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Slides from the Sales Success webinar presented by the Australian Businesswomen's Network on 30/7/08

Slides from the Sales Success webinar presented by the Australian Businesswomen's Network on 30/7/08

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  • 1. Finding Sales Tough? Increase your revenue and maximise your profits with great sales strategies. Sales are your business life-line. So, let us show you how to get people to buy! sponsored by: Business Success Webinar Series. Know-How Now!
  • 2. Suzi Dafnis Australian Businesswomen’s Network Sales Success Webinar Sassy Sales Strategies to Improve Your Bottom-Line
  • 3. Sales Success Webinar Sassy Sales Strategies to Improve Your Bottom-Line Fiona De Zotti Australian Businesswomen’s Network
  • 4. Leanne Griffiths Griffin Theatre Company Sales Success Webinar Sassy Sales Strategies to Improve Your Bottom-Line
  • 5.
    • 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
    Agenda Sales Success Webinar
  • 6.
    • 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
    Part One Sales Success Webinar
  • 7.
    • 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?
    New Clients Sales Success Webinar
  • 8.
    • 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?
    Revenue and Profits Sales Success Webinar
  • 9.
    • 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?
    Questions Sales Success Webinar
  • 10.
    • 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
    Pricing Structures Sales Success Webinar
  • 11.
    • Examples?
    What pricing structures do you use? Sales Success Webinar
  • 12.
    • 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.
    Case Study Sales Success Webinar
  • 13.
    • No longer ‘sales at all costs’
    • Get smart about where you spend your time and effort
    Part Two - Innovative Sales Techniques Sales Success Webinar
  • 14.
    • 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 1 Sales Success Webinar
  • 15.
    • 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 2 Sales Success Webinar
  • 16.
    • 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
    Innovative Sales Technique 3 Sales Success Webinar
  • 17.
    • What issues or challenges do you have within your business to do with sales?
      • Give us an example
    Part Three – Workshop Sales Success Webinar
  • 18.
    • Issues / Challenges
    • Solutions?
    Issues and Challenges Sales Success Webinar
  • 19. Question Time Sales Success Webinar
  • 20. Know-How Now! Business Success Webinar Series. How to be an Online Marketing Superstar Success strategies for super web marketing. National – 6 August 2008 sponsored by:
  • 21. Belonging has Benefits Pay-as-you-go membership is just $20 a month
  • 22. 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 23 September .
  • 23.
    • Join the The Know-How Now! Community
    • Start a discussion
    • Participate
    • Network
    What’s Next? Know-How Now! the Online Community Thank you!