Escolar Documentos
Profissional Documentos
Cultura Documentos
Agenda
Introduction
Our Mission
Program Topic
Sales Success Intensive 1
Introduction
Sales Success Network, LLC
Brain Tracy International
About You!
Our Goal
Companies, Products and Services are many Relationships are priceless
BRIAN TRACY is recognized as the top sales training and personal success
authority in the world today. He has trained more people than any other sales
trainer alive.
Brian Tracy has started, built, managed, or turned around over 22 companies.
In addition, he has personally trained2 million sales people, spanning nearly
every industry, in 61 countries worldwide.
He is the Chairman and CEO of Brian Tracy International, a company
specializing in the training and development of individuals and organizations.
He is also a widely sought out speaker, consultant, best selling author.
He has addressed more than 5 million people in over 5 thousand talks
throughout the United States, Canada, and all around the world.
5
About You!
Prospecting Power
Relationship Selling
Identifying Needs Accurately
Making Persuasive Presentations
Overcoming Objectives
Closing the Sale
Getting Re-sales and Referrals
10
Prospecting Power
The most important part of Selling is Prospecting.
The Key to success in Selling is to Spend more time with
better Prospects.
Clarity is the most important word in Prospecting Begin by
defining your ideal Customer is.
The definition of a good Prospect
Someone who can and will buy and pay within a reasonable
amount of time.
Identify and understand what your ideal customers hopes,
dreams, goals, fears, and ambitions.
Why does your ideal customer buy?
11
Relationship Selling
Selling has changed dramatically in the past few years from a
rapid, impersonal process to a slow, people intensive process.
The heart of the sale today is contained in the quality of
relationships that you form with your prospects.
The prospect does not care how much you know until they
know how much you care.
People are 100% emotionalcompletely dominated by their
feelings.
Develop your ability to overcome skepticism.
Relationship Selling
Be a good listener!!!
The Relationship Model of Selling Formula:
40% developing the Relationship and establishing Trust.
30% Take the time to be absolutely clear about their
Needs and Problems.
20% Showing how your products and services will solve their
Needs and problems.
10% When you have built trust, clarified their needs and
professionally presented the solution the close is easy!
13
14
15
16
Overcoming Objectives
Objections or sales resistance is part of the sales process
they are only unanswered questions.
Prospects will have questions and concerns that you must be
able resolve before you can proceed with the sale.
Your ability to handle these questions and concerns is a key
skill that is essential to your sales success!
Objections are goodThey indicate interest in your product
and services.
Objections indicate that you have touched an emotional nerve
of the prospect.
18
Overcoming Objectives
20
21
22
The Solution?
One of the greatest contributing factors to the success or
failure of your Company is having a well trained sales team..
it imperative to your business longevity and success!
The most successful organizations in the world are all superb
selling organizations and understand that success rises and
falls on the quality of their sales efforts.
Theres a reason why IBM and other fortune 1000 Companies
put millions of dollars each year into training their salespeople.
The key to sales success is Training Well trained and
highly skilled sales teams have a greater impact on revenue
than any other single investment activity!
24
The Solution?
What if I told you that in just 8 hours I can deliver an
Intensive Sales Training Program to you and your sales team
that has consistently been proven to increase sales results
between 20% to 30% or greater?
The Answer?
25
26
Thank You!
29