Sassy Sales Strategies to Improve Your Bottom-Line Sales Success
Stella De Zotti Australian Businesswomen’s Network
Suzi Dafnis Australian Businesswomen’s Network
Tools You Can Use
Click on the Q&A icon on your floating tool bar in the bottom right corner
Type your question in the space at the bottom
Audio (to listen & speak)
- Use telephone (Sydney number)
- VoIP (must have microphone to be able to speak)
Information on how to increase your sales
How to improve your sales technique
Workshops and issues or challenges you have in your company right now
New Clients - where are they and how do you get them?
Revenue and Profits - what is the right balance?
Pricing Structures - what works?
Case Study - How a successful small business increased its client base
Where are they and how do you get them?
Word of mouth - referrals
Associations - e.g. ABN, CISPA (purchasing association)
Cold call - either employ or outsource this function
What are some others?
Revenue and Profits
What is the right balance?
Revenue doesn’t necessarily mean you are making money
To get the right balance you need to know two things:
What is the COST OF SALE to your business (to provide your products or services) ?
What profit do you want to make?
What does your company offer?
How do you know how much you will make on sales?
How do you calculate your cost of sale?
How do you calculate your profit margin?
Depending on the product or service you have, competitors in the marketplace and how you position yourself is what will determine your pricing.
Examples of pricing structures:
What pricing structures do you use? Examples?
How a small business increased its client base
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.
Part Two – Innovative Sales Techniques
No longer ‘sales at all costs’
Get smart about where you spend your time and effort
Innovative Sales Techniques 1
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
Innovative Sales Technique 2
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…
Innovative Sales Technique 3
Customers buying decision is based on 30% rational thoughts and 70% emotional thoughts
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
Part 3 - Workshop
What issues or challenges do you have within your business to do with sales?
Give us an example
Issues and Challenges
Issues / Challenges
Join the Know-How Now Community
Start a discussion
Building an online community of loyal customers is like romancing your soul mate yet if you do it wrong you can make your customers feel cheap and used like a discarded one-night stand!
20 May – 10.30am AEST
Free for ABN Members
Next Know-How Now! webinar – Email Liaisons
MentorNet Grow Your Business with the Help of a Mentor. Imagine the success your business could achieve with the help of a Mentor. Hurry! The next MentorNet program starts on 22 July . Register by 8 May and save! Not sure if the program is for you? Ask about your free 30-minute consultation.