20030501 joe roberts

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Slide1: 

7 Secrets To Scientific Selling By Joe Roberts

Slide2: 

Attitude Humor Desire

Exercise: 

Exercise What are the Elements Necessary To Make Fire

The Four Sales Elements: 

The Four Sales Elements Budget Decision Maker Timeline Need

Slide5: 

What the next best thing to a quick Yes?

Slide6: 

What’s Your Customer’s 3am issue What’s Their Customer’s 3am issue

Slide7: 

The Typical Sales Organization The Model of Sales Effectiveness The Customer’s 'Business Pain' The Typical Sales Organization

Slide8: 

Stop Selling and Start __________? SOLVING!

Slide9: 

AVIS We’re # 2 and we try Harder

Slide10: 

We’re Scale Down not Yale Town

Slide11: 

Dr. Alan Haynes's Wisdom 5 Things Every Day

The Seven Secrets To Scientific Selling: 

The Seven Secrets To Scientific Selling #1 Understanding the Sales Process #2 Eliminating Time Burglars #3 Track and Mange your sales opportunity #4 It’s about 'qualifying' not 'closing' #5 Stop Selling Start Solving #6 Find your Unique Selling Proposition #7 Proactive selling activity

Slide13: 


Slide14: 

WHAT IS A SALESPERSON? They wish their merchandise was better, their price lower, their commission higher, their territory smaller, their competitors more ethical, their goods more promptly delivered, their boss more sympathetic, their advertising more effective, their customers more human.

WHAT IS A SALESPERSON?: 

But they are realists who accept the fact that none of this will ever be. Each morning they hoist onto their back the dead weight of last year’s sales record and this year’s quota and go forth to do it all over again. WHAT IS A SALESPERSON?

Slide16: 

WHAT IS A SALESPERSON? Yet, for all that, they are absolutely certain that tomorrow will be better and there is nothing they would rather be - than a SALESPERSON!

Slide17: 

Questions? www.joeroberts.ca info@joeroberts.ca

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