The art of sales

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Transcript

  • 1. ART of SALES Michael Lai Chief Executive Officer
  • 2. Football in SalesThe Art of Sales The AIDA of Marketing & Sales
  • 3. Where’s Sales team? Sales Team Strikers
  • 4. No Team. No Sales. No Win.
  • 5. Football in SalesThe Art of Sales The AIDA of Marketing & Sales
  • 6. Cold Call? Door-to-Door?
  • 7. The AIDA of Marketing & Sales MARKETING SALES Awareness. Interest. Desire. Action.
  • 8. The AIDA of Marketing & SalesMARKETING Popular Face-to-face TechnologyAwareness.Interest.
  • 9. The AIDA of Marketing & SalesNew Customer SALESRepeated Customer + Upsell Desire. Action.
  • 10. Football in SalesThe Art of Sales The AIDA of Marketing & Sales
  • 11. Is Sales an ART or a SCIENCE? Sales: Is it Art or Is it Science? Posted on June 13th, 2008 by Dave Stein That’s a question I’m often asked about business-to-business selling. I define science (in this application of the word) as the ability and willingness of a person to follow a set of processes in order to carry on the business of day-to-day selling. Examples would be formal planning, the use of checklists, dependence upon research, vigilant qualification, etc. Traditionally, people who demonstrated such behavior have been labeled left-brained. With that in mind, then art (again, as applied to selling) is the ability to excel at such things as interpreting nuances in a customer’s behavior, effectively responding to a question with relevant examples (and diagrams), making decisions based upon gut feel, counting on instinct and acting upon hunches as a critical success factor. That’s typical right-brained behavior. In my experience, and in the opinion of many sales experts I trust, successful business to business sales people depend on 80 to 90% science and only 10 to 20% art.
  • 12. SALES20% Art 80% Science
  • 13. Understanding “Why BUY?” Why BUY 1. Anything? 2. Your brand? 3. Now?
  • 14. The Power MapCustomer’s Org Chart
  • 15. F(s) = F (m) + F(c) + F(t) + F(fu)
  • 16. p1ceo@packet-1.comwww.twitter.com/michaellaip1