Return On Intelligence is an
international research consultancy
dedicated to providing, customized
research solutions and experienced,
objective advice to optimize sales
results for businesses of all sizes.
We work with our customers
to help them improve through the
following sales
enablers.
Increase sales, increase profit,
develop sales strategies.
New and
innovative
sales strategies and tactics
that will improve sales productivity
through better sales planning
and provide leadership coaching
that will lead
to improved
skills for coaching sales teams.
A winning strategic and
tactical plan that will continue
contributing to
company growth
long after our engagement.
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DEVELOPING YOUR REPERTOIRE A MUST HAVE
Great presenters, speakers, actors, lawyers and yes great sales people all must have a repertoire that they know cold and can depends on when the need arises. It is obvious that you need to have great product and process knowledge as well as business acumen, but for now that is not what I am talking about.
What I am referring to is your ability to communicate with the prospect through out the sales process, your patter, stories, examples, proof sources, Elevator pitches, and general benefit statements. In addition some very successful sales people have listed the most common objections they get when selling their product or service and developed answers to those objections and learned them cold. In addition most successful sales people know more then one or two methods of closing and know them cold. Many know at least a dozen and with variations have up to 50 closing techniques.
Closing and objection handling will be covered in another set of notes in the Street Smarts Series. For now let’s start with the basics.
Elevator Pitch. See my note in Street Smarts on elevator pitch
General Benefit Statement. See my note in Street Smarts on General benefit statement.
Industry Knowledge
Quotes
Similar Situation Stories
Industry Knowledge: Be well read on all aspects or your industry and your competitors, what is going on, who is doing what, government regulations and such. The internet will supply you with all you need. Be prepared to discuss this information with your prospect as he or she may be depending on their supplier to keep them informed.
Quotes: "Certain important influential people have no doubt been commenting on aspects of your industry. Pick out those that support your companies thinking and direction and use them where appropriate. When asked a question it’s great to respond with you know what Ralph Nader said about that and then use this as an opportunity to transition to some benefits of your product or service. Smooth, cool."
Similar Situation Stories: Every seasoned sales person has a repertoire of great stories, if you have them use them often and if you don’t have them borrow them from those that do. You can start the story with I have a client similar to you and, or an associate of mine has a client that had a similar problem, now tell your story. Story telling is always a good way to make a point, keep them short but sweet
Be prepared to make an investment, one that I can assure you will give you great returns. LIC, learn it cold. Learn it all, practice it, say it, tell it over and over, make it a reflex. Work on them until you can tell them, quote them, on the balls of your feet at the drop of a hat.
Over time all of these will come, but do you want to wait .Force the issue now and accelerate your professionalism and your success.
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