Media sauce & creative ktn
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Media sauce & creative ktn

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Mel norman media sauce - workshop 4

Mel norman media sauce - workshop 4

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Media sauce & creative ktn Media sauce & creative ktn Presentation Transcript

  • | Media – Sauce | Mellissa Norman© C O P Y R I G H T M e d i a S a u c eAccelerating Sales and Generating IncomeDIGITAL 2012MEDIA-SAUCE & Creative KTN
  • | Media – Sauce | Mellissa Norman© C O P Y R I G H T M e d i a S a u c eWorkshop objectivesBy the end of the workshop you will be able to :• Understand the seven stage sales cycle• Apply how the sales cycle to your business• Explain how to find a need with your potential client• Describe how to answer objections28 March 2012
  • | Media – Sauce | Mellissa Norman© C O P Y R I G H T M e d i a S a u c eMellissa Norman• Ran a book selling business in USA @ college• Worked as a sales consultant for corporates; Npower, RobertHalf• Trained BBC suppliers & 200+ other companies• Worked as a Producer for TV/Film for 12 years• Work with digital, design and social media companies tointegrate off and online sales activities• Directed Social Media Week in London, raised 75k in 4months• Am the Theme Champion for Business Models and Growth28 March 2012 View slide
  • | Media – Sauce | Mellissa Norman© C O P Y R I G H T M e d i a S a u c e• Photo by GussetWhat attributes does the stereotypicalsales person have? View slide
  • | Media – Sauce | Mellissa Norman© C O P Y R I G H T M e d i a S a u c e• Photo by GussetShiny suitTalks to muchTries to sell youDoes not respect your timeThinks more about their targets than youMakes it hard for you to say no
  • | Media – Sauce | Mellissa Norman© C O P Y R I G H T M e d i a S a u c eMaybe Maybe Maybe Maybe Maybe MaybeMaybe Maybe Maybe Maybe Maybe MaybeMaybe Maybe Maybe Maybe Maybe MaybeMaybe Maybe Maybe Maybe Maybe MaybeMaybe Maybe Maybe Maybe Maybe MaybeMaybe Maybe Maybe Maybe Maybe MaybeMaybe Maybe Maybe Maybe Maybe MaybeMaybe Maybe Maybe Maybe Maybe MaybeMaybe Maybe Maybe Maybe Maybe MaybeMaybe Maybe Maybe Maybe Maybe MaybeMaybe Maybe Maybe Maybe Maybe MaybeThis is not good for your business
  • | Media – Sauce | Mellissa Norman© C O P Y R I G H T M e d i a S a u c eThe Triangle of SalesAttitude/mind set
  • | Media – Sauce | Mellissa Norman© C O P Y R I G H T M e d i a S a u c eThe cycle of sales/biz dev•ApproachFinding aneedPitchObjectionsGetting thedealSolidifyingthesale/referralsPreapproach
  • | Media – Sauce | Mellissa Norman© C O P Y R I G H T M e d i a S a u c eApply it to yourcompany
  • | Media – Sauce | Mellissa Norman© C O P Y R I G H T M e d i a S a u c ePre ApproachPRE THE APPROACH
  • | Media – Sauce | Mellissa Norman© C O P Y R I G H T M e d i a S a u c eTHE APPROACH
  • | Media – Sauce | Mellissa Norman© C O P Y R I G H T M e d i a S a u c eUse NamesGive them many chances to say noModify your approach when using socialmedia
  • | Media – Sauce | Mellissa Norman© C O P Y R I G H T M e d i a S a u c eAsk the right questionsActive listening skills
  • | Media – Sauce | Mellissa Norman© C O P Y R I G H T M e d i a S a u c eSituationalProblemImplicationNeed/payoff
  • | Media – Sauce | Mellissa Norman© C O P Y R I G H T M e d i a S a u c eObjectionsWe don’t have that budgetDon’t have the timeWe have a current supplierI need to ask my boss...ProcrastinationCan get an agency cheaper
  • | Media – Sauce | Mellissa Norman© C O P Y R I G H T M e d i a S a u c eObjectionsUncovering the real objection...‘I know you probably have a reason tosay that?’Make it final -‘Is this the only reasonthat you would not work with us?
  • | Media – Sauce | Mellissa Norman© C O P Y R I G H T M e d i a S a u c eVALUE V COSTFind out the difference between the price it is and the one they wantto pay.
  • | Media – Sauce | Mellissa Norman© C O P Y R I G H T M e d i a S a u c eCloseTHE CLOSE- END SMALL
  • | Media – Sauce | Mellissa Norman© C O P Y R I G H T M e d i a S a u c eJoin 5000+ companies on the business model &Growth community on the TSB’s connect website.connect.innovateuk.org/web/creativektn3 Steps to join• Join connect• Join Creativektn• Join Biz model groupFor free reports, events & interviews
  • | Media – Sauce | Mellissa Norman© C O P Y R I G H T M e d i a S a u c eThank you!You can tweet at me here@melmediasauce or follow@creativektnYou can email me heremel (at) media-sauce.org