training. They have sold in Boardrooms and in Homes at Kitchen tables, managed national sales teams and helped their coaching clients to dramatically increase their conversion rates and business profits. Both Nicci & Paul are Accredited Talent Dynamic Flow and Performance Consultants Find out more at www.TrustedSalesDynamics.com
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How to DOUBLE Your Sales in the Next 90 Days without High Pressure Techniques
- 1. How to DOUBLE Your Sales In 90 Days With Paul Avins & Nicci Bonfanti Without High Pressure Techniques…While Adding Value and Building Trust
- 2. A Personal “Thank You” … How to DOUBLE Your Sales in 90 Days without High Pressure Techniques, building Value & Trust
- 3. What You’ll be Learning on this Training: Why the World of Selling has Changed & How you can Profit and Prosper while others Perish! The ONLY 4 Buying Styles you need to know to fully understand HOW your customers BUY! The 4 Secret Motivators of Your Buyers Unique Access to a Very Special Opportunity When is the best time to Ask for the ORDER Finish with the TWO £3.5m Sales Questions that YOU can use Tomorrow to make more Sales! How to DOUBLE Your Sales in 90 Days …While Adding Value and Building Trust
- 4. Who is this Training for… ? ? Sales Person, Sales Managers or Director… Entrepreneur / Biz Owner.. Service Professionals… Retail Selling / Service Telephone Selling Online Business that Sells Coach, Consultant or Trainer… Dislikes Selling (Yes Really!)
- 5. Who is this Training NOT For… ? Negative Naysayers Not Open to New Ideas & Techniques Constant Complainers Already think You know it ALL Poor Customer Care Think High Pressure Works Best Just in it for the Money!! Suffer from Always Have an Excuse!
- 6. Started Teaching / Lecturing Achieved promotion or new job every year of 15 year corporate Sales career! Opened new markets in Eastern Europe for Pearson Global Sales and Marketing Director for Reed Business Information (Publishing) Lecturer for Open University training 600+ managers TD Flow, Performance and Sales License Consultant Coached 200+ people using Talent Dynamics & Talent Dynamics for Sales Nicci Bonfanti www.linkedin.com/in/niccibonfanti/
- 7. Selling B2B & B2C Since 19 Run & Built Sales Teams 11 Years Business Coaching Coached 177 Private Clients Generated over £100m+ for Clients & Companies Author of 2 Business Books… Run Oxford Business Wealth Club for 10+ Years TD Flow & Performance Member of the ISMM Love all things Purple! Paul Avins www.linkedin.com/in/paulavins
- 8. Two Quick Case Studies…(Could be You) “The Talent Dynamics for Sales insights helped me realise that I normally communicate verbally and sometimes verbosely but that there are different ways to communicate with different profiles. As a result I have adapted my communication style to suit their profiles with positive results. I now have more efficient and effective communication with my managers, my team and my clients, resulting in quicker sales and negotiating processes. Thank you.“ Ian Smart, Sales Director, Protégé International (Star profile) Louisa Pini and she makes her own cosmetic products. Her company name is Just be Natural. She was “told” told by marketing mentors/gurus to get out and network…. BUT got little results. Shifted her focus to when she processed her orders or did sales audits – who bought what products, when they need refills, batching products together etc and focusing on her follow up her sales increased by 400% in a month!!! (Accumulator Profile)
- 9. A recent study of 5,000 businesses shows the importance of the Sales Experience % Contribution to Customer Loyalty Company or Brand Product and Service Value to Price Sales Experience 19% 19% 9% 53%
- 10. Selling Has Changed FOREVER! • Tech has given Buyers access to more info than ever!! • Cold Calling No Longer Works – Inbound Leads • Buyers have Less time & More Pressure = Stress • Trust is LOWEST ever! Banks, Media, Politics
- 11. So What Does This All Mean to YOU?
- 12. What do YOU Believe… • Sales People are Born Not Made…? • Buyers Today ONLY want the Lowest Price..? • High Pressure is the Best Way to get Results…? • Selling is Hard as Nobody Values us..? • Everybody I see is in Buying Mode..?
- 13. Who is REALLY Ready to Buy… buying now are open to idea are not thinking about it don’t think they are interested definitely are not interested
- 14. The 4 Buying Profiles
- 15. Selling to DYNAMO Profiles 1. Fast thinking… 2. Fast Talking… 3. BIG Picture Thinkers… 4. Full of Passion… 5. Outcome Focused… 6. Their SECRET WORD is… SIGNIFICANCE!
- 16. Selling to BLAZE Profiles 1. Very Social… 2. BIG on Rapport… 3. Very Chatty and Fun… 4. Always on the Phone… 5. Value People Highly… 6. Their SECRET WORD is… Variety / Mixture!
- 17. Selling to TEMPO Profiles 1. Very Organised… 2. Great at Priorities… 3. Big on Time Keeping… 4. Move Slow & Steady… 5. Internalise their Stress… 6. Their SECRET WORD is… CONNECTION! (Step by Step)
- 18. Selling to STEEL Profiles 1. Attention to Detail… 2. Love Numbers & Excel… 3. Need Lots of Information… 4. Like Proof of RESULTS… 5. Don’t do Relationships… 6. Their SECRET WORD is… SECURITY! (Never too Much)
- 19. 4 Questions Buyers Ask WHAT? HOW? WHO? TEMPO WHEN? BLAZE DYNAMO STEEL
- 20. Lets Recap the Key Points: 1. Selling has Changed = Massive Opportunity to Sell through Trust & Value Vs Pressure & Products 2. Be Open to Changing How You Sell… 3. Know Your Own Profile in Depth 4. Know Your Teams Profiles 5. Learn to Read Customers Profiles 6. Adapt to Their Styles
- 21. Learn MORE and Go Much Deeper 1 Day Sales Success Masterclass! (Friday 24th October & 28th November)
- 22. What You’ll Learn in “Sales Success” 1 Day Workshop – 24th October 1. Why Trust, Flow & Leverage How Your Key to Greater Sales Success with Less Effort… 2. How to Maximise Your Profile in each Stage of the Sales Cycle… 3. Master the 8 TD4S Profiles for Faster Rapport, Increased Conversion & Better Business for the Long Term. 4. Learn Your Teams Profiles & How to Get Maximum Value form then day to day… 5. The 7 Biggest Sales Sins and How to Stop them Killing Sales 6. Follow Up Secrets that can Bring You a Fortune… 7. Coaching Hot Seats on Your Profile – (100% Optional)
- 23. The Investment in You is: £297 £97 (Save £200) http://bit.ly/TD4SWorkshop
- 25. Bonus 1 = 2 Profiles (£100): INNOVATION INTUITIVE SENSORY TIMING PEOPLE EXTROVERT DATA INTROVERT DYNAMO WOOD - SPRING EARTH - AUTUMN TEMPO BLAZE FIRE - SUMMER STEEL METAL - WINTER CREATOR TRADER SUPPORTER LORD VXL http://bit.ly/TD4SWorkshop
- 26. Bonus 2 = Recordings (£297): Digital Recordings of the Day Value £297 http://bit.ly/TD4SWorkshop
- 27. Our £3.5m Questions: http://bit.ly/TD4SWorkshop
- 28. Learn MORE and Go Much Deeper 1 Day Sales Success Masterclass! (Friday 24th October & 28th November)
- 29. Bonus 3 = CD Recordings (£97): Mental Toughness for Sales Value £97 http://bit.ly/TD4SWorkshop
- 30. The Investment in You is: £297 £97 (Save £200) http://bit.ly/TD4SWorkshop
- 31. To Reach Your Full Sales Potential You Have to Fully Commit – to Win! TrustedSalesDynamics.com
- 32. How to DOUBLE Your Sales In 90 Days With Paul Avins & Nicci Bonfanti Without High Pressure Techniques…While Adding Value and Building Trust
Editor's Notes
- Like being able to read their mind
- Thank People for Investing their Time – the MOST Valuable commodity. We REWARD people who Take Action & Invest with Success Tools & Strategies FORMAT ….. Tell you a little bit more about us Exercise / sponsors / 30 seconds Break Back in the room to hear from our second sponsor & members Paul will introduce us to Michael Losier … really exciting all the way from Canada
- Exercise Time – Q – How do you research and prepare for a first time meeting with a potential client? HANDOUT of Best Practice – Give out after the discussion (Take Away Value)
- Walk member though – they LOVE this slide… Q – How many of these mistakes are you or your sales people making? 99% from a survey by the Sales & Marketing Institute..
- Reason for slide: To Help reframe the importance for member of Selling and the Skill of delivering a great experience..
- Identified the key elements in the sales cycle and the sales team
- Set Negative Goal Setting!
- When Verbal Agreement is reached – Prospect says “Yes” KEY – ALWAYS reach out and shake hands and its A physical reinforcement that they have just made an agreement with you and will reduce them changing their Minds after you leave the meeting. KEY POINT – Ask more than Once!!! Most sales people STOP after one where the sale usually occurs after the 5th No – so keep asking and following Coaching Tip – No is not a NEVER – It’s just a Not Now….Keep Following up…
- Q – What makes people have a good first impression when they meet them? Q – What creates a Negative first impression…TOP Sin being late!!! Use the Frame Up Checklist / Script…
- Set Negative Goal Setting!
- When Verbal Agreement is reached – Prospect says “Yes” KEY – ALWAYS reach out and shake hands and its A physical reinforcement that they have just made an agreement with you and will reduce them changing their Minds after you leave the meeting. KEY POINT – Ask more than Once!!! Most sales people STOP after one where the sale usually occurs after the 5th No – so keep asking and following Coaching Tip – No is not a NEVER – It’s just a Not Now….Keep Following up…
- Like being able to read their mind