Partner Training: Sales skills

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A short training presentation about sales skills for BizCentral & CharityNet USA partners.

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Partner Training: Sales skills

  1. 1. Partner Service & Sales Training<br />Sales Tips, Tools & Strategies<br />
  2. 2. Introduction & Terminology<br />Introduction to Selling & Common Terminology<br />Core Strategies of a Successful Partner<br />Prospecting and Building your Business<br />Sales Tools Provided by BizCentral USA<br />
  3. 3. Introduction<br />Please Note: It will be helpful to have the following available while we proceed through this presentation:<br />Sales Kit<br />Quick Reference Guide<br />Operational Manual<br />
  4. 4. Introduction<br />The nature of sales can be very complex and strategic, yet extremely rewarding. <br />In order to execute the sale and see those rewards, it is important to understand and implement a range of tactics such as:<br />Networking<br />Marketing<br />Public Speaking<br />Persuasion<br />Listening & Communicating<br />
  5. 5. Terminology<br /><ul><li>To begin, every sales professional must understand the common terminology used in the sales arena.
  6. 6. Prospects:
  7. 7. Prospects are those potential customers that you, the salesperson, have identified with a much more narrow focus.
  8. 8. Itinerary:
  9. 9. An itinerary is simply a plan for what you are going to do, usually for the next week. In the itinerary, you spell out where you will be, at what time, on what day
  10. 10. Sales Call Report or Call Report:
  11. 11. The sales call report is similar to the itinerary, except it lists what you did as opposed to what you plan to do. Usually sales call reports are for the week preceding.
  12. 12. Sales Call:
  13. 13. Very simply, a sales call is when you are talking directly to a customer or prospect. Some people say any contact—whether by phone, fax, e-mail, or in person—is a sales call. </li></li></ul><li>Terminology<br /><ul><li>Service Call:
  14. 14. Once a prospect has become a customer, he requires attention. Periodically checking with the customer to determine his satisfaction with your product, service, or your company in general is a service call.
  15. 15. Decision Maker:
  16. 16. This is probably the simplest term on this list, but it is the most important. The decision maker is simply what it says; The person who will decide whether to buy from you.
  17. 17. Gatekeeper:
  18. 18. The gatekeeper can be your best friend or your worst enemy. This is the person with the power to grant or deny access to the decision maker. Often it is a receptionist, secretary, administrative assistant, or even a security guard.
  19. 19. Cold Call:
  20. 20. Cold calls minimally result in a sale or even a meeting with the decision maker, but this does happen just often enough to make them tantalizing. Even if you don't get to talk to the buyer, you can find out who the buyer is, what the company does, and what you need to do to meet the buyer.</li></li></ul><li>Core Strategies of a Successful Partner<br />Introduction to Selling & Common Terminology<br />Core Strategies of a Successful Partner<br />Prospecting and Building your Business<br />Sales Tools Provided by BizCentral USA<br />
  21. 21. Core Strategies Overview<br />In order to be a successful BizCentral USA Partner, there are certain core strategies to become familiar with.<br />Defining Our Relationship: Production Center/Business Front<br />Selling Our Services<br />Communicating with the Production Center (BizCentral USA)<br />Communicating with Your Customer<br />Asking Questions<br />
  22. 22. Core Strategies<br />Defining Our Relationship<br />Partners are in a unique position in the market place. They serve two masters. <br />The customer is the boss and has the final say in the consultants dealings with him or her. <br />Closing the sales in order to meet goals and bring in revenue.<br />As a consultant, you are ultimately responsible for every action that you take or do not take. You are also responsible for every delivery, the quality, the customer service and every facet of your relationship to the customer.<br />As a partner of BizCentral USA you have been assigned a product specialist and a client care coordinator; “Use them!”, they are there to support you. Having an open line of communication can alleviate many of the common issues you will face. <br />
  23. 23. Core Strategies<br />Selling Our Services<br />It should go without saying, that you will make more sales if you believe in the product you are selling. <br />Product knowledge is essential, not only to enable you to carry on an intelligent conversation, but to put yourself at ease when with the customer. <br />The more you know about our products and services, the easier it is to believe in it.<br />Know what packages or a la carte options best suit each segment of your market. If you know this, you will be able to select the particular products and services that will best meet the needs of a potential client.<br />You will also be able to guide the customer away from any services that do not match up; whether this is based on need or budget. <br />You cannot sell everything to everyone. Don't try to; it will only hurt you in the long run. Your plan is to build long-term customers. Building a strong customer relationship sometimes means not making the sale.<br />
  24. 24. Core Strategies<br />Communicating with Our Company<br />All areas of communication are important. <br />Customer requirements or specifications need to be on file at our headquarters. <br />When processing an order for a client make sure to communicate as much information as possible in order to enable a smooth production cycle.<br />Things to include on the order form:<br />Any and all special requests<br />Delivery requirements<br />Quantities requested<br />Production dates<br />These must be readily accessible to anyone at BizCentral who could potentially need the information. It is the partner’s responsibility to see that the information gets to BizCentral USA. <br />Additionally, you will want to have a separate correspondence file for each customer, particularly if the correspondence is fairly extensive.<br />
  25. 25. Core Strategies<br />Communicating with Your Customer<br />BizCentral will provide you with updated information at the beginning of every month. Whenever anything changes, tell your customers and remember to exchange old material for new material.<br />It is your responsibility as a partner to communicate to your client accurate and up to date information. If you have bad news to tell the customer, such as an increase in pricing etc., tell him immediately. <br />Treat each client as if he or she is the only client you have. When you communicate with a customer, make the communications as personal as possible. Remember, you are the front-end of this operation and you are who will build the relationship with the client.<br />In short, when communicating with customers, give them any information that will help them as soon as you can. You may find that you are relaying information that they don't want to hear. In the long run, you will be better off.<br />
  26. 26. Core Strategies<br />How to Communicate: Asking Questions<br />The easiest way to find out anything is to ask. Most people do not ask the right questions or do not ask them at the right times. You can never lose by asking questions.<br />Your questions should always be addressing the need for legitimate information or be moving the discussion toward closure.<br />Your questions must be sincere. If they are not, the potential client will sense it, and you will find that you are spending all of your time trying to think up the next question.<br />Good questioning will accomplish important functions. They help you to understand your client; who they are, what they do, and how they do it. They allow you to establish rapport with the customer. <br />
  27. 27. Prospecting and Building your Business<br />Introduction to Selling & Common Terminology<br />Core Strategies of a Successful Partner<br />Prospecting and Building your Business<br />Sales Tools Provided by BizCentral USA<br />
  28. 28. Prospecting Overview<br />Effectively prospecting for future clients will dramatically increase your potential for success. <br />By completion of this section you should have a clear understanding of the following:<br />What Exactly is Prospecting<br />Rules to Prospecting<br />How do you find Prospects<br />CharityNet USA Prospecting Tools<br />
  29. 29. Prospecting<br />Introduction<br />The lifeblood of any sales organization is new customers. Over time, you will lose existing clients for a variety of reasons. <br />Some will close. <br />Some will move to another country. <br />Some will decide to buy from a competitor<br />Some will close for reasons that you cannot begin to fathom. <br />In order to be successful at sales, you must have at least as many new clients coming in, as going out. That is why prospecting is so important.<br />
  30. 30. Prospecting<br />What Exactly is Prospecting<br />As we already know, a prospect is a potential new client. Therefore, prospecting is the process by which we identify new potential clients. <br />The emphasis you should place on prospecting can vary depending on your sales experience:<br />If you are new salesperson with a very small existing customer base, then you should put between 80%-100% of your effort into identifying and qualifying new potential customers. <br />If you are an established salesperson or have quite a few existing customers, then we recommend that at least 20% of your time should be devoted to active prospecting. <br />
  31. 31. Prospecting<br />Rules to Prospecting: Prospecting should be on the same level of importance as meeting with a client. No prospects eventually means no clients, therefore you will have no meetings. <br />Be Brief: When making the initial phone call to the prospect, make it brief. Your goal should be to get the appointment, not to go into your sales pitch. <br />Research: Know who you are calling before you call. Have a name of a person to talk to. Sometimes it is difficult to find out who is the best person to speak to. One simple way to find out is to call the receptionist and ask. The receptionist will usually tell you. Find out the best times to contact your prospects and vary your call times accordingly. Often this will require trial and error on your part. <br />Be Accessible & Flexible: If you are having trouble getting to speak to prospects during regular business hours, try unconventional times. Many people arrive at work early or stay late. Call before 8:00 A.M. or after 5:00 P.M. <br />
  32. 32. Prospecting<br />Rules to Prospecting Continued<br />Goal Setting: Establish a goal for prospecting. This is entirely up to you. If your goal is to set up ten appointments with prospects each week, then do it. See the end result before you begin. Know what you want to accomplish before you ever start the sales call. Visualize it. Work toward it. <br />Be Persistent: Don't give up when things are not going well. When you have made fifteen phone calls and have zero appointments to show for it, the law of averages begins to work in your favor. Be persistent. Woody Allen once said, "Eighty percent of success is just showing up." Keep showing up. <br />Be organized: Create a schedule. Know what you are doing and why you are doing. <br />Don't stop. Be persistent: I know you are thinking, "He already said to be persistent." Yes I did. I included it here again because nothing is more important. Most salespeople stop too soon. I'll say it again: "Don't stop." When trying to make an appointment with a prospect, you will hear "no" more than you hear "yes." Your attitude should be that "no" does not mean "no," it means "not today." <br />
  33. 33. Prospecting<br />How do you Find Prospects<br />There are many ways to identify prospects. <br />Trade Associations & Directories<br />Directory of Manufacturers<br />Chambers of Commerce<br />Seminars<br />Industry Trade Shows<br />Through Current Clients<br />
  34. 34. Prospecting<br />Our goal is to see you succeed as a BizCentral USA Partner. Your success is our success; Therefore we provide you with a variety of prospecting tools to get started:<br />Local Networking Contact List<br />Inclusion in our Consultants Network<br />Free Marketing Review<br />A Variety of Marketing Collateral<br />Webinars<br />Exposure on our national website and email newsletter<br />
  35. 35. Sales Tools Provided by BizCentral USA<br />Introduction to Selling & Common Terminology<br />Core Strategies of a Successful Partner<br />Prospecting and Building your Business<br />Sales Tools Provided by BizCentral USA<br />
  36. 36. Sales Tools Overview<br />In addition to the prospecting tools we provide to you, you will also receive:<br />Online Training <br />Operational Manual<br />Customized Business Plan<br />Sales Pitch Book<br />Marketing Support<br />One-on-One Support<br />
  37. 37. Operational Manual<br />Operational Manual Table of Contents<br />Customized Business Plan<br />FAQ’s<br />Partner Pricing Guide<br />Service Process<br />Product Questionnaire<br />Terms of Service<br />Additional Resources<br />
  38. 38. Customized Business Plan<br />Customized Business Plan<br />You customized business plan provides detailed information regarding the strategic business services, marketing strategies and financial plan necessary for initial establishment as an independent authorized agent of BizCentral USA.<br />This plan outlines the process for business growth, methods, and procedures for operation, infrastructure, and management.<br />
  39. 39. Sales Pitch Book<br />Sales Pitch Book Outline<br />About Us<br />Current Promotions<br />501c3<br />Grant writing<br />Web design<br />Bookkeeping Accounting<br />Marketing and SEO<br />Graphic Design<br />Sales Forms<br />Your Sales Pitch Book will also include a separate booklet containing a condensed versions of content in your Sales Pitch Book. This will be your “Quick Reference Guide”.<br />
  40. 40. Marketing Support<br />Marketing Support<br />Monthly Partner Newsletter<br />Marketing Collateral<br />Graphics and Promotions<br />Webinars<br />Directory Listings<br />Social Media Inserts <br />
  41. 41. One-on-One Support<br />One-on-One Support<br />As a partner, you will be assigned a personal partner specialist.<br />Should you ever have any questions, this is your direct contact and support systems.<br />
  42. 42. Conclusion<br />There is no one formula for effective selling. <br />Although there are certain things that every consultant must do to be successful, he or she must be adapted to each individual's personality.<br />Effective Selling = Persistence, Research, Goal Setting<br />BizCentral is here to support your efforts as a partner. Your success is our success!<br />

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