Nothing Happens until

the Sale is Made!

Steven W. Johnson

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

We are focused on Sales Training, and developing long term relationships.

Our goal is to increase small businesses and individuals in developing their:
KASH. Knowledge-Activities-Skills-Habits.
Our focus is on teaching the Fundamentals behind the Psychology of Selling,
and maintaining customer satisfaction.
Steve Johnson is the founder and owner of Sales Success Network, LLC.
He has over 25 years of hands on Sales and Marketing experience,
He is a Certified Sales Trainer with Brian Tracy International.
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 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.
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About You!

What do you do?

What do you Sell?
What is your Marketing Plan?
Who is your Ideal Customer?
How do you Plan to Attract your Ideal Customer?
How do you Plan to Keep them as a Customer?

Nothing Happens Until The Sale is Made!

Do you know what the greatest contributing factor to the success or
failure of most businesses?
In fact, this single component is so vital that its considered to be
responsible for 85% of business failure.
If you havent guessed by nowyour success or failure depends on
your ability to sell!
The most successful organizations in the world are all superb selling
organizations and understand that success rises or falls on the quality
of their sales efforts.
Theres a reason why IBM and other Fortune 1000 companies put
hundreds of millions of dollars a year into training their salespeople.

Nothing Happens Until The Sale is Made!

Its because they know that the quality of the people who sell their
product is equally as important as the quality of the product or service
itself. Even the greatest products or services in the world dont sell
themselves.
Many types of business owners believe they dont even have to sell. For
example, Doctors, restaurant owners or store owners who believe that
their income is solely dependent on who walks through their door on
any given day.
The survival of any business depends on the ability to sell a product or
service, and therefore, the most valuable people in the company are the
sales managers and sales team.

Nothing Happens Until The Sale is Made!

The key to sales success is TRAINING. Well-trained and highlyskilled sales people and sales managers have a greater impact on
revenue and volume than any other single investment or activity.
With proper training and having a complete understanding behind the
fundamentals and psychology of the Sales Process will no doubt
increase you and your sales teams Success and Profitability!

What are the Fundamentals and the

Psychology of Selling?
1.
2.
3.
4.
5.
6.
7.

Prospecting Power
Relationship Selling
Identifying Needs Accurately
Making Persuasive Presentations
Overcoming Objectives
Closing the Sale
Getting Re-sales and Referrals
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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?

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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.

Focus on developing the relationship first!

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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!

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Identifying Needs Accurately

Prospects buy for their reasons, not yours. The most important
thing you can do is to uncover the true needs or problems that
your products or services can solve.
There is a logical order and sequence to sellingif you sell
out of sequenceyou will kill the sale!
Fact: Most of your best customers do not know they have a
need your product or service can fulfill when they are first
approached.
Remember No Need = No Sale.

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Identifying Needs Accurately

First: you talk to qualified prospects.
Second: Take time to establish the relationship, and build the
trust.
Third: Ask open ended questions to uncover the real need or
problem the prospect has that your product or service will
satisfy.
Fourth: Only then will you talk about and present your product
or service.
Warning Do not mix these steps up!

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Making Persuasive Presentations

The Presentation is the inner game of selling where the
actual sale is made.
An effective well planned presentation can increase your sales
by several times over an unplanned and uncoordinated
explanation of your products or services.
The Presentation is the logical orderly way of moving from
general to the specific
The prospect must be open, interested and curious about the
product or service.

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Making Persuasive Presentations

Your Positioning in the mind of the prospect is important.
This is perhaps the most powerful factor in determining how
much and how quickly you sell.
Positioning is everything how are You and your Company,
Product, or Service is thought about by the Customer.
There are Three Strategies used by top sales professionals:
Relationship Selling: You position yourself as a friend.
Consultave Selling: You position yourself as a consultant
focusing on helping the customer solve a problem or need.
Educational Selling: You position yourself as a teacher,
showing your customer how they can benefit from your
product or services.
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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.

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Overcoming Objectives

Develop bullet proof answers to common major objections.

There are Four specific times to deal with objections.
Immediately: as soon as the objection comes up.
During the presentation: Called the pre-emptive strike
blending answers to common objections in your presentation.
Later: Always delay or defer an objection, especially a price
objection, until the appropriate time.
Never: Some objections are merely knee-jerk responses and do
not need to be answered or replied to.
Treat an objection as a request for more information.
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Closing the Sale

All top sales professionals are excellent at bringing the sales
conversation to a successful close.
Learning how to close a sale is a skill that can be developed.
The close is the most stressful part of the sales process for both
the sales professional and the customer.
The fear of failure is 80% of the reason the customer refuses
to make a buying decision.
The fear of rejection is 80% of the reason why the sales
person does not ask for the sale.

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Closing the Sale

The Relationship Model of Selling gives you a blue print for
reducing the level of stress involved in closing for both the
sales person and the prospect.
If you have established the relationship, built the trust,
identified the need or problem, and carefully presented the
solution, then confirming and closing the final 10% of the
sales process is much easier.

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Getting Re-Sales and Referrals

What is the best source for referrals and new sales?...
Your existing Customers!
The key to having a successful business is to create and
keep satisfied customers.
The first sale is the hardest and most expensive
The second sale is proof that you delivered on your
promises.
Re-Sales are 10 times easier than the new first sales they
require only 1/10 the time and effort to achieve

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Getting Re-Sales and Referrals

Referrals are 15 times easier to sell to than cold calls.
Customer retention is the key to sales success and profitibility.
THE GOLDEN CHAIN Develop an endless chain of
referrals from satisfied customers.
Ask the ultimate question..Based on your experience with us,
would you recommend us to others?
from a scale of 1-10 would you recommend us to others?
How can we serve you better?
Develop a customer service strategy that enables you to get
and keep your customers for life!
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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!
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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?

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Sales Success Intensive 1

During this hands-on face to face sales training, you will learn to:
Find more areas of opportunity and target better prospects.
Fill your sales pipeline with qualified leads.
Set more and better appointments.
Quickly identify needs and the hot buttons accurately.
Create and deliver powerful, persuasive presentations.
Answer and overcome objections.
Get consistent re-sales and referrals.
Build trustworthy, long-term relationships with your clients.
Double your closing ratio and increase profits
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Sales Success Intensive 1

This is a highly interactive crash course on professional selling,
that brings about sales increases and improvements as early as the
very next day.
We have so much confidence in this program, that if either you or
your salespeople are not happy for any reason, there is no charge.
I will be glad to schedule a day to provide your sales team this
intensive one day training program, or you are welcome to enroll
in the two scheduled programs on Friday, May 9th or Tuesday,
May 13th here at the OCEP campus.
Because you are a OCEP Member you receive a 50% discount for
the program!
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Thank You!

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