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Selling Business To Business - Enterpreneurship Program

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Selling Business to Business Creating Value for Buyers The Changing face of Sales 23 rd March, 2006 – Peter Lawless ,[object Object],[object Object],[object Object],[object Object]
What Constitutes a Successful Company? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Entrepreneurs Take Risks
Easy ways to have more Money! ,[object Object],[object Object],[object Object],[object Object]
What to do when it gets tough? ,[object Object],[object Object],[object Object]
What does Success mean to YOU ,[object Object],[object Object],[object Object]
What happens if you Don’t? ,[object Object],[object Object],[object Object],[object Object],[object Object],???
Set Personal Goals ,[object Object],[object Object],[object Object],[object Object]
But, why bother with Goals? ,[object Object],[object Object],[object Object]
7 Forms of Intelligence ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The 5 Key Success Factors ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Lead Generation (Prospecting) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Converting Leads to Sales ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Increasing Lifetime Value ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Increasing margin (reduce costs) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Protect Profit and Increase Wealth ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Influencing the Success Factors ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Influencing the Wealth Factors ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
We will now focus on just 2? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Lead Generation - ADSPORT ,[object Object],[object Object],[object Object],[object Object],Lead Generation's Secret Seven (ADSPORT) Advertising Direct Mail Speaking Publishing Online Referral Telephone
Tactic 1 - Advertising ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Tactic 2 – Direct Marketing ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Tactic 3 – Speaking ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Tactic 4 – Publishing ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Tactic 5 – Online ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Tactic 6 – Referrals ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Tactic 7 – Telephone ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
We will now focus on just 2? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Converting Leads to Sales ,[object Object],[object Object],[object Object],[object Object],Prospects Customers Identifying – 10% Valuing – 25% Qualifying – 50% Negotiating – 75% Implementing / Supporting Lead Generation A good sales process ensures best sales practices get repeated
Sellers sell forward! ,[object Object],[object Object],[object Object],Do you have a special pen for contract signatures?
Buyers Buy Backwards! ,[object Object],[object Object],[object Object],What will this purchase enable me to do & When?
The Contract = Partnership! ,[object Object],[object Object],[object Object],It is 5 times easier to sell to existing customers? You lift me up, and I’ll bring it over
Definition of the 3Rs ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Converting Leads to Sales ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Sales Cycle 1 – Identifying – 10% ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Sales Cycle 2 – Valuing – 25% ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Sales Cycle 3 – Qualifying – 50% ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Sales Cycle 4 – Negotiating – 75% ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Converting Leads to Sales ,[object Object],[object Object],[object Object],[object Object]
The 3 Parts of a Sales Call ,[object Object],[object Object],[object Object],[object Object]
Opening the meeting ,[object Object],[object Object],[object Object]
Power Questions ,[object Object],[object Object],[object Object]
Closing the Call ,[object Object],[object Object],[object Object],[object Object],[object Object]
Always start at the top ,[object Object],[object Object],[object Object]
Success at Persuasion ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Planned Networking ,[object Object],[object Object],[object Object],[object Object]
What Meetings to attend ,[object Object],[object Object],[object Object]
You CAN do anything ,[object Object],[object Object]
“ You become What you Think About” Buddah – Circa 500BC
Start your Success Plan Today ,[object Object],[object Object],[object Object],[object Object]
www.3r.ie Subscribe to: Free Monthly Newsletter Free Sales & Marketing Book Your: Assessment with Your Customised Report ,[object Object],[object Object],[object Object],[object Object]

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  • 49. “ You become What you Think About” Buddah – Circa 500BC
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