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The art of sales
The art of sales
The art of sales
The art of sales
The art of sales
The art of sales
The art of sales
The art of sales
The art of sales
The art of sales
The art of sales
The art of sales
The art of sales
The art of sales
The art of sales
The art of sales
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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

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