C-Level Sales Mastery  Rainmaker Commando Course Paul J. Lange Blue Ocean Strategist & Rainmaker Sydney – Dubai www.paulla...
Presentation Overview <ul><li>Death by PowerPoint </li></ul><ul><li>Traits of Great Salespeople </li></ul><ul><li>Monetisi...
Death By PowerPoint or Written Proposal <ul><li>Maximum 10 Slides.  </li></ul><ul><li>Customer Logo No-no’s </li></ul><ul>...
Your Best Salesperson <ul><li>Goes Where the Fish Are </li></ul><ul><li>Identifies Buy Signals </li></ul><ul><li>May Not H...
Monetise Your Value <ul><li>Identify, Not Edify Your Competitor(s) </li></ul><ul><li>State Your Benefit in Simple Clear Te...
Killer Sales Questions <ul><li>Do you have your agenda in front of you? </li></ul><ul><li>Will you look at the facts and d...
11 Actions You Can Take Today <ul><li>Send a Handwritten Note </li></ul><ul><li>Ask for a Referral from a Satisfied Custom...
Exclusive for Delegates <ul><li>Proposal/Presentation Format </li></ul><ul><li>Copy of this Presentation </li></ul><ul><li...
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Executive Sales Professionals - Iran

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This is presentation was the background for a speech I delivered via the web to 250 delegates in Tabriz, Iran on 30th July 2009.

I will be physically in Teheran to deliver a speech to ca 1,000 delegates in early January.

Published in: Business, News & Politics
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Executive Sales Professionals - Iran

  1. 1. C-Level Sales Mastery Rainmaker Commando Course Paul J. Lange Blue Ocean Strategist & Rainmaker Sydney – Dubai www.paullange.com.au
  2. 2. Presentation Overview <ul><li>Death by PowerPoint </li></ul><ul><li>Traits of Great Salespeople </li></ul><ul><li>Monetising Value </li></ul><ul><li>Killer Sales Questions </li></ul><ul><li>Daily Actions for Success </li></ul>
  3. 3. Death By PowerPoint or Written Proposal <ul><li>Maximum 10 Slides. </li></ul><ul><li>Customer Logo No-no’s </li></ul><ul><li>Customer Focused </li></ul><ul><li>Describe Your Customer's Compelling Need to Buy </li></ul><ul><li>Name Proposed Solution Without Technical Details </li></ul><ul><li>State Price and (% of) Total Cost </li></ul><ul><li>What Business Pain Do You Remove or Prevent? </li></ul><ul><li>Do They Believe You? </li></ul>
  4. 4. Your Best Salesperson <ul><li>Goes Where the Fish Are </li></ul><ul><li>Identifies Buy Signals </li></ul><ul><li>May Not Have the Most Prospects in the Pipeline </li></ul><ul><li>Calls Only on Decision Makers </li></ul><ul><li>Plans Every Call </li></ul><ul><li>Always Documents the Sales Call Objective </li></ul><ul><li>Pre-plans Questions </li></ul><ul><li>Establishes an ‘Up-front’ Contract </li></ul><ul><li>Listens </li></ul><ul><li>Takes Notes </li></ul><ul><li>Monetises the Value </li></ul><ul><li>Makes Early Morning and Friday Afternoon Appointments </li></ul><ul><li>Shows the Whole Chain and Sells the First Link </li></ul><ul><li>Asks for the Sale </li></ul><ul><li>Asks for New Business and Referrals </li></ul><ul><li>Documents Agreements Instead of Writing Proposals </li></ul>
  5. 5. Monetise Your Value <ul><li>Identify, Not Edify Your Competitor(s) </li></ul><ul><li>State Your Benefit in Simple Clear Terms </li></ul><ul><li>Quantify the Benefit </li></ul><ul><li>‘ Monetise’ the Benefit to the Customer </li></ul><ul><li>Show Total ‘Monetised’ Benefit in ‘Unit’ Terms </li></ul><ul><li>Demonstrate the True Net Cost of Your Product </li></ul>
  6. 6. Killer Sales Questions <ul><li>Do you have your agenda in front of you? </li></ul><ul><li>Will you look at the facts and decide for yourself if it makes sense? </li></ul><ul><li>Would you like to know how we differ? </li></ul><ul><li>If XYZ is successful is there anything else stopping you proceeding? </li></ul><ul><li>Why can’t you? </li></ul><ul><li>Why don’t you give it a try? </li></ul><ul><li>What question haven’t I asked that I should have? </li></ul>
  7. 7. 11 Actions You Can Take Today <ul><li>Send a Handwritten Note </li></ul><ul><li>Ask for a Referral from a Satisfied Customer </li></ul><ul><li>Send a Thank You Note or Gift to a Referrer </li></ul><ul><li>Meet an Influencer from Your Network in the Real World </li></ul><ul><li>Convert Connections to ‘True’ Followers </li></ul><ul><li>‘ Napsterise’ Knowledge to Your Clients Environment </li></ul><ul><li>Clip and Send an Interesting Media Article </li></ul><ul><li>Make an Appointment </li></ul><ul><li>Call a Client You Haven’t Spoken to in Over a Year </li></ul><ul><li>Return All Calls </li></ul><ul><li>Leave Voicemails … Especially Late in the Evening </li></ul>
  8. 8. Exclusive for Delegates <ul><li>Proposal/Presentation Format </li></ul><ul><li>Copy of this Presentation </li></ul><ul><li>Complimentary Pre-Launch Copy of Book </li></ul><ul><li>Access to Sales Training & Information </li></ul><ul><li>Exclusive Offers </li></ul><ul><li>http:// iran.paullange.com.au </li></ul>
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