Sales Ninja Killer Newsletter

This comes from my recent coaching session with a group of sales managers of a sizeable company.

My client was preparing for their presentation to their prospect’s senior management team. As the deal size is significant, they hired me for a coaching session to provide my insight to see if there are anything else that can be improved.

Their lead presenter is a 17 years sales veteran, let’s call him John (not his real name). I sat down and started taking notes. John started his presentation and i’m impressed. They crafted a great presentation based on the model i shared with them at Sales Ninja Hypnotic Presentation (a group ‘sales’ presentation training).

Here are some of his best practices:

• Shorten company introduction and focused on client’s issues.
• Brought up serious issues client is experiencing.
• Intensified affected areas if issue persisted and not resolved.
• Recommmeded solutions to tackle issues.
• Good use of storytelling and metaphors to explain their technical details.
• Voice, tonaility and gestures were great. 
• Plus a few more…

But when John reaches the Closing stage, he made a terrible… horrible… mistake. I told him that, he listened and he was *shocked* at his mistake.

There are 2 parts to Hypnotic Presentation:
1 – Structure.
2 – Delivery.

In Structure there are 8 parts:

1. Opening
2. Agenda
3. Needs Check
4. Body
5. Summary
6. Q&A
7. Closing
8. Follow-up

In the closing stage, John said this “Well thank you for having us here, we can definitely help you Y (benefit). I hope you give us a chance and do call us after you’ve made a decision.”

I recommended John to close it this way… “Well thank you for having us here, we can definitely help you Y (benefit). After looking at our recommendations, do you see a possibility of us working together?”

Bang! John was stunned. In his own words… “I can’t believe i didn’t ask for the order. We spent so much time designing the pitch we totally missed out on the selling process. Luckily you saw that.”

Do you see the difference between version 1 and version 2?

What is closing? My saying…

“Closing is asking for the order.
 If you didn’t ask for the order, you didn’t close.”
~ Hanzo Ng, Sales Ninja Grandmaster

So remember to Close the sale and ask for the order. John also made 2 other presentation mistakes. I may or may not share them in the future. Afterall, they did pay me $1500 for the 2 hour coaching.

Wishing you more sales… with less effort!

Unconventionally,
HANZO NG
Sales Ninja Grandmaster

// 17 Years Sales Veteran SHOCKED At His 3 Presentation Mistakes!
// Hanzo Ng, Sales Ninja Grandmaster

Hanzo Ng has been called the ‘most influential sales trainer’ by his participants and is highly demanded for his unconventional Sales Ninja training programmes. He is also the author of Secrets of the Sales Ninja, available in major bookstores in Malaysia and Singapore.

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for Sales & Customer Service Lessons I: click here
for Sales & Customer Service Lessons II: click here

The sweetest English word is our name.
We like to hear our names.
And we need to use it a lot in our interaction with our customers.

Now, let’s talk about Armani, one of my favorite designer labels. I was in KLCC (a high end shopping mall in Kuala Lumpur), walked into Emporio Armani to get some clothes. You may or may not know, Emporio Armani is very expensive! That day, I bought about $3,000 worth of clothes.

As I was paying, I was waiting for some super service lines that this super expensive store will give me.

Know what I got? “Thank you, please come again.”

What the…?? Can’t you see my name written on my credit card? Can’t you ‘customized’ your canned speech to, “Thank you Mr. Hanzo for shopping at Emporio Armani, the choice you made with the fine shirt and Armani Jeans is fantastic, you look absolutely great in them. (or whatever ego brushing script) Please come again.”

Lesson: Use your customer’s name when you talk to them. And customize your lines according to the situation.

Sub lesson: Most sales people fail to customize their presentation with the information they have probed. They typically run through their presentation as if the information they just got isn’t there. Big mistake. Customize!

Unconventionally,
HANZO NG
Sales Ninja Grandmaster

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“Based on your previous purchase, these are some of the products we also recommend: ” If you bought something online, i’m sure you have received one of these emails from the online retailer. I see the trend where the sellers are customizing their approach to the buyer because buyers like to buy but don’t like to be sold. Imagine you walk into your favourite restaurant and their manager comes to you and say “the usual starter Mr. Hanzo?” And then i orders the steak, the manager says, “medium rare Mr. Hanzo?”. Totally customized. How about the drinks? Some people like their drinks to be sweeter. Some like their food to be spicier. Some like their food to be saltier. Customization!

How would you like to own a special pair of Nike or Adidas that is customized to your preference? Pretty cool isn’t it? Chevrolet announced that they will be releasing the 2010 Camaro Transformer special edition. Amazing to own the BUMBLEBEE yes? While the new Camaro will have lots of great features, transforming the car into a robot is a feature that isn’t included – yet =)

Google adwords is getting good response because the ads are targeted to the people who searches those keywords. Facebook ads as well. I think the engines will get so smart they can scan through our preferences and recommend us suitable products. Say in your blog you always comment about being stressful, suddenly you see a vacation ad or a massage ad or a book on releasing stress. Powerful customization!

The key to customization is understanding your buyers – prospects or customers. As a seller, you can go in find out what your prospect want, and then give it to them. You can build a case based on their issues and challenges, and then go in and propose the idea to them, that’s customization too! The last thing a seller want to do is go to their buyers and tell them the same thing that is told to every other buyer. Sellers must customize their approach, their presentations, their style to match the buyers! With the world moving towards customization, can you afford not to customize?

Unconventionally,
HANZO NG
Sales Ninja Grandmaster

© 2009 Sales Ninja Training. All Rights Reserved.

Hanzo Ng is Sales Ninja Grandmaster, lingo for Chief Trainer of Sales Ninja Training, Asia’s #1 Unconventional Sales Training. Sales Ninja Training specializes in helping small-medium, listed and global companies transform their sales people into the ultimate sales professional known as Sales Ninja. For more information on our sales, motivation and leadership trainings, visit http://www.SalesNinja.com

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