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Sales 101 2 3 For LA2M, Gerald Bricker, May 2010
Sales 101 2 3 For LA2M, Gerald Bricker, May 2010
Sales 101 2 3 For LA2M, Gerald Bricker, May 2010
Sales 101 2 3 For LA2M, Gerald Bricker, May 2010
Sales 101 2 3 For LA2M, Gerald Bricker, May 2010
Sales 101 2 3 For LA2M, Gerald Bricker, May 2010
Sales 101 2 3 For LA2M, Gerald Bricker, May 2010
Sales 101 2 3 For LA2M, Gerald Bricker, May 2010
Sales 101 2 3 For LA2M, Gerald Bricker, May 2010
Sales 101 2 3 For LA2M, Gerald Bricker, May 2010
Sales 101 2 3 For LA2M, Gerald Bricker, May 2010
Sales 101 2 3 For LA2M, Gerald Bricker, May 2010
Sales 101 2 3 For LA2M, Gerald Bricker, May 2010
Sales 101 2 3 For LA2M, Gerald Bricker, May 2010
Sales 101 2 3 For LA2M, Gerald Bricker, May 2010
Sales 101 2 3 For LA2M, Gerald Bricker, May 2010
Sales 101 2 3 For LA2M, Gerald Bricker, May 2010
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Sales 101 2 3 For LA2M, Gerald Bricker, May 2010

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Sales and marketing are two of the key elements of any company’s strategic plan. While a focused marketing plan is critical to the launch and promotion of a business, the sales plan is critical to …

Sales and marketing are two of the key elements of any company’s strategic plan. While a focused marketing plan is critical to the launch and promotion of a business, the sales plan is critical to winning customer commitment and building customer relationships. The key difference is that selling is personal. It is important that the people doing the selling build rapport with their customer prospects based on their own personal objective of succeeding as sales professionals. Sales professionals will best prepare for meeting their goals by learning the success formula for both personal and professional development. Then, they must learn the sales process and patiently follow the process to get the commitment of the customer.

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  • 1. Gerald Bricker May 2010
  • 2. R. Kiley Presentation ◦ March 3, LA2M Speaker: ◦ “Biggest Obstacles to Effective Social Media” “Sales, rather than brand building mentality.” Marketing and sales are very different activities.
  • 3. S. Hickey Presentation: ◦ April 14, LA2M Speaker: ◦ “Marketing and Sales are no longer discrete activities.” “Demand Generation is Marketing integrated and aligned with Sales.” “Targets are not eagerly waiting for our messages.”
  • 4. Introduction 101 – Selling is Personal 102 - Success Formula 103 - Sales Process Summary
  • 5. Success (improved results) in sales requires that: ◦ You must prepare yourself. ◦ You must gain personal insight into the prospect (rapport).
  • 6. Prepare yourself ◦ Prepare for success (improved results). ◦ Keep life and work in mind. ◦ Do a self-evaluation (work-life) fit. self- (work-
  • 7. Life- Life-Work Fit - Life Wheels Personal Organizational/Professional FINANCIAL PEOPLE SALES/ / SKILLS INFLUENCING FAMILY MENTAL SKILLS VALUES & PHYSICAL TIME PRODUCTIVITY BELIEFS MANAGEMENT SOCIAL
  • 8. Prepare yourself ◦ What do you really want? Determine your goals. Stay focused.
  • 9. A (S + K)+GOALS=>PBC=>IROP IR = Improved Results PBC = Positive Behavioral Change S = Skills K = Knowledge A = Attitude
  • 10. Organizational Personal Critical Goals Rewards Consequences Obstacles
  • 11. buys: Key factor in why someone buys ◦ Sales person’s ability to: Discover needs. Create urgency. Most buying decisions are based on emotion. Develop confidence in your ability to satisfy those needs. Become the assistant buyer.
  • 12. To build business - fill your sales funnel SWARM Process Suspects Warming Aligning Realizing Matched
  • 13. The introduction Gain favorable attention Discover needs and wants Present benefits and consequences Get commitment Follow up
  • 14. ◦ Prepare Yourself ◦ Set your goals ◦ Manage your attitude ◦ Fill your sales funnel ◦ Sell yourself ◦ Help your customer buy ◦ Be patient and persistent ◦ Follow the process
  • 15. We help people and companies to grow and thrive by helping them to become more effective and to produce improved results. We are “Miracle Grow” for you and your business.
  • 16. We facilitate: Development Coaching Areas we support: Management Leadership Sales Customer Loyalty Time management Strategic Planning
  • 17. Gerald W. Bricker, Principal ◦ Free 60 minute consultation for LA2M members ◦ Email: gwbricker@aadviseconsultingllc.com ◦ Web Site: aadviseconsultingllc.com ◦ Blog: blog.aadviseconsultingllc.com 248-974- ◦ Tel: 248-974-1537

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