S e l l by Vasudev Murthy

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TiE Institute Workshop - Crafting a High-Impact Sales Pitch

Sell or you will be sold!
How to read your potential customer's business situation in 5 minutes? How to communicate confidently and expressively? How to master the art of listening?

Presentation by Vasudev Murthy- Managing Partner at Focal Concepts.

Published in: Technology, Business
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S e l l by Vasudev Murthy

  1. 1. Sell Vasudev Murthy Oct 17 2013
  2. 2. http://www.youtube.com/watch?v=3sO 84bGgra8 Listening and Rapport Building http://www.youtube.com/watch?v=9bA gEmihzLs Interview – selling yourself http://www.youtube.com/watch ?v=tCcYD2-nMB4 Mirroring in Sales
  3. 3. Sell Sell or you will be sold!
  4. 4. First Impressions Your first impression determines whether customers want to do business with you 4
  5. 5. SELF-ASSESSMENT EXERCISE 5
  6. 6. Common Mistakes • • • • • • • • • Talking about yourself Erratic eye contact Poor Listening Disagreeing non-verbally Interrupting and contradicting Not using the name Inappropriate humour Appearance Monotonic speech 6
  7. 7. P5 Get this right and you will get your next meeting
  8. 8. 1. Pitch Objective • Why are you speaking to this person or these persons? • What do you want from them? Examples: • I want a longer meeting with this person to get into details of my service or product because he is a potential customer • I want to meet him because he could be an alliance partner 8
  9. 9. 2. Problems you solve • What do you do? What does your company solve? Examples: • I am a technology entrepreneur. My inventory management software can help companies manage and reduce inventory by almost 50% through the use of predictive analytics • I am a restaurant operations consultant. I help restaurants with furnishings and create raw material supply chains very fast, so that they can start operations 50% earlier than 9
  10. 10. 3. Impact on People • How will it impact the person you speaking to? • How will it impact users of the product or service? Examples: • This product will help you increase profitability by reducing inventory costs quickly • You will be able to expand into new markets and reduce manpower • You can provide your customers with faster turn-around time with my predictive analytics software 10
  11. 11. 4. Unique Selling Proposition • What is different about your product or service? • Are there competitors? If so, how well do you know their product? What is superior about their product? What is superior about yours? Examples: • My product is 30% cheaper, 50% faster and can be set up to run in exactly one hour • My product can run on multiple platforms and uses an unbreakable security encryption algorithm • My competitor’s product does too many things and is too expensive. It requires a person dedicated to the product. 11
  12. 12. 5. Persona • • • • • • Confidence Sincerity Attire Positive body language Sense of urgency Clarity of thought and expression • Projection of planning 12
  13. 13. Example • Good afternoon! • I’m Vijay Rao from Smart Inventory Systems. • Our PoleStar inventory management products can reduce inventory by 50% thereby reducing costs. • The product can give you results in less than a week and doesn’t require specialized manpower or expensive startup consulting. • You can pass on the savings to your customers or enhance profits. • I’d really appreciate an opportunity to meet with you to discuss how PoleStar could make a positive impact to you. 13
  14. 14. Elevator Pitch • Sell your idea to an investor in 2 minutes flat • http://www.youtube.com/watch?v=Tq0tan49r mc • http://www.youtube.com/watch?v=i6O98o2F RHw 14
  15. 15. PREPARE A SALES PITCH AND PRACTICE 15

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