Advance Sales Training

SALES CYCLE

SHORTENING THE

SALES CYCLE

Sales Cycle

3 Businesses in 1 – MSI

A Cycle - period beginning from cold contact to securing a deal/enrolment.

• WI/CI business - 30mins to 3weeks• Corporate - 3weeks to 3months• Outreach - 3months to 1year

What is your Business Focus??

SALES CYCLE

• MARKETING – GENERATE LEADS• FOLLOW UP TO INVITE PROSPECT TO VISIT CENTRE FOR CLASS

AUDIT OR TOUR• MEET & GREET PROSPECT• IDENTIFY THE DECISION MAKER• UNDERSTAND NEEDS THROUGH FACILITY TOUR• PROVIDE SOLUTION TO ADDRESS IMMEDIATE NEED• HANDLE ANY OBJECTIONS• ASK FOR ORDER OR SET NEXT APPOINTMENT• UPDATE CUSTOMER RECORDS & FOLLOW UP DATE

MARKETING – GENERATE LEADSACTIVE OR PASSIVE MARKETING??

• FLYERS• ADVERTISEMENTS• ROADSHOWS• SEMINAR• TRADE FAIR• OPEN HOUSE• DIRECT MAIL• MAIL BLAST• REACHING OUT – COLD CALL/EMAILS/FAXES

WORKING WITH PROSPECT

• WALK IN PROSPECT• PHONE IN PROSPECT• FAX IN OR EMAIL PROSPECT

FACILITY TOUR• PROPOSE

– BUILD CREDIBILITY– BUILD RECOGNITION– DEMONSTRATE PRODUCTS & SERVICES– UNDERSTAND CUSTOMER IMMEDIATE NEEDS– OFFER SOLUTIONS– GAIN COMMITMENT– CLOSE SALES

FACILITY TOUR• WHEN TO TOUR?

– MOST EFFECTIVE AFTER CLASS AUDIT– BEST TO DO THE TOUR BEFORE INTRODUCING PRODUCTS

OR SERVICES• THIS IS NOT A SITE SEEING TOUR• OPPORTUNITY TO DEMONSTRATE OUR SERVICES AND ASK

QUESTIONS TO UNDERSTAND CUSTOMER NEEDS• Course Consultant MUST LEARN TO STOP TALKING AND ASK

QUESTIONS TO DRAW OUT NEEDS• AT THE END OF THE TOUR, Course Consultant SHOULD HAVE

ANSWERS TO THE 8 Q

NEEDS ANALYSIS (8 Qs)

• ACADEMIC ACHIEVEMENT• CAREER PROSPECT• TIME AVAILABLE FOR CLASS• EARLIEST START DATE• TYPE OF LEARNING SUPPORTS DESIRED• E-LEARNING/ CLASSROOM LEARNING• INVESTMENT AMOUNT• DECISION MAKER FOR THE INVESTMENT

NEEDS ANALYSIS SAMPLE QUESTIONS

• “Tell me more about your academic achievement to date.”• “What type of career/ job would you like to do in future?”• “Would you prefer day classes or night classes?”• “What is the earliest date you can start your course?”• “What type of learning supports you would expect from us to help you

with your study?”• “Which mode of learning would you prefer? eLearning or Classroom?”• “How much would you be willing to spare for your degree?”• “Is there someone else that is involve in deciding on the course that I

would know about?”

SALES FOLLOW UP• ALWAYS FOCUS ON PROGRESSION

– COLD CALL – SET APPOINTMENTS – TOUR – UNDERSTAND NEEDS – OFFER SOLUTION – FOLLOW UP – CLOSE – ASK FOR REFERRAL

• FOLLOW UP CALL– BEFORE EACH CALL, DETERMINE THE CALL OBJECTIVE– WHY ARE YOU CALLING THE PROSPECT?– WHAT DO YOU WANT TO ACHIEVE?

• EMAIL – ENSURE THAT THE CONTENT IS PROFESSIONALLY WRITTEN

• PROMOTION AND DISCOUNT– WHEN TO OFFER & HOW TO OFFER?– Course Consultant MUST WORK OUT THE NEGOTIATION STARTEGY BEFORE MAKING

THE OFFER.– “ IF I CAN GET YOU THE ADDITION 5% YOU ASKED FOR, WILL YOU BE ABLE TO SIGN

UP FOR THE PROGRAM TODAY?”

Advance Sales Training

SHORTENING THE

SALES CYCLE

LIFE

WHAT IS LIFE?

Are you living or …… existing?

EMOTIONS

Your Life = Your ………….

The Source of All Emotion is a Constellation of Three Forces:

• A Pattern of PHYSIOLOGY• A Pattern of LANGUAGE• A Pattern of FOCUS/BELIEFS

SALES EMOTIONS• TRAINED & EQUIPPED• BORED• TRY & TRY AGAIN• CONFUSED• FRUSTRATED• DEMOTIVATED• DEPRESSED• DELIRIOUS

• DESPERATE• SUICIDAL

• TRAINED & EQUIPPED• EXCITED• PURSUE & GO FOR IT• CLARITY• ENJOYMENT• MOTIVATED/DRIVEN• ELATED• CONVINCED/CONFIDENT

• INSPIRED• FULFILLED

What is stopping you?

The two primary fears of all human beings:

1. You’re not enough2. You won’t be loved/liked/accepted

STRESS = FEAR

What drives you?

ALL ARE DRIVEN BY ONLY TWO FACTORS:

1. BY VALUES YOU WANT TO HAVE.2. BY VALUES YOU WANT TO AVOID.

Why do it?

Everything we do, we do for six reasons:

1. Certainty2. Uncertainty3. Significance4. Connection

5. Growth6. Contribution

Values & Beliefs

WHY & HOW YOU DO IT IS BASED ON:

YOUR VALUES & BELIEFS

Values

Values are the emotional states that we believe are important to either experience or avoid.

Two Targets:1. Success, Love, Joy, Adventure, Wealth, Peace,

Health, Security, Passion, Ecstasy……2. Failure, Frustration, Hate, Depressed, Lonely,

Rejection, Bored, Guilty………….

THE POWER OF BELIEFSA Belief is a feeling of Certaintyabout what something means.

(An strong perception of Certainty?)

Three beliefs for lasting success:1. IT MUST CHANGE …..2. … MUST CHANGE ….3. … CAN CHANGE ……

Why MUST I CHANGE?

The PAST does not equal the FUTURE,unless you live there!

Does this belief empower me or limit me?

• Beliefs are never absolutely true• Beliefs are not proven facts

• Do you know what were previous results?• Do you know what is expected of you?• Do you belief you can achieve RM30K/month?• When do you think you can achieve this target?

Why are Beliefs Absolutely Important?

• Your Beliefs will Dictate your Words and Actions• Whatever you belief strongly about becomes a reality.

B’cos you will take all the actions that support that belief, thus encouraging the results.

• Beliefs acts as ‘on’/’off’ switch to our brain potential

• Whether or not you believe you can or you believe you can’t, either way you are right!

– Henry Ford

Vocabulary of an Outstanding CC• Can I• Give Me• Not Sure/Don’t think so.• Don’t Know• Don’t Understand• Don’t Care• I thought/Assume• Let’s See• Later (Wait & See)• Next Day/Week/M/Year• Let it Happen• Will Try• Will Help• Told Him/Her• Passed to Him/Her• Have To, But• Should Have, But• How can you Help Me• Why not?

• May I• Please/Kindly• Make Sure• Find Out• Do My Best to Understand• Do Care• Have we/I?• Will See to it• Do it Now• Today, This Week/M/Y• Make it Happen• Will Do My Best• Will Ensure• Informed Him/Her Clearly• Made Sure He/She is Aware• Want To• I Must• How can I get Help• How about …?/ Perhaps ?• I Choose

What is your self-talk?

(Are you programming yourself for success/failure?)

• Am I not good in selling?/ Am I a top sales force?• I make mistakes after mistakes?/ I learn from mistakes• I lost big prospects/clients?/ I will get a bigger one next• No one is calling?/ I MUST call them?• This is hopeless?/ I MUST change until I see results?• I have no luck or I hv not been given the opportunity?/ I live to make my own opportunities/luck.

Programming yourself for successJust say (tell yourself) :

• I Can Do IT and I Will Do IT!• If IT does not work, I Will Change till IT Works!• I am Responsible for my Actions; I Will Choose to Change IT if needed!

THANK YOU

CERTAINTY IS CREATED WITHIN YOU

NOT BY YOUR ENVIRONMENT- Anthony Robbins