Sales Training

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Presentation to San Francisco City College\'s Selling class

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  • Golden Gate University www.ggu.edu
  • Golden Gate University www.ggu.edu
  • You, your educational backgroundAssistant Director of Outreach, GGU, MBA in Marketing, BS Biology 2) Your career highlights -Definition: A transaction of mutual benefit.- Hated Sales, Was not good at it, started focusing on servicing others & incorporated my marketing skills -Promoted to Sales manager -Exceeded annual goal by 100 units Golden Gate University www.ggu.edu
  • Golden Gate University www.ggu.edu
  • Golden Gate University www.ggu.edu
  • Golden Gate University www.ggu.edu
  • Golden Gate University www.ggu.edu
  • Golden Gate University www.ggu.edu
  • 4) How you use your experiences in your job at GGU. a) Gatekeeper, influencer/endorser, etca1) Lead generation, Event coordination, Relationship development w/ prospective students & gatekeepers b) Understanding your target market - what research do you do before you give a presentation? This could be a good time to lead into "my research tells me that what is important to CCSF students is... therefore I make the effort to highlight XYZ. Another group I present to which is totally different than CCSF students is ABC, so I focus on these other things." Golden Gate University www.ggu.edu
  • Golden Gate University www.ggu.edu
  • Golden Gate University www.ggu.edu
  • Golden Gate University www.ggu.edu
  • Sales Training

    1. 1. Golden Gate University Sales Presentation David Javate Assistant Director of Outreach
    2. 2. Topics covered <ul><li>My Sales Experience </li></ul><ul><li>Sales Models </li></ul><ul><li>Interviewing a Prospective customer </li></ul><ul><li>Dealing with Objections </li></ul><ul><li>Relationship Development </li></ul><ul><li>Applying Sales techniques in current position </li></ul>
    3. 3. My Sales Experience <ul><li>Had bad experiences with sales people </li></ul><ul><li>Began working for Club One </li></ul><ul><li>Initially was not good at it </li></ul><ul><li>Training, Personality, Service </li></ul><ul><li>Eventually promoted to Sales manager </li></ul><ul><li>Currently working in Outreach for GGU </li></ul>
    4. 4. Initial Sales Model Features <ul><ul><li>Close </li></ul></ul>The Disney Tour
    5. 5. My Model Interview Tour based on preferences Close
    6. 6. Initial Interview: <ul><li>Discover most common objections from prospect using questions. </li></ul><ul><ul><li>Desire: Have you exercised before? </li></ul></ul><ul><ul><li>Activities: What activities are you looking for? </li></ul></ul><ul><ul><li>Time: What time would you like to exercise </li></ul></ul><ul><ul><li>Location: Are we close to your work or home? </li></ul></ul><ul><ul><li>Decision Maker: Are you shopping for yourself? </li></ul></ul>
    7. 7. Dealing with Objections <ul><li>Is this person new to exercise, or a regular exerciser? </li></ul><ul><li>Do we offer the activities they want? </li></ul><ul><li>Are we close to them? </li></ul><ul><li>Do they have time to exercise? </li></ul><ul><li>Can they make the decision alone? </li></ul>See if Objections can be overcome
    8. 8. <ul><li>Looking out for what is best for them </li></ul><ul><li>Presenting best option for them based on needs </li></ul><ul><li>Share yourself </li></ul><ul><li>My results: </li></ul><ul><ul><li>Higher closing ratio </li></ul></ul><ul><ul><li>Increased referrals </li></ul></ul><ul><ul><li>Lower Burnout </li></ul></ul>Relationship Development The customer’s needs come first
    9. 9. My Current Position <ul><li>Lead Generation: Prospective Students </li></ul><ul><li>Increasing Awareness: Events, Presentations </li></ul><ul><li>Relationship Development: </li></ul><ul><ul><li>Transfer Center Directors </li></ul></ul><ul><ul><li>Faculty </li></ul></ul><ul><ul><li>Counselors </li></ul></ul><ul><ul><li>Organizations </li></ul></ul>
    10. 10. Understanding my target market: <ul><li>What is important to my prospect? </li></ul><ul><li>What motivates them? </li></ul><ul><li>What are their goals? </li></ul><ul><li>How can I assist in helping people reach their goals? </li></ul>
    11. 11. <ul><li>Discover the needs of the customer, and make them priority. </li></ul><ul><li>Find out how these needs can be filled. </li></ul><ul><li>Come from a place of service and help the customer make an informed decision based on their needs. </li></ul><ul><li>Develop a relationship with your customer so it will continue to benefit both </li></ul>In Summary
    12. 12. Questions? David Javate 415-265-2933 djavate@ ggu.edu

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