Sales Training<br />Presented by Stacy Smith<br />
Company overview<br />About Me<br />As a stay at home Mom of 4, I quickly realized the need for couponing to keep my groce...
Run sales pitch
Follow up</li></ul>Company message<br />Deals on Delmarva is the home of printable coupons for local businesses. Keeping i...
Job responsibilities<br /><ul><li>Learn about coupon trends(see document file)
Familiarize yourself with our website, price list, upgrade options,CRM(our customer manager system online)
Make contacts via phone or drop in using sales presentation provided
Refer those contacts for follow up via CRM</li></li></ul><li>Company message<br />Who are we?<br />An online resource for ...
Competitors<br />Who are our competitors?<br /><ul><li>We have competition from DelmarvaList,Sunnydayguide.com,and several...
Sunnydayguide.com is a site devoted to providing information on Rehoboth to Bethany Beach.
Out of town sites provide general searches for coupons in our area.</li></li></ul><li>Competitors<br />What do they bring ...
It is important to point out that sites like sunnydayguide.com have tons of useful information for the beach area, but cou...
DelmarvaList has a once a day daily coupon. Another great idea, but if your customer is looking for a coupon for your type...
Out of town mass coupon sites can be overwhelming, and hard to navigate</li></li></ul><li>Sales process<br />Prospecting a...
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Sales training

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Work from home opportunity for free coupon website www.dealsondelmarva.com . I need people to sell coupon ad spaces from home in the Delmarva area.

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Sales training

  1. 1. Sales Training<br />Presented by Stacy Smith<br />
  2. 2. Company overview<br />About Me<br />As a stay at home Mom of 4, I quickly realized the need for couponing to keep my grocery expenses down. As time went on, I incorporated couponing into all my shopping. Searching online for local coupons became a hassle. I bounced from site to site trying to find the stores that were close by, only to become frustrated, and lost in the internet sea of big name businesses. Where were the coupons for the shops down the street?<br /> An idea was born. Deals on Delmarva is a resource for local deals and coupons for families, living and vacationing in Delaware, Maryland, and Virginia.<br />Job responsibilities<br /><ul><li>Develop leads
  3. 3. Run sales pitch
  4. 4. Follow up</li></ul>Company message<br />Deals on Delmarva is the home of printable coupons for local businesses. Keeping it simple: “CLICK,PRINT,SAVE”<br />Competitors<br />There are few local competitors that do exactly what we do. I will review who they are, and what our differences are. <br />
  5. 5. Job responsibilities<br /><ul><li>Learn about coupon trends(see document file)
  6. 6. Familiarize yourself with our website, price list, upgrade options,CRM(our customer manager system online)
  7. 7. Make contacts via phone or drop in using sales presentation provided
  8. 8. Refer those contacts for follow up via CRM</li></li></ul><li>Company message<br />Who are we?<br />An online resource for free printable coupons<br />What are our core values?<br />Strengthening local connections between businesses & consumers<br />What do we do?<br />We provide businesses with an advertising outlet via coupons, and customers with a way to save $<br />What do we bring to the table?<br />We live and shop locally, and we’re committed to our neighbors<br />Our pricing is unmatched!<br />Our concept is simple POINT,CLICK,PRINT<br />
  9. 9. Competitors<br />Who are our competitors?<br /><ul><li>We have competition from DelmarvaList,Sunnydayguide.com,and several out of town mass coupon sites</li></ul>What do they do?<br /><ul><li>DelmarvaList is a once a day coupon that is emailed out to their subscribers
  10. 10. Sunnydayguide.com is a site devoted to providing information on Rehoboth to Bethany Beach.
  11. 11. Out of town sites provide general searches for coupons in our area.</li></li></ul><li>Competitors<br />What do they bring to the table?<br /><ul><li>While these sites operate great concepts, they are very different from DealsonDelmarva.com
  12. 12. It is important to point out that sites like sunnydayguide.com have tons of useful information for the beach area, but coupons are a very small part of their site. We are an all coupon site, so no excess clutter. This enables DealsonDelmarva.com to maintain a POINT,CLICK,PRINT concept- keeping it simple. We’re an easily navigable site, with search options.
  13. 13. DelmarvaList has a once a day daily coupon. Another great idea, but if your customer is looking for a coupon for your type of business, they’re not going to find it there.
  14. 14. Out of town mass coupon sites can be overwhelming, and hard to navigate</li></li></ul><li>Sales process<br />Prospecting and lead generation<br />Planning sales calls<br />Meetings<br />Postcall follow-up<br />Documentation<br />Presentation<br />Sign-off<br />
  15. 15. Prospecting and lead generation<br />Identify current customer base.<br />Identify and rank prospects.<br />Schedule sales calls.<br />
  16. 16. Planning sales calls<br />Research prospect company.<br />Identify audience.<br />Plan meeting agenda.<br />Call and confirm meeting ahead of time.<br />
  17. 17. Meetings<br />Make introductions.<br /><ul><li>Hi my name is “___________”, with DealsonDelmarva.com</li></ul>Define your objectives.<br /><ul><li>I’m visiting local businesses to introduce our new coupon website. Are you the person in charge of marketing? If yes-Do you have a minute to look at our program?</li></ul>Review business need.<br /><ul><li>Are you currently using coupons in your business? If no, introduce coupon stats. If yes, proceed to next step.</li></ul>Present possible plans<br />Reach consensus (fit, no fit, investigate further).<br />
  18. 18. Postcall follow-up<br />Send summary e-mail message(see your document file) or letter to prospect, and then notify manager to follow up with a phone call.<br />Thank prospect for meeting.<br />Recap meeting.<br />Review agreed-upon next steps.<br />State future intentions.<br />Notify appropriate internal resources (for example, manager) for next-step assistance.<br />Update account file or system.<br />
  19. 19. Documentation<br />Prepare appropriate documents. (ie presentation, brochures, contracts)<br />All this will be found in your document file<br />Review appropriate documents with prospect.<br />
  20. 20. Presentation<br />Deliver final documents.<br /><ul><li>Review most appropriate plan</li></ul>Present proposal.<br /><ul><li>Put together final pricing</li></ul>Request the sale.<br /><ul><li>Ask to fill out contract or have them complete sale with you manager.</li></li></ul><li>Sign-off<br />Sign documents.<br />Close the sale.<br />Prepare customer for follow up from manager<br /><ul><li>They will need to provide graphics,couponinformation, etc.</li>
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