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Sales Success webinar slides Sales Success webinar slides Presentation Transcript

  • 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
    • Q&A
    • 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
    • Click “Send”
    • Audio (to listen & speak)
    • - Use telephone (Sydney number)
    • Or
    • - VoIP (must have microphone to be able to speak)
  • Leanne Griffiths
  • Agenda
    • 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
  • Part One
    • 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
  • New Clients
    • 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?
  • Questions
    • 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?
  • Pricing Structures
    • What Works?
      • 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:
      • Revenue based
      • Set Prices
      • Discounts
  • What pricing structures do you use? Examples?
  • Case Study
    • 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
    • Questioning techniques
      • 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
    • Killer questions
      • What…
      • How…
      • 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
    • Solutions?
  • Question Time
    • Join the Know-How Now Community
    • Start a discussion
    • Participate
    • Network
    Next Steps
      • 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.