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Know How Now - Sales with Leanne Griffiths Webinar
Know How Now - Sales with Leanne Griffiths Webinar
Know How Now - Sales with Leanne Griffiths Webinar
Know How Now - Sales with Leanne Griffiths Webinar
Know How Now - Sales with Leanne Griffiths Webinar
Know How Now - Sales with Leanne Griffiths Webinar
Know How Now - Sales with Leanne Griffiths Webinar
Know How Now - Sales with Leanne Griffiths Webinar
Know How Now - Sales with Leanne Griffiths Webinar
Know How Now - Sales with Leanne Griffiths Webinar
Know How Now - Sales with Leanne Griffiths Webinar
Know How Now - Sales with Leanne Griffiths Webinar
Know How Now - Sales with Leanne Griffiths Webinar
Know How Now - Sales with Leanne Griffiths Webinar
Know How Now - Sales with Leanne Griffiths Webinar
Know How Now - Sales with Leanne Griffiths Webinar
Know How Now - Sales with Leanne Griffiths Webinar
Know How Now - Sales with Leanne Griffiths Webinar
Know How Now - Sales with Leanne Griffiths Webinar
Know How Now - Sales with Leanne Griffiths Webinar
Know How Now - Sales with Leanne Griffiths Webinar
Know How Now - Sales with Leanne Griffiths Webinar
Know How Now - Sales with Leanne Griffiths Webinar
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Know How Now - Sales with Leanne Griffiths Webinar

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One of the greatest obstacles to sales is engaging your prospective buyer. For many years I was a reluctant sales person but quickly figured out: No sales. No business! …

One of the greatest obstacles to sales is engaging your prospective buyer. For many years I was a reluctant sales person but quickly figured out: No sales. No business!
The words you use with a prospect make a big difference. So, what do you ask to clarify if your product and service is what your prospect wants?

In a recent Know-How Now! webinar, Australian Businesswomen’s Network Advisory Board Member Leanne Griffiths suggested these killer, open ended, questions. (Leanne describes the search to find what it is that is really important to your prospect that your product/service will help them have/achieve/experience as ‘Digging for Gold’.)

For more great webinars, check our website. http://www.abn.org.au/site/events

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Transcript

  • 1. The Sales Success Webinar Know-How Now! Business Success Webinar Series
  • 2. Suzi Dafnis Australian Businesswomen’s Network Suzi Dafnis National General Manager
  • 3. Leanne Griffiths Virgin Blue Airlines Leanne Griffiths Virgin Blue Airlines “ You will make more friends in a week by getting yourself interested in other people than you can in a year by trying to get other people interested in you” - Arnold Bennett
  • 4. <ul><li>Information on how to increase your sales </li></ul><ul><li>How to improve your sales technique </li></ul><ul><li>Workshop any issues or challenges you </li></ul><ul><li>have in your company right now </li></ul>Agenda
  • 5. <ul><li>New clients - where are they and how do you get them? </li></ul><ul><li>Revenue and profits - what is the right balance? </li></ul><ul><li>Pricing structures - what works? </li></ul><ul><li>Case Study - How a successful small business increased its client base </li></ul><ul><li>Virgin Blue - what strategies it’s taking to increase its client base </li></ul>Part 1
  • 6. <ul><li>Where are they and how do you get them? </li></ul>New Clients - Word of mouth - referrals - Associations - eg ABN, CIPSA (Purchasing Association) - Cold call - either employ or outsource this function - What are some others …..
  • 7. <ul><li>What is the right balance? </li></ul>Revenue and Profits - Revenue does not necessarily mean you are making money - To get the right balance you need to know 2 things. 1. What is the COST OF SALE to your business (to provide your products or services)? 2. What profit do you want to make?
  • 8. <ul><li>What does your company offer? </li></ul><ul><li>How do you know how much you will make on your sales? </li></ul><ul><li>How do you calculate your cost of sale? </li></ul><ul><li>How do you calculate your profit margin? </li></ul>Questions
  • 9. <ul><li>What works? </li></ul>Pricing Structures - Depending on your product or service you have, competitors in the market place and how you position your product or service is what will determine your pricing - Examples of pricing structures: - Revenue based - Set prices - Discounts
  • 10. <ul><li>What pricing structure do you use now? </li></ul>Pricing Structures - Examples
  • 11. <ul><li>How a small business increased its client base </li></ul>Case Study - Travel Agency in Sydney - From their business plan created sales target for the next 12 months (revenue AND profits) - Discussed different option on how to achieve this - Implemented solution and KPIs to measure and monitor success
  • 12. <ul><li>What strategies it’s taking to increase its clients </li></ul>Virgin Blue - Made a decision to go after the business market - Find out what our business traveller wants - Find out what we can deliver whilst still keeping our low operating cost base - Implemented new products and services for the business traveller - Trained our sales team and implemented targets and KPIs to monitor success
  • 13. <ul><li>Innovative sales techniques </li></ul>Part 2
  • 14. <ul><li>No longer ‘sales at all costs’ </li></ul><ul><li>Get smart about where you spend you time and effort </li></ul>Innovative Sales Techniques
  • 15. Innovative Sales Techniques - Don’t have a predetermined product or service in mind that you want to sell them - Ask lots of questions and “dig deeper” with questioning to uncover the clients needs 1. Questioning techniques
  • 16. Innovative Sales Techniques - What … - How … - Explain to me … - Give me an example of … - I’d like to understand more about when you said … or … what exactly did you mean by … 2. Killer questions
  • 17. Innovative Sales Techniques - Find out what the emotional factors are with your questions to uncover what the emotional needs of the client are - You’ll be more likely to win new business this way 3. Customers buying decision is based on 30% rational thoughts and 70% emotional thoughts
  • 18. <ul><li>What issues or challenges do you have within your business to do with sales? </li></ul><ul><li>Give us an example </li></ul>Part 3 - Workshop
  • 19. <ul><li>Issues / Challenges </li></ul><ul><li>Solutions? </li></ul>Issues Challenges
  • 20. Question Time…
  • 21. <ul><li>Join the Know-How Now Community </li></ul><ul><ul><li>Invitation coming to join. Forums, discussion, profiles. </li></ul></ul><ul><ul><li>Use the community to further discussions/learning. </li></ul></ul><ul><li>Know-How Now Series Continues </li></ul><ul><ul><li>Build your knowledge bank </li></ul></ul><ul><ul><li>Next webinar 24 October — Branding for Small Busines </li></ul></ul><ul><ul><li>Register at 1300 720 120 or at www.abn.org.au/events </li></ul></ul>Next Steps
  • 22. Seminar & Expo Day 10 November 2007 Register by 26 October and save up to $100 “ How can you pass up an opportunity to tap into the minds of successful businesswomen? Inspiration, motivation and insights into what makes a business succeed, all in one fantastic day. If you are in business or even thinking about it, you can’t afford to miss this event.” - Cecelia Haddad, Marketing Elements
  • 23. <ul><li>Thanks to our sponsors - WebEx </li></ul><ul><ul><li>Learn more about WebEx at www.webex.com.au </li></ul></ul><ul><li>See you next time! </li></ul><ul><li>www.abn.org.au </li></ul>Thank you

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