Sales Fundamentals

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

• Integrity Selling Focus is on values and ethics
  
• Selling is not something you do to someoneit is
  something you do with and for someonean 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

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Sales Fundamentals

• Do you know the difference between winning and
  losing in salesor in life???

1. Talent/ability
2. Preparation
3. Desire
4. DISCIPLINE!
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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?

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Sales Fundamentals

• We recognize that we must deliver.

• What the service will do for our prospect.

• Weve got to communicatePBS

• Personal Benefits!!

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Sales Fundamentals

• How do we sell the benefit or WIIFM.?

• Convert the program feature to a PB by saying
  this is what we doand HERES WHY ITS IMPORTANT
  TO YOU!
• Homeowners expect gimmicks!

• We simply must DIFFERENTIATE!!

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Sales Fundamentals

• Lets 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.

FolksTHESE ARE THE FEELINGS THE WORLDS BEST
SALES PEOPLE CREATE IN THEIR PROSPECTS!
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Sales Fundamentals
PRICE
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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

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Sales Fundamentals

• Price is rarely the sole deciding factor

• Price is not HIGH or low, its 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!
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Sales Fundamentals
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Sales Fundamentals
Leads 1st opportunity
Sales Process Differentiates
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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

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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???
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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
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Sales Basics

• Learn to use the Sales Chain.

Telephone Tips

• Use measured pace 125 wpm

• Limit call to 5 minutes!

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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?
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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!
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Sales Fundamentals

• THE OPENER
• Who Hello, Mr/Mrs ______, this is _____ with
  ..
• Why Im 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 seasondid you find my
  packet at the door?
• Qualify I have just a couple of quick
  questions to ask youabout your property?

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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 heres
how I can helprecommend appropriate program
and benefits
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Sales Fundamentals

• Provide BENEFITS to fill needs/wants
• Benefits are our way of answering every
  homeowners question.. WIIFM ?
• Mr/Mrs______, from your comments, it sounds like
  what you are really interested in is _____, I
  recommend the Super Duper program with
  aerationheres why its important to you.
• Check back to confirm buying signals Sound
  OK to you?
• If yes, you have a buying signalCLOSE!

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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!

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Sales Fundamentals

• Well detail closes shortlybut they include
• -The Assumption OK, lets do it !

-The Choice Decide which program makes
sense ?
-The Check Back Make sense? All rightyits
a deal !
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Sales Fundamentals

• Roadblocks/ Detours potential

• Too much money, period! No desire

• X service is cheaper No unique perceived
  benefits

• Im just not ready to decide now No hurry

• Gotta talk to the husband/wife No ability if
  true

• We dont think this stuff is safe No agreement

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Sales Fundamentals
Summary Tips on how to get YOUR price

• Dont 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

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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 Xbut
3. Remove it with benefits Think about this
provide answer or benefit
Check backDoes that make sense to you?
If yes ? If no ?
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Sales Fundamentals

• Closes you can use include
• The Assumption OK, since we both agree this
  makes good sense, lets 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, well set up your first visit
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Sales Fundamentals
OK, lets Role Play a few situations

• Common Sales Resistance situations/objections
• Your price is too high

• I think Ill just do it myself this year

• I cant afford any lawn service

• I dont think your products are really safe

• I dont need all that..how about just a spring
  weed and feed

• My wife/husband makes all those decisions
  

• Other favorites???

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This information provided by Bill Hoopes, Grass
Roots, Training/Consulting This information
provided by Bill Hoopes, Grass Roots
Training/Consulting www.trainandkeeppeople.com Blo
g www.trainingchamp.wordpress.com   www.trainand
keeppeople.com Blog www.trainingchamp.wordpress.
com