The Sales Activator - How can it be used with sales people?

1. What is it?
2. Why is it being used in organisations?
3. What are the benefits to the organisation?
4. How is the system being used?
5. Who is using it?
6. How can it be used with sales people?
7. Sales activator testimonials

The Selling Game™ focuses on the overall consultative sales process, from the mental preparation required beforehand to negotiating with the customer and closing the sale.

1 - preparing yourself for success

In sales, attitude is everything! This stage is about making sure that team members set themselves clear and compelling goals, feel calm, confident and in a positive frame of mind, and look forward to the selling experience.

2 - building relationships

Research shows that people buy from people they like, so team members' ability to build powerful rapport with customers, quickly and easily, provides them with the foundation for success in sales. This stage is about developing strong relationships based on mutual trust and respect.

3 - understanding customer requirements

The better team members understand their customers, the more effectively they will be able to align products and/or services to the customer's specific requirements, and the more likely they are to achieve a sale. This stage is about using questions in a systematic and persuasive way to find out what's important to the customer and gaining a full appreciation of their specific requirements.

4 - fulfilling customer requirements

Once team members have understood their customers' requirements, they are in a great position to meet them and win the business. This stage is about presenting proposals so that they show how your product/service totally fulfils the customer's requirements, and offer an irresistible proposition.

5 - negotiating for win-win outcomes

There may be occasions where team members have to negotiate with a customer prior to making a sale. This stage is about the strategies they can use in their negotiations to help establish common ground, develop the relationship with the customer even further and achieve a win-win outcome.

6 - handling objections and closing

The manner in which team members respond to customer concerns will have a major impact on their sales results. This stage is about pre-empting objections as far as possible and handling them positively if and when they do arise. It's also about taking a proactive approach to closing, and getting the sale.