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2011 ©PROPMI Ltd. - www.propmi-limited.com – Email: info@propmi-limited.com - Phone: +44(0)7791438025PROPMI Ltd. - www.pro...
The Keys of Successful Sales (KoSS)•   Sustainability Selling – Customer Centric Selling     –      Increase Your Product ...
Are you born to sell?•   No you learn to earn!•   Selling is a science ... An acquired skill!                             ...
Genesis of Successful Sales (GoSS)•   Everyone wants to succeed at sales. Most people don‘t.    It‘s not that there can‘t....
Questions of Successful SalesThe technique of asking and answering questions is the heart of a salespresentation.         ...
Why do salespeople fail?•   15% Improper training – bothproduct and sales skills•   20% Poor verbal and written communicat...
Degrees of Failing                  Not following the rules leads to slow but sure failure                  1.   Failing t...
How Can You Avoid Failure?•   Execution•   Learn the Rules of Sales•   Increase your number of calls         2011 ©PROPMI ...
Cold Calling•   „No Soliciting,“ the funniest sign in sales•   Get to the decision maker on a cold call•   Opening is as i...
The BIG Secrets                  More sales are made with friendship than salesmanship                  Your best prospect...
Effective Selling – SPIN Model                                 The SPIN Selling Model (SPIN-SM)Using this model will help ...
Effective Selling – SPIN Model                                  SPIN Selling Model    Situation                           ...
The Elusive Hot Button ... How do you find it? The hot button is in the answer                                   How to di...
Double your money! - Pipeline of SuccessUp your Income!Double the money you make in just 30 days!                         ...
The Pipeline of Success (PoS)If you see and call enough prospects per day, per week, per month ... You   will build your p...
The Pipeline of Success (PoS)Your attitudeYour goalsYour networkingYour Power QuestionsYour Power Statements              ...
SUMMARYThe Science of Sales is more than COLD CALLING.Successful Selling is a balance between Art and Science: • SMART (=>...
Contact Us:                                                                        Contact address:Head of Management     ...
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Propmi marketing and sales methodology

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Transcript of "Propmi marketing and sales methodology"

  1. 1. 2011 ©PROPMI Ltd. - www.propmi-limited.com – Email: info@propmi-limited.com - Phone: +44(0)7791438025PROPMI Ltd. - www.propmi.com – Email: info@propmi.com - Phone: +44(0)7791438025 – Mr. Felix C. Poudeu Dipl.-Kfm Félix C. Poudeu – Marketing & Business Development Consultant - CRM Specialist
  2. 2. The Keys of Successful Sales (KoSS)• Sustainability Selling – Customer Centric Selling – Increase Your Product Knowledge Through Training – Understand your product competitive advantage and Value-added proposition – Become Customer-centric (More customer need-oriented)• Relationship Selling vs. Transaction Selling – Sales technique alone don‘t work more ... without effective sales process there is not sales possible• Possitive Attitude Selling• Aptitude and Personality• Fortitude and Perseverancy• ..... 2011 ©PROPMI Ltd. - www.propmi-limited.com – Email: info@propmi-limited.com - Phone: +44(0)7791438025 Dipl.-Kfm Félix C. Poudeu – Marketing & Business Development Consultant - CRM Specialist
  3. 3. Are you born to sell?• No you learn to earn!• Selling is a science ... An acquired skill! „Selling is a learned skill acquired by people with the attitude, aptitude, fortitude, desire, and persistence to succeed“ J. Gitomer 2011 ©PROPMI Ltd. - www.propmi-limited.com – Email: info@propmi-limited.com - Phone: +44(0)7791438025 Dipl.-Kfm Félix C. Poudeu – Marketing & Business Development Consultant - CRM Specialist
  4. 4. Genesis of Successful Sales (GoSS)• Everyone wants to succeed at sales. Most people don‘t. It‘s not that there can‘t. It‘s just that they don‘t know how.• They need a success tool, a place where they can get insight about all facets of sales.• There are rules to succeed at sales, which are: – Know the rules – Learn the rules – Take ownership of the rules – Live by the rules „If you think you can, or if you think you can‘t, you‘re right either way.“ Henry Ford 2011 ©PROPMI Ltd. - www.propmi-limited.com – Email: info@propmi-limited.com - Phone: +44(0)7791438025 Dipl.-Kfm Félix C. Poudeu – Marketing & Business Development Consultant - CRM Specialist
  5. 5. Questions of Successful SalesThe technique of asking and answering questions is the heart of a salespresentation.  How do you determine prospect needs?  How do you establish buyer confidence?  How do you build rapport?Without questions you‘ll have no answers.Without answers you‘ll have no sales.Without sales you‘ll have no money. 2011 ©PROPMI Ltd. - www.propmi-limited.com – Email: info@propmi-limited.com - Phone: +44(0)7791438025 Dipl.-Kfm Félix C. Poudeu – Marketing & Business Development Consultant - CRM Specialist
  6. 6. Why do salespeople fail?• 15% Improper training – bothproduct and sales skills• 20% Poor verbal and written communication skills• 15% Poor or problematic boss or management• 50% Attitude Salespeople could succeed 50% more if they just change the way they think. „Winning isn‘t everything, it‘s the only thing,“ Vince Lombardi 2011 ©PROPMI Ltd. - www.propmi-limited.com – Email: info@propmi-limited.com - Phone: +44(0)7791438025 Dipl.-Kfm Félix C. Poudeu – Marketing & Business Development Consultant - CRM Specialist
  7. 7. Degrees of Failing Not following the rules leads to slow but sure failure 1. Failing to do your best 2. Failing to learn the science of selling 3. Failing to accept responsibility 4. Failing to meet quota or pre-set goals 5. Failing to have a positive attitude Success is a level of performance and a self-confidence brought about by winning experiences Failure is not about insecurity. It‘s about lack of execution.© PROPMI Ltd. -www.propmi-limited.com – 2011 ©PROPMI Ltd. - www.propmi-limited.com – Email: info@propmi-limited.com - Phone: +44(0)7791438025Email: Dipl.-Kfm Félix C. Poudeu – Marketing & Business Development Consultant - CRM Specialistinfo@propmi-
  8. 8. How Can You Avoid Failure?• Execution• Learn the Rules of Sales• Increase your number of calls 2011 ©PROPMI Ltd. - www.propmi-limited.com – Email: info@propmi-limited.com - Phone: +44(0)7791438025 Dipl.-Kfm Félix C. Poudeu – Marketing & Business Development Consultant - CRM Specialist
  9. 9. Cold Calling• „No Soliciting,“ the funniest sign in sales• Get to the decision maker on a cold call• Opening is as important as closing• The cold call is fun ... If you think it is• The Magie of Selling: the sales starts when the prospect says NO!• If you believe an the „POWER Of The NUMBER“ you can make it. 2011 ©PROPMI Ltd. - www.propmi-limited.com – Email: info@propmi-limited.com - Phone: +44(0)7791438025 Dipl.-Kfm Félix C. Poudeu – Marketing & Business Development Consultant - CRM Specialist
  10. 10. The BIG Secrets More sales are made with friendship than salesmanship Your best prospect are your present custumers Make a sale on Monday ... Easiest way to make a sale? Top-Down Selling™ Your personal mission statement© PROPMI Ltd. -www.propmi-limited.com – 2011 ©PROPMI Ltd. - www.propmi-limited.com – Email: info@propmi-limited.com - Phone: +44(0)7791438025Email: Dipl.-Kfm Félix C. Poudeu – Marketing & Business Development Consultant - CRM Specialistinfo@propmi-
  11. 11. Effective Selling – SPIN Model The SPIN Selling Model (SPIN-SM)Using this model will help Conversion Rateyou to improve the quality Outcome of your business CLV & ROI opportunity ©PROPMI Ltd 2011 ©PROPMI Ltd. - www.propmi-limited.com – Email: info@propmi-limited.com - Phone: +44(0)7791438025 Dipl.-Kfm Félix C. Poudeu – Marketing & Business Development Consultant - CRM Specialist
  12. 12. Effective Selling – SPIN Model SPIN Selling Model Situation • fact-finding questions to establish a mutual understanding of the customers present operation. question Problem • Questions about a customer difficulties or dissatisfactions. These questions uncover Implied Needs, the basic raw materials out of Questions which a customers Explicit Needs will be defined. Implication • Questions about the effects or consequences of a customers problems. These questions are particularly important for ensuring Questions shared understanding of a problems severity or urgency. Need-Payoff • Which are about the value or utility the customer sees from proposed solutions to problems. These questions help the customer Question clarify the benefits which a solution could provide. 2011 ©PROPMI Ltd. - www.propmi-limited.com – Email: info@propmi-limited.com - Phone: +44(0)7791438025 Dipl.-Kfm Félix C. Poudeu – Marketing & Business Development Consultant - CRM Specialist
  13. 13. The Elusive Hot Button ... How do you find it? The hot button is in the answer How to discover hot button?1. Listen to the first thing said or 1. Ask questions about importance or alluded to. significance2. Listen for the tone of first responses 2. Ask questions about the area you3. Listen for immediate, emphatic think is hot. responses 3. Ask questions in a subtle way.4. Listen for a long, drawn-out 4. Don‘t be affraid to bring up the hot explanation or story button throughout the presentation5. Listen to repeated statements 5. Use „If I (offer situation) ..., would6. Look for emotional responses you and variations. Try „there‘s a way...“ The hot button is sometimes a very sensitive issue, is elusive, and is an elavator as well. 2011 ©PROPMI Ltd. - www.propmi-limited.com – Email: info@propmi-limited.com - Phone: +44(0)7791438025 Dipl.-Kfm Félix C. Poudeu – Marketing & Business Development Consultant - CRM Specialist
  14. 14. Double your money! - Pipeline of SuccessUp your Income!Double the money you make in just 30 days! Selling success is a number game... and a magic game. You must combine the magic with your numbers to produce...Aren‘t making enough sales?Your number will tell you why.Your numbers can double if you follow this formula!WOW. 2011 ©PROPMI Ltd. - www.propmi-limited.com – Email: info@propmi-limited.com - Phone: +44(0)7791438025 Dipl.-Kfm Félix C. Poudeu – Marketing & Business Development Consultant - CRM Specialist
  15. 15. The Pipeline of Success (PoS)If you see and call enough prospects per day, per week, per month ... You will build your pipeline.A full pipeline is meanigful for your sales success and will bring you sales you never imaginedFollow-up habits and skills are responsible for 80% of your sales. All it takes is self-determination and hard work. That‘is the magic. Ask any magician 2011 ©PROPMI Ltd. - www.propmi-limited.com – Email: info@propmi-limited.com - Phone: +44(0)7791438025 Dipl.-Kfm Félix C. Poudeu – Marketing & Business Development Consultant - CRM Specialist
  16. 16. The Pipeline of Success (PoS)Your attitudeYour goalsYour networkingYour Power QuestionsYour Power Statements „Your chance forYours Sales Tools success increase in proportion to theYour Sales Knowledge number of salesYour Preparedness call you make“.Your Follow-upYour Sales NumbersYour Prospect PipelineYour CommitmentYour Self-discipline 2011 ©PROPMI Ltd. - www.propmi-limited.com – Email: info@propmi-limited.com - Phone: +44(0)7791438025 Dipl.-Kfm Félix C. Poudeu – Marketing & Business Development Consultant - CRM Specialist
  17. 17. SUMMARYThe Science of Sales is more than COLD CALLING.Successful Selling is a balance between Art and Science: • SMART (=> GOAL/ORIENTATION) • SPIN (=> PROCESS/CONSULTATIVE APPROACH) • BANT (=> QUALITY/ROMI/CLV/ROI)By the building of the pipeline is QUALITY of LEAD very important – andguarantee a high ROI.High Win Conversion Rate (WCR)Relationship vs. transactional approaches 2011 ©PROPMI Ltd. - www.propmi-limited.com – Email: info@propmi-limited.com - Phone: +44(0)7791438025 Dipl.-Kfm Félix C. Poudeu – Marketing & Business Development Consultant - CRM Specialist
  18. 18. Contact Us: Contact address:Head of Management PROPMI LIMITEDMarketing & Business Development Consultancy 1st Floor, 2 Woodberry Grove North Finchley, N12 0DR LondonEmail: info@propmi-limited.com United KingdomPhone: +44(0)7791438025 info@propmi-limited.comwww.propmi-limited.com http://www.propmi-limited.com Download information as: vCard 2011 ©PROPMI Ltd. - www.propmi-limited.com – Email: info@propmi-limited.com - Phone: +44(0)7791438025 Dipl.-Kfm Félix C. Poudeu – Marketing & Business Development Consultant - CRM Specialist
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