BRIAN TRACY

Outselling Your Competition

How to Double Your Sales & Double Your Income

www.seminarsondvd.com USA: (248) 383-2000

OUTSELLING YOUR COMPETITION

OUTSELLING YOUR COMPETITION TABLE OF CONTENTS

PART ONE Seven Characteristics of Top Salespeople ......................................................................1 PAGE TWO Relationship Selling ........................................................................................................2 PART THREE Handling Objections .......................................................................................................4 PART FOUR Closing The Sale .............................................................................................................6 PART FIVE Seven Secrets to Success in Selling ................................................................................8

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OUTSELLING YOUR COMPETITION

1 PART ONE

SEVEN CHARACTERISTICS OF TOP SALESPEOPLE 1. Ambitious being the best 2. Top 20 % of salespeople make : they see themselves as capable of . 80 % of the sales. fears

Courageous

: they work to confront the

that hold most salespeople back. 3. Committed : they believe in their companies, their

products/services, and their customers. 4. Caring Professional not salespeople. 5. Prepared each sales call. 6. learners Continuous audio programs Responsible : they and take additional read , listen to training . Presidents . : they review every detail before is the critical element in successful selling. : they see themselves as consultants

7.

: they see themselves as the corporations of their own professional sales

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2 PART TWO RELATIONSHIP SELLING 1. 2. Relationships often continue

OUTSELLING YOUR COMPETITION

after the sale. long-term

The decision to buy means entering a relationship.

3. 4.

The customer wants a

relationship

rst.

Because of product/service complexity, the relationship is more important than the product/service. Antidote: New Model of Selling:

5.

6. 7.

Rule:

Listening keys attentively

builds trust and credibility. to sales success. ; no interruptions.

Listening skills a) Listen

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OUTSELLING YOUR COMPETITION

3 before replying. clarication . words .

b) c) d) 8.

Pause Question for Feed it back

; paraphrase in your own

Key differentiator in selling the quality of the that exists between you and your customer. NOTES

trust bond

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4 PART THREE HANDLING OBJECTIONS 1. There are no interest Successful sales have Law of Six sales . twice

OUTSELLING YOUR COMPETITION

without objections; objections indicate

2. 3. 4.

as many objections.

; number of objections is limited. before the customer

Preemptive strike; answer the objection brings it up.

5. 6. 7. 8.

Treat objections as Compliment Hear it out "

requests

for more information.

the objection; encourage more. ; be patient. have a good reason for saying that.

completely Obviously you

Do you mind if I ask what it is?" 9. "I understand exactly how you "Others felt "But this is what they found feel the same way." ." ."

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OUTSELLING YOUR COMPETITION

10.

Responding to price objections: a) b) c) d) "Why do you "Why do you "Is "How far price apart price say feel that?" that way?" your only concern?" are we?" is important to you. May I come

11.

"Mr. Prospect, I know back to that in just a moment?"

12.

How much is it? "That's the exactly right Answer

best part for you, there's

! If it's not no charge proof

." , ask for

13.

the objection; provide

conrmation, proceed with presentation. NOTES

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6 PART FOUR CLOSING THE SALE 1. 2. Product/services are Top salespeople in advance. 3. Preparing to ask for the order: a) b) Does this make Do you have any sense questions sold plan , not their

OUTSELLING YOUR COMPETITION

bought closes

to you so far? or concerns

that I haven't covered so far? 4. 5. 6. 7. 8. 9. Invitational Close: Alternative Close: Secondary Close: Directive Close: Sharp Angle Close: Authorization Close:

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OUTSELLING YOUR COMPETITION

10.

I Want To Think It Over Close: That's a good This is an important Obviously you have a good think it over; Do you mind if I ask what it is?; Is it the price ? idea ; decision reason ; for wanting to

11.

The most important word in successful selling is the word, ask " ." NOTES

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8 PART FIVE

OUTSELLING YOUR COMPETITION

SEVEN SECRETS TO SUCCESS IN SELLING 1. 2. 3. 4. 5. " Get serious ," make a decision to go all the way to the top. limiting skill people . physical health . " to sales success.

Identify your " Get around the right

Take excellent care of your Positive in your eld. visualization

; see yourself as the very best

6.

Positive control your inner

self talk dialogue action

; talk to yourself positively; . ; get going, get busy, move fast.

7.

Positive

"The quality of your life will be determined by the depth of your commitment to excellence more than any other factor." Vince Lombardi

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Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.