Sales Fundamentals

This information provided by Bill Hoopes, Grass Roots Training/Consulting www.trainandkeeppeople.com Blog: www.trainingchamp.wordpress.com Sales Fundamentals Integrity

Sales Fundamentals • Integrity Selling – Focus is on values and ethics • Selling is not something you do to someone…it is something you do with and for someone…an exchange of value • Understanding wants and needs always precedes any attempt to sell something • Sales ‘techniques’ give way to ‘selling principles’ • Integrity and high ethics are the basis of long term success • Sales pressure is exerted, not by the seller but by the prospect, when they feel they want or need the item in question • Closing is a victory for both the sales person and customer

Succeeding involves lots of • give and take.. most aren’t willing • to give what it takes! Sales Fundamentals • Do you know the difference between winning and losing in sales…or in life??? 1. Talent/ability 2. Preparation 3. Desire 4. DISCIPLINE!

Guys…I haven’t decided that I want the service! Sales Fundamentals • As the seller, you need to control these thoughts, feelings….by answering the BIG question…. • “WIIFM”….? • Every question, concern, hesitation is there for one reason… • So, whadda we do?

I’m glad you have discounts and great products … but it’s the “PBs” that matter! Sales Fundamentals • We recognize that we must deliver…. • What the service will do for our prospect…. • We’ve got to communicate…PB’S • Personal Benefits!!

I’ve had lawn services before…and I think you guys are all alike! Sales Fundamentals • How do we ‘sell the benefit’ or WIIFM”….? • Convert the program “feature” to a PB by saying… “this is what we do…and HERE’S WHY IT’S IMPORTANT TO YOU”! • Homeowners expect gimmicks! • We simply must DIFFERENTIATE!!

Sales Fundamentals • Let’s understand what benefits the buyer really does want! • Reduce my stress – Remove the worry about MY lawn • Make it easy for me – Show me a simple, risk free plan • Make me look successful/smart – Picture a great lawn! • Make me feel secure – Convince me you are trustworthy and reliable. Folks…THESE ARE THE FEELINGS THE WORLDS BEST SALES PEOPLE CREATE IN THEIR PROSPECTS!

Without differentiating, all you have to offer is… Sales Fundamentals PRICE

PRICE Sales Fundamentals Prospects see the price in terms of… • Money … but what else is seen as a cost??? • Hassle related to change • Fear of making a mistake • Need to trust a new provider

PRICE Sales Fundamentals • Price is rarely the sole deciding factor • Price is not HIGH or low, it’s relative! • If benefits not communicated, any price is too high! • Buyers want to know they got ‘the best price’, not lowest! Overcome price resistance by using all your tools to differentiate and communicate value!

Build continuity - ‘Sales/Service Chain’…. Service = Satisfaction Sales = Conversion Marketing = Awareness Sales Fundamentals

Deliver great Service! Close [confirm sale] at ‘buying signal’ Customized message differentiates with unique value proposition With benefits communicated, questions/concerns handled…. On lawn or phone… same day follow up ! Use qualifying opener and probes to ID ‘wants’ Sales Fundamentals Leads = 1st opportunity Sales Process Differentiates

Quality Leads Sales Basics • Learn to use the ‘Sales/Service Chain’…. • Run em’ real fast! You close more! • Knock on the door..you might get a sale! • Measure and price accurately • Be property specific • Be a problem solver/helpful Free analysis and price quote • Be unique • Be personal and professional • Include urgency

Quality Sales Sales Basics • Learn to use the ‘Sales/Service Chain’…. Sales tools at your desk include….??? • Lawn analysis with property specific notes • Sales program/benefits sheets • Competitor info sheets Anything else???

Quality Sales You must make a good connection, plug in before you turn on…personalize, shared interest, etc Sales Basics • Learn to use the ‘Sales/Service Chain’…. We need Content plus Quality You have 15 seconds to make a positive impression..enthusiasm, tone, urgency and message..all important

Quality Sales • Really try to smile! Sales Basics • Learn to use the ‘Sales Chain’…. Telephone Tips • Use measured pace [125 wpm] • Limit call to 5 minutes!

4. “Should I say yes today”? Sales Fundamentals It takes place in the Sales “INTERVIEW’ where important questions are asked and answered. • Name 4 questions each prospect will answer before buying: 1. “Do I want it”? 2. “Do I want this one [product or service]”? 3. “Is the price fair for what I will receive”?

LOOK FOR THE BUYING SIGNAL….NOW! Sales Fundamentals The Sales “INTERVIEW’ • Four basic steps are always included: 1. “Opener” – who, why, qualify 2. “Probing Questions” – identify “wants” 3. “Features and Benefits” – Fill “wants”/remove concerns 4. “Close” the sale!

Sound reasonable? Got a better opener? Sales Fundamentals • THE OPENER • Who– ‘Hello, Mr/Mrs ______, this is _____ with ……..’ • Why – ‘I’m calling to let you know I stopped by today to inspect the lawn [landscape] and have some important recommendations I believe will really help you out this season…did you find my packet at the door’? • Qualify – ‘I have just a couple of quick questions to ask you…about your property’?

Let’s hear from you…comfortable with the ‘probes’? Sales Fundamentals • PROBING QUESTIONS [ID ‘needs/wants’] ‘Mr/Mrs._____, to help me focus on your lawn, I need just two pieces of information: First, may I ask how you took care of the lawn [landscape] last season? Second, what would you most like to improve on this year’? [weeds, color, better service] ‘Mr/Mrs_____, I appreciate the information about the lawn and your goals …here’s how I can help’…[recommend appropriate program and benefits]

Sales Fundamentals • Provide BENEFITS[to fill ‘needs/wants’] • Benefits are our way of answering every homeowner’s question.. ‘WIIFM’ ? • ‘Mr/Mrs______, from your comments, it sounds like what you are really interested in is _____, I recommend the Super Duper program with aeration…here’s why it’s important to you’. • ‘Check back’ to confirm ‘buying signals’: ‘Sound OK to you’? • If yes, you have a buying signal…CLOSE!

OK, well..when would you be out and how will you bill me? Sales Fundamentals • Spotting “Buying Signals” • You will hear the prospect take ownership of the buying decision… • “If” changes to “When”, “Yours” becomes “Mine”, “Would” becomes “Will”… • Time to close or ‘confirm’ the sale!

NOW, closing or “confirming” the sale is actually EASY Sales Fundamentals • We’ll detail closes shortly…but they include: • -The ‘Assumption’ – “OK, let’s do it’ ! -The ‘Choice’ – “Decide which program makes sense” ? -The ‘Check Back’ – “Make sense? All righty…it’s a deal” !

Sales Fundamentals • ‘Roadblocks’/ ‘Detours’ [potential] • “Too much money, period”! –No desire • “X service is cheaper” –No unique perceived benefits • “I’m just not ready to decide now” –No hurry • “Gotta talk to the husband/wife” –No ability [if true] • “We don’t think this stuff is safe” –No agreement

PRICE Sales Fundamentals Summary: Tips on how to get YOUR price: • Don’t assume you can sell everyone! Sell to those who want YOUR benefits • Avoid talking price until benefits understood • Communicate benefits vs. any other choice • Reduce price to lowest common denominator

Sales Fundamentals • Removing ‘sales resistance’ [questions/concerns] 1. Understand the question/concern – “May I ask why you feel that way”? 2. Acknowledge the concern – “I can understand your conern/question about X…but” 3.Remove it with benefits – “Think about this” [provide answer or benefit] Check back…“Does that make sense to you”? If yes ? If no ?

NOW, closing or “confirming” the sale is actually EASY! Sales Fundamentals • Closes you can use include: • The ‘Assumption’ – “OK, since we both agree this makes good sense, let’s get the first visit set up” -The ‘Choice’ – “All we need to decide is which program will work best for you…” -The ‘Check Back’ – “Make sense? OK, with your approval, we’ll set up your first visit”

Sales Fundamentals OK, let’s Role Play a few situations: • Common Sales Resistance situations/objections • ‘Your price is too high’ • ‘I think I’ll just do it myself this year’ • ‘I can’t afford any lawn service’ • ‘I don’t think your products are really safe’ • ‘I don’t need all that..how about just a spring weed and feed’ • ‘My wife/husband makes all those decisions’ • Other favorites???

This information provided by Bill Hoopes, Grass Roots, Training/Consulting This information provided by Bill Hoopes, Grass Roots Training/Consulting www.trainandkeeppeople.com Blog: www.trainingchamp.wordpress.com www.trainandkeeppeople.com Blog: www.trainingchamp.wordpress.com

Sales Fundamentals