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Sales Master

 

  

 
   

Prepare To Sell

 

  

 
VadiK teachings Vadim Kotelnikov

Know your prospect and how to arouse curiosity, anticipate objections and remove obstacles

Vadim Kotelnikov, founder of 1000ventures - personal logo VadiK

Inventor

Author

Founder

 
 

"Victorious warriors win first and then go to war, while defeated warriors go to war first and then seek to win," writes Sun Tzu in The Art of War. Prepare to win and plan in advance so that you are thoroughly prepared to bring the sales conversation to its natural conclusion in the most appropriate way.

  Prepare To Sell and Win, play simulation games, InnoBall

 
   

Your ability to ① find the reason the prospect will buy and press this "hot button", and ② anticipate and answer objections and get the sale defines how good you really are as a salesperson.

 

  

 

 
   

Core Selling Skills

 

  

 
 

① Sell benefits and solutions, not features.

② Ask questions that will uncover or create prospect's need for your products.

③ Present product-related solutions that satisfy the customers needs.

④ Overcome objections they may raise.

⑤ Close sales.

   Sales Master: Presentation- Sell Twin Benefits, Dicetive Close

 
The Best Sales Closing Strategy: Love Your Prospects  

In other words, core selling skills include the ability to make positive first impression and be charismatic, establish rapport quickly, answer prospects' questions, and ultimately overcome their natural reluctance to make a commitment that wraps up the sales process.

 

 

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Sales Master

 

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Understand Risks Perceived by Prospects

 

  

 
   

Know the Enemies of Selling

"Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust," says Zig Ziglar. Prepare yourself in advance. Empathize with your prospects to anticipate anything they might offer as a reason for not buying. Be ready.

 

  

 
Kseniya Contextual Value Proposition Sell benefits What Makes People Buy Risks Perceived by Customers Pricing Mistakes Barriers To Change Selling Is Problem Solving Selling Presentation: Sell Twin Benefits Emotional Marketing Customer Value Proposition Emfographics Prepare To Sell: Contextual Customer Value Proposition  

Brainstorm a list of possible objections based on your product, service or solution. Consumers may perceive, both consciously and subconsciously, many different types of risks in buying and consuming a product.

  

 

 
   

Sell Benefits, Solutions, and Achievements

 

  

 
   

Turn Objections into Reasons for Buying

Know how to turn problems to opportunities. A typical prospect usually has both a reason for buying a product and an objection that stops s/him from buying it. You task is to emphasize the former and remove the latter to make the sale fall together naturally.

Use different closing tactics for smaller and larger products.

 

  

 
Selling by Coaching Be a Helper Successful Salesperson Coaching questions Listening Emotional Intelligence Blitz-coaching How To Sell: Selling by Coaching Skills  

In selling smaller products or services, where you can make a complete presentation in the first meeting, your approach to closing will be different from that required if you are selling a complex product in a multi-call sale that stretches over several meetings.

 

 

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Sales Master

 

Notes

 
 

Know how to ask for the order or to sign an agreement.

In a smaller sale, the prospect should know almost everything necessary to make a buying decision at the end of your sales presentation. Your aim should be to answer any questions and then ask for the order.

In a larger sale, you may have to meet with the prospect several times before s/he is in a position to make a buying decision. You will have to be more strategic, flexible, patient and persistent.

  

Sell Dreams and Emotional Benefits

SWOT Marketing

Selling to Six Thinking Hats

Negotiation DOs and DON'Ts

Wise Agreement