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Words that Sell

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13 words that can transform you into A SUPER SELLER


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Superheroes have many powers ...


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Super Strength


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Flying


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Invisibility


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It seems like superheroes can do it all.


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While salespeople might not have super strength, can’t fly and aren’t invisible …


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They do have a unique power …


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A power that closes more deals.


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A power that gains prospect’s trust.


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That power is…


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WORDS


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Harness your power and use these 13 words to transform into a SUPER SELLER.


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Want insight into the best times to use these words in your emails? The 2015 Email Opens Report tells all. GET A FREE COPY OF THE 2015 REPORT  


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1 You


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In sales it is all about prospects. Make them feel special by using the word “you” early and often.


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In sales it is all about prospects. Make them feel special by using the word “you” early and often. Pro benchmark: Drop “you” once every minute.


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2 Value


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“Customers don’t care about features and benefits, they only care about about value and achieving their objectives.” –Colleen Francis


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“Customers don’t care about features and benefits, they only care about about value and achieving their objectives.” –Colleen Francis Make clear how you provide value.


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3 And


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The word “but” signals you are about to utter a statement that runs counter to what they want to hear.


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The word “but” signals you are about to utter a statement that runs counter to what they want to hear. Use “and” instead.


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Sales coach, Seamus Brown offers an example: I see that you only have a budget of $50,000, but let me tell you why our system costs $100,000.


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Sales coach, Seamus Brown offers an example: I see that you only have a budget of $50,000, but and let me tell you why our system costs $100,000.


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“And” is inclusive, allowing you to seem like you’re agreeing even when you’re disagreeing.


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4 Do


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Replace “try” with “do,” to exude competency and trustworthiness.


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Replace “try” with “do,” to exude competency and trustworthiness. Instead of saying “I’d like to try …” say “What I’ll do is …”


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5 Or


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Presenting multiple options can double or even triple your odds of receiving a yes.


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Presenting multiple options can double or even triple your odds of receiving a yes. Don’t just ask for a signed contract, offer contract A, B, or C .


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6 Should we?


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Nobody wants to be told what to do. Turning suggestions into questions is a great way to maintain respect.


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7 Consensus


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Widespread support is the #1 thing senior management looks for according to The Challenger Sale.


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Widespread support is the #1 thing senior management looks for according to The Challenger Sale. Get management on board by conveying consensus.


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8 Imagine


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Storytelling is a useful tactic, but don’t just tell a story…


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Storytelling is a useful tactic, but don’t just tell a story… Cast your prospect as the protagonist.


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These email templates would make my job so much easier. The word imagine allows prospects to not only hear about what the product can do, but picture themselves with it.


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These email templates would make my job so much easier. ACCESS 36 FREE SALES EMAIL TEMPLATES NOW The word imagine allows prospects to not only hear about what the product can do, but picture themselves with it.


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9 See; show; hear; tackle


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So it’s not technically one word, but they’re all in one family: the sense evoking family.


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So it’s not technically one word, but they’re all in one family: the sense evoking family. Use sensory language to grab your prospect’s attention.


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10 Their Name


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Similar to “you,” using their name shows your presentation is customized just for them.


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Similar to “you,” using their name shows your presentation is customized just for them. Get people to pay attention and even like you more by using their name.


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11 Power Words


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Incorporate power words to provoke strong feelings throughout your sales conversation.


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Incorporate power words to provoke strong feelings throughout your sales conversation. g Stunnin Devote d Mind Spirit -blow e Bravery ing Blissful Hop Grit Spectacular Amazing aking t reath B Wondrous Vict heer ory C tional Daring Sensa s Conquer uts Fearles G Faith Hero Magic


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12 Because


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Imagine this scenario: Two people ask to cut you in line, one says: “Can I cut in front of you?” The other says: “Can I cut in front of you, because I’m late for work.”


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Imagine this scenario: Two people ask to cut you in line, one says: “Can I cut in front of you?” The other says: “Can I cut in front of you, because I’m late for work.” Which would you say yes to?


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Ellen Langer, social psychologist and professor at Harvard University, conducted a study that shows people are 20% more likely to do something you ask when you include a reason.


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13 Opportunity


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Your prospects already know they have problems; it’s your job to fix them. Don’t restate their problem.


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Your prospects already know they have problems; it’s your job to fix them. Don’t restate their problem. Express that you see an opportunity to make it run more smoothly.


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That’s it, those are the 13 words.


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The 13 words that have the power to gain prospects trust.


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The 13 words that have the power to close more deals.


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The 13 words that have the power to transform you into a SUPER SELLER.


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You know the words -- now you need to use them. 36 SALES EMAIL TEMPLATES for prospecting, scheduling meetings, following up, networking, and asking for referrals. CLICK TO GET 36 FREE EMAIL TEMPLATES  


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