Using Proven Sales Techniques for Selling WorkKeys as a Solution to Business Stacy A. Sacco, MBA 505-489-2311 sasacco@aol.com New Mexico Networking Links www.nmnetlinks.com Presentation Outline •  Underlying Sales Principles •  Qualifying Prospects •  Active Listening Skills: –  Talk Benefits –  Mirroring Your Prospect –  Handling Objections –  Identifying Buying Signals –  Closing Techniques –  Creating a W.O.W. Moment •  Give It Back Better Than You Got it •  Break •  Role-Playing Scenarios •  Open Forum: Sales and Marketing Dialogue 2 Thinking Outside the Box Using a pen or pencil, connect the dots with only four lines. Start at one dot and connect all of the dots without living your pen or pencil from the paper. You may cross a dot more than once. Good luck! 3 4 5 6 7 R.O.I. Your value is a factor of how much you help increase bottom-line profits by either increasing revenues or decreasing costs. Profits = Revenues – Costs 8 MU/P Ratio Marginal Utility Value = Price (Driven by W.I.I.F.M.) 9 It’s Chess, Not Checkers 10 [...]... Biblical Characters Sex in the City Winnie the Pooh Characters 28 Needs Differ by Type Art of Relating Amiable Analytical Driver Expressive maintain relationship task/ process task/ results relationship/ interacting confrontation embarrassment loss of control loss of prestige submit withdraw/ avoid dictate/ assert attack/ be sarcastic Seeks attention accuracy productivity recognition Likes you to be pleasant... breaking things apart to find out how they work, though not always able to put them back together, so you destroy all the evidence of your activities You are a compulsive liar Twisted Apart, The Inside, And Then Toss The Cookie: You are good at business and take risks that pay off You take what you want and throw the rest away You are greedy, selfish, mean, and lack feelings for others You should be ashamed... menacing fairytale creatures An indomitable Southern belle loves and loses and loves again a slyly dashing war profiteer as she struggles to protect her family and beloved plantation A pig raised by sheepdogs, learns to herd sheep with a little help A cynical weatherman is forced to continuously re-live the worst day of his life until he learns to become a better person A callous nightclub owner in a. .. time to do them Mental breakdowns and suicides run in your family Valium and Ritalin would do you good Dunked: Everyone likes you because you get your work done quickly You like to sugarcoat unpleasant experiences and rationalize bad situations into good ones You have a propensity towards narcotic addiction Twisted Apart, The Inside, And Then The Cookie: You have a very curious nature You take pleasure... be ashamed of yourself Just The Cookie, Not The Inside: You enjoy pain I Just Like To Lick Them, Not Eat Them: Stay away from small furry animals and seek professional medical help immediately I Don’t Have A Favorite Way; I Don’t Like Oreo Cookies: You probably come from a rich family, and like to wear nice things, and go to up-scale restaurants You like to be 26 pampered You are a prima donna There’s... Golden Rule: Treat others as you want to be treated •  Platinum Rule: Treat others how they want to be treated 21 Talk Benefits Features •  •  •  •  •  •  •  •  •  Accessories Delivery Materials Options Price Quality Shape Size Weight Benefits •  •  •  •  •  •  •  Durable Easy to service / repair Easy to use Improved accuracy Lasts a long time Less maintenance More choices to meet your individual needs • ... fair and friendly manner, graciously and courteously •  That you want to help them •  To see you as the solution to their problem, and not be seen as your problem •  To be treated as mature adults, not as children •  That you will be patient with them if they are having trouble explaining their concern •  That you will do what you say you’re going to do! Source: Life Skills Education 20 The Platinum... Future Past Past, present, future Desk Awards and plaques Pictures of people, groups Personal mementos Neat, filled with reports What - Get to the point - Focus on relationship - Be agreeable - Be thorough to Say? - Be businesslike - Be enthusiastic - Be predictable - Provide facts - Talk about results - Be approachable - Use the "we" word - Don't get too personal - Argue facts, not feelings - Be a good... Steps to Making a Sale A. I.D .A vs Sales Building Blocks Awareness Interest Desire Action 1 2 3 4 I.D Decision Maker Does he/she have the authority to purchase your services? Establish Need Does your hotel meet his/her needs? I.D Timeline Are they ready to buy? $ Budget Does he/she have the money to purchase your services? SALE! 17 Effective Communication •  •  •  •  •  •  •  •  •  •  Always have a goal... Red Yellow Steadiness Cautious Dominance Influence Beaver Owl Fox Dolphin Dove Owl Eagle Peacock Abraham Moses Paul Peter Charlotte York Miranda Hobbes Samantha Jones Carrie Bradshaw Pooh Eeyore Rabbit Tigger Charlie Brown Characters Charlie Linus Lucy Snoopy Who Moved My Cheese? Haw Hem Sniff Scurry Kiersey & Bates Myers-Briggs Type Indicator The Color Code DISC PM Leadership Training Sales Success . Using Proven Sales Techniques for Selling WorkKeys as a Solution to Business Stacy A. Sacco, MBA 505-489-2311 sasacco@aol.com New. them •  To see you as the solution to their problem, and not be seen as your problem •  To be treated as mature adults, not as children •  That you