“You do not have salesman!”
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Describe a good salesman !
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• self-confident
• eloquent
• solid
• appealing
• extrovert
• optimist
• fancy good life
• cheerful
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What do
you expect
from a
seller?
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That only the seller is responsible
for the company's profit?
5

What are the
difference
between
marketing,
sales and
customer
service?
6

What is
marketing?
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Marketing is the ability to sell smoothly?
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Marketing- to
find out
customers
needs and
satisfy
them?
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Marketing is it
the survival in
the market
strategy and
tactics?
Mistake can be
costly!
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Marketing is it
the sales of
tomorrow?
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Marketing up to TOC: To
influence the market so
that it would want to buy
your service/product. In
other words to CREATE
Mafia offer- so good that
the client could not refuse.
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Sales
essence:
To close
the deal
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Customer service purpose is to serve the
customer so well that customer would not
desert!
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If you are in
business for
more than 3
years, it means
that you no
longer have the
sellers!
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There is a growing pressure Company's profitability and
to find new customers.210 competitiveness is falling. 200
Sellers are overloaded Declining number if new customers destroys The fastest way to keep the
with work.220 companies flexibility, the only way to grow if client is to give discount! 170
old clients grow.430
Sellers are ready to fight for It requires much more effort to keep
new customers by giving them already existing clients because clients
There is an Commissions are
discounts. 230 are looking for the alternatives. 150
increasing pressure paid depending
to lower prices. 180 on turnover. 190
Over time, sales for new
customers decreases.420 Some clients feels that they
are ignored or they are
receiving bad service.140
New sales perspective, viewed 160
through the prism of the
commission is vague.410
130
Competitors always
The seller already doesn't have 175
enough time to serve every client are offering their The main rivalry form
Salesman unwillingly products or services
takes small clients 310
is to lower prices
230
Over a span of several Most of the time the seller has to fight in
Fulfilment of orders takes side the company for the priority of his
years of works the largest lots of time 120
clients are “taken”400
Most of the time almost every order
Experienced salesman has
his own client portfolio for requires extra negotiation or
Salesman sells every
which he gets this order separately. 100 calculation (bulk discounts,
commissions. 300 availability of the product and etc.)110
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• How many new
customers you gain Pregnancy test
in one month time?
• In one week?
• What is the % of
sales brought by
your new clients per
year?
• If less then 10%
then you dont have
sellers!
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You can!
For most
companies
training doesn’t
work - one
seller at a field
is not a soldier.
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Do you know your customers?
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How many there
are segments in
the market?
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Just two segments!
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B2B – this is business train
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B2C
just a train. . .
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Let us examine B2B
• What is the most important for business
organisations?
• What is important for marketing?
• To attract and to retain customers!
• How?
• To understand the problems.
• And how to segment it?
• Through problem understanding!
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The Teacher comments
(Tadao Jamaguchi) (1)
One time a student came to the Teacher and presented this situation,
“Teacher, I’ve noticed that I often lose customers in entirely the
same manner. I sell the customer the goods. Later, when I notice
that this person hasn’t bought anything from me for a long time –
and, after all, I do know that this buyer needs my goods all the time
– I visit and make an offer for another buy. However, very often, the
customer says a new load of goods has already been purchased from
my competitor.”
“Are the goods you sell actually good?” asked the Teacher.
“Yes and not only that – I am certain my goods are better than
those my competitors carry. Only sometimes, I don’t sell them at a
lower price than they do. Often my products are more expensive.
However, nearly all the buyers believe this is fair. . . But now I’ve
started to have doubts about this. Perhaps the reason is price after
all.”
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“The reason is time. Go to them one day sooner.”
“Sooner than my competitor does? How am I supposed
to know when the competition is going to get there?”
“Well, how do you think the competitor determines when
to come? Simply go one day sooner.”
“But how?!”
“When all’s said and done, go yesterday,” replied the
Teacher and, with a wave of his hand, ushered the student
out to go home.
Do you know solution?
Yes?
Send an answer or ask: darius@stockm.lt
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Sellers must be focused especially
now when they are operating in
surplus era
• How to segment not the end-user, but
buyers in business 2 business segment?
• How to obtain the synergy effect when 2
+2=22?
Lets specialise narrowly, but through clearly
established clients problems!!!
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In conclusion:
Business clients segment are defined by
commonality of problems. What kind of business
(industry), where it is located, what its size – it is
not important. It’s important to understand that
companies are united by problems that are
caused by Your and Your colleagues
(competitors) business model!!!
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Mafias proposal can be created and
implemented only with the help of the
family, but not individual family members..
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Be different otherwise
you will disappear!
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Used literature:
E. Goldratt “It’s not luck”
Tadao Yamaguchi “The way of
trading”
You can order Mafia
offer, or lecture, or just a
dream at:
darius@stockm.lt
www.stockm.eu
+37069841027
Author of “God, Quantum
physics, Organizational structure
and Management style”
Darius Radkevičius
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