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    Sales Success Webinar slides Sales Success Webinar slides Presentation Transcript

    • Sales Success Sassy Sales Strategies to Improve Your Bottom-Line
    • Sales Success Sassy Sales Strategies to Improve Your Bottom-Line Stella De Zotti Australian Businesswomen’s Network
    • Sales Success Sassy Sales Strategies to Improve Your Bottom-Line Suzi Dafnis Australian Businesswomen’s Network
    • Sales Success Sassy Sales Strategies to Improve Your Bottom-Line 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)
    • Sales Success Sassy Sales Strategies to Improve Your Bottom-Line Leanne Griffiths
    • Sales Success Sassy Sales Strategies to Improve Your Bottom-Line 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
    • Sales Success Sassy Sales Strategies to Improve Your Bottom-Line 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
    • Sales Success Sassy Sales Strategies to Improve Your Bottom-Line 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?
    • Sales Success Sassy Sales Strategies to Improve Your Bottom-Line 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: 1.! What is the COST OF SALE to your business (to provide your products or services) ? 2.! What profit do you want to make?
    • Sales Success Sassy Sales Strategies to Improve Your Bottom-Line 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?
    • Sales Success Sassy Sales Strategies to Improve Your Bottom-Line 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
    • Sales Success Sassy Sales Strategies to Improve Your Bottom-Line What pricing structures do you use? Examples?
    • Sales Success Sassy Sales Strategies to Improve Your Bottom-Line Case Study How a small business increased its client base •! Travel Agency in Sydney 1.! From their business plan created sales target for the next 12 months (revenue AND profits) 2.! Discussed different option on how to achieve this 3.! Implemented solution and KPIs to measure and monitor success.
    • Sales Success Sassy Sales Strategies to Improve Your Bottom-Line Part Two – Innovative Sales Techniques •! No longer ‘sales at all costs’ •! Get smart about where you spend your time and effort
    • Sales Success Sassy Sales Strategies to Improve Your Bottom-Line 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
    • Sales Success Sassy Sales Strategies to Improve Your Bottom-Line 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…
    • Sales Success Sassy Sales Strategies to Improve Your Bottom-Line 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
    • Sales Success Sassy Sales Strategies to Improve Your Bottom-Line Part 3 - Workshop What issues or challenges do you have within your business to do with sales? •! Give us an example
    • Sales Success Sassy Sales Strategies to Improve Your Bottom-Line Issues and Challenges •! Issues / Challenges •! Solutions?
    • Sales Success Sassy Sales Strategies to Improve Your Bottom-Line Question Time
    • Sales Success Sassy Sales Strategies to Improve Your Bottom-Line Next Steps •! Join the Know-How Now Community •! Start a discussion •! Participate •! Network
    • Sales Success Sassy Sales Strategies to Improve Your Bottom-Line Next Know-How Now! webinar – Email Liaisons 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
    • Sales Success Sassy Sales Strategies to Improve Your Bottom-Line 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.