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10 Strategic Elements
 

10 Strategic Elements

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    10 Strategic Elements 10 Strategic Elements Presentation Transcript

    • The 10 Essential Brand Strategies for Sales Success UNMATCHED Denise Patrick Phil Morabito
    •  
    • #1- Get a System
      • Make it simple:
      • Find your customers
      • Prepare to talk to them
      • Show them your brand
      • Help them buy
      • Make sure they use your product or service and EXPERIENCE YOUR BRAND!
    • #2 – Understand Your Customer
      • How do they think?
      • What triggers their buying decision?
      • Who influences them?
      • Entrepreneur or big department?
    • #3 – Be Clear Who They Are
      • List the names
      • Keep it simple
      • Where do they hang?
      • How do you get to them?
    • #4 – Features Tell/Benefits Sell
      • Features tell/brands sell
      • Use bridging statements to demonstrate your brand
      • Customize to audience
      • Cold call is a no call
      • You gotta like the warm call
      • Understand their business; send them something that will illustrate your brand experience
      • Plan your experience with your prospect
      #5 - Approaches
    • #6 – Secure a Meeting
      • Ask for a few minutes
      • Be specific on the time
      • Be confident
      • Pre-meeting assignment
    • #7 – You ARE Your Brand
      • Body language = 55%
      • Tone of voice/inflection = 38%
      • Words / content / logic = 7%
      • Total = 100%
    • #8– Ask the right questions
      • There are three types of questions that will lead you right to a sale:
      • Fact finding
      • Need finding
      • Benefit finding
    • #9– Close early and often
      • There are three types of objections:
      • They don’t believe you
      • They don’t understand how it works
      • They don’t need you
    • #10– Keep the pipeline filled
      • Find more suspects
      • Turn them into prospects
      • Get them to proposals
      • Blow them away
      • Close and win the day!
    • Tips & Pointers
      • It’s not easy, get over it
      • You are a brand ambassador all the time
      • You don’t ask, you don’t get
      • Confidence is a killer
      • Never be desperate
      • Throw the pen
    • Tips & Pointers
      • Act like a normal person
      • They have to qualify to be your customer
      • Be willing to say no
      • Value is what they buy
      • It’s always about emotion
    • Recommended Books
      • The Accidental Salesperson by Chris Lytle
      • Selling the Invisible by Harry Beckwith
      • The Little Red Book of Selling by Jeffrey Gitomer
    •  
    • Q & A