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Selling Seminar Highlight Nfs

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Short version of my sales seminar giving highlights and overview.

Short version of my sales seminar giving highlights and overview.

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Selling Seminar Highlight Nfs Selling Seminar Highlight Nfs Presentation Transcript

  • Show Me The Money Daniel Schwartz Managing Director DPS Worldwide Co., Ltd. +66 89 444 8996 (M) [email_address]
  • Overview
    • Background
    • Process – Sales Funnel
    • Lead Generation
    • Let Buyers Buy
    • Tools
  • Selling
    • Nothing Happens Until Something is Sold!
    • Focus on the Customer
    • What is in it for Me!
      • That is what the Customer is thinking
    • Some Practical Techniques
  • Lead Generation
    • Key Question To Ask:
    • What happens to create a need for what you sell?
    • Referrals
    • Growth Events
      • Press Releases
  • Real Lead Generation Examples
    • Real Estate Agent
      • Company expansion announcement
      • Company relocation
      • MNC opening up in Thailand
    • Life Insurance Agent
      • Birth
      • New Company Formation
      • Marriage
  • Real Lead Generation Techniques
    • Government Contracting
      • Press release of Prime Contract Award
        • You are SME sell services/products to Prime
      • RFI By Government
        • Find teaming partners
    • Aviation Business
      • New Routes
      • New Aircraft
      • Accident or near accident (be tasteful)
  • From SPIN Selling by Neil Rakham
    • S – Situation
    • P – Problem
    • I – Implication
    • N – Need Payoff (Benefit)
  • SPIN
    • Situation – Current situation questions and opening discussion (chit chat)
    • Problem – Key part of discussion
    • Implication – What does it mean to the Customer
    • Need Payoff – How my solution solves the problem, meets the need providing payoff
  • Sales Force Purpose: Not value communication, but value creation
    • Value Creation: Must directly benefit the customer:
    • “ You may have differentiated your product, but the differentiation doesn’t create value because it doesn’t matter to the customer.”
    • “ There’s a strong argument to be made that value migrates from the product itself to how the product is acquired:
    • The sales process itself plays an increasing role in creating customer value
    • “ A sales force that adds real value can justify higher prices and can also create strong competitive advantage.”
  • Something To Think About What are specific ways to: 1. Help customers understand their problems, issues and opportunities? 2. Show customers new or better solutions to their problems? 3. Act as advocates for customers within your Company?
  • Some Tools To Use
    • Opportunity Pipeline
    • Salesforce.com
    • Justsell.com
    • MarketingSherpa.com
  • Selling Skills Seminar - March
    • Selling Skills Seminar in conjunction with Mobyelite
    • Half day Session
    • Provide presentation, exercises and tools
    • Scheduled for Late March
      • Watch your email and www.mobyelite.com
  • Apply The Tools Leading To: