Sales are SEX

Let's look at the concept of "Sales are SEX", the PEEFPACK sales technology, and the key points a salesperson needs to pay attention to when working with clients. Let's understand why to love sales and what are the key principles of an effective salesperson.

Preparation is 50% of success. How to prepare for the sale, what to prepare and what goals to set for the call, sale, week, month. Also in the lesson describes the psychological preparation of the seller and its importance for the result.

The successful salesperson always collects information about the history of the client, his request and about him before contact with the client in the preparation stage. In this lesson we will analyze the sources of information about customers and the usefulness of this information for further contact. We also examine the typology of clients according to their communication style and its use in work with clients.

Making contact is a key stage in sales, since the ideal sale is the result of a conversation with the client. In this lesson, we will review techniques for making contact and the "relationship thermometer" technique. Here we will consider how to make first contact with the client to go straight to a high level of trust.

In this lesson we'll take a deep dive into the techniques of making contact, building a conversation that will move you toward a sale. We'll take a detailed look at Small Talk, Maugli, and complimenting techniques. Detailed study of how to make contact with difficult to communicate with customers.

People don't buy goods and services, but what they can bring. Since customer needs are the difference between "I want/need" and what I have, a salesperson's job is to find out or shape customer needs. In this lesson, we break down the 5 stages of need formation, the difference between needs and motives, and the types of customers by motive for purchase.

The seller's main tool in identifying needs are questions. In the lesson we will consider the funnel of questions to identify the needs, 4 different techniques for asking questions (PNB, NADO, SPIN, quick start), which will help you get closer to closing the deal.

The presentation is the part of the sale where the client must see for himself the connection between his need and our offer. The seller's job at this stage comes down to proving that our product really solves the client's problem. Let's look at FPV techniques and presentation enhancers that help present products effectively.

Closing the deal is the most important step in sales because it determines whether or not the sale happens. Closing a transaction is the action a salesperson takes to get a customer to make a purchase decision. In this lesson, we'll look at seeing the deal close, the algorithm, and the supporting techniques that will help in making the sale.

Every salesperson regularly encounters rejections and objections from customers. In the lesson we will talk about the reasons for refusals and objections, how to work with them, and what information you can get in order to close the deal successfully. We will also work through the seller's behavior in the event of a final rejection.

Objections are the client's evaluation of the seller's performance during the identification or formation of needs. Also, objections are a buy signal. That is, objections are a presale if you work with them effectively. In this lesson we will consider the algorithm of work with objections, techniques of working off objections, techniques of sale of the price and answers to key objections of clients.

Conflict with the client occurs when the interests of the client do not coincide with the interests of the seller. In the lesson we will consider techniques of behavior of the seller LAST, LATTE, SPA, TASS and others, which will allow to settle the conflict and to keep warm contact with the client.

A salesperson's job is to guide the client along the path from opening the deal to closing it. In this lesson, we'll look at the important points about accompanying a client, explore tools for working with different types of payers, and summarize the course.