The Value of a Systems Approach to Sales

317 views

Published on

Published in: Business, Career
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
317
On SlideShare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
6
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide
  • Hello my name is Tom Linn and I welcome you to this short presentation titled The Value of a Market Plan.A sound and well thought-out marketing plan is an essential part of a firm’s ability to compete.Many small and medium size businesses take on a disorganized or haphazard approach to their marketing efforts resulting in a failure to capitalize on opportunities to sell more of their products and services.
  • A well thought out market plan will align the strengths of the business with the requirements of its customers and use those strengths to set the business apart from competitors.
  • A market plan provides clear direction: Which demonstrates a clear understanding of an increasingly challenging environment Acknowledges the complexities and opportunities presented by social mediaActs as alignment tool within the organization itselfSecures commitment from all the key stakeholders
  • The process of creating a marketing plan involves three key steps: An analysis of the company’s internal and external environments.A decision on a Unique Selling Point or Value Proposition to emphasize and project. The selection of action plans to reach the targeted customer base.
  • I work with small to medium size manufacturing companies who need marketing expertise and sales leadership.I am a sales and marketing practitioner whose knowledge and proficiency is founded upon proven sales and marketing successes in numerous companies. I provide proven sales and marketing strategies with a knowledge and proficiency that is founded upon tested and true sales and marketing success. I help companies gain attention and create interest in their products and services.I tailor marketing and sales strategies in a measureable way and specific to a company' needs. Under specific expert direction, my client companies will gain attention and interest in their products and service offerings.Let’s talk about your needs and goals. Please call (651 486 0959) or go to my LinkedIn page at www.linkedin.com/in/tlinn1/ or contact me by email at tl1202@hotmail.com.Tom
  • The Value of a Systems Approach to Sales

    1. 1. A Systems Approach to Sales Without sales, all else is nothing, it‟s that simple. Without knowledge of the sales process things are not much better. Many people do sales, few know sales. Understanding the sales process provides meaning to the work we do. Not only can one achieve higher closing rates but very often develop deeper business friendships because they understand their clients. Companies find smart sales people easy to do business with. Tom Linn www.linkedin.com/in/tlinn1/ 1 1/26/2014
    2. 2. A Systems Approach to Sales For those lacking knowledge of the sales process sales is simply a numbers game. A sales person is looked upon merely to achieve their appointed quota. Who wants to be viewed as a quota maker? Tom Linn www.linkedin.com/in/tlinn1/ 2 1/26/2014
    3. 3. A Systems Approach to Sales In my early years of sales I often thought I was lucky. However after careful study and practice I came to realized I was not lucky but that I was unconsciously solving my customer problems in a manner where by I could quickly determine what was their needs and wants and tailor my approach to gain their attention and interest and so on to meet their needs and provide them their wants. Through study and observation I have concluded sales is a process. A process to be followed. Tom Linn www.linkedin.com/in/tlinn1/ 3 1/26/2014
    4. 4. A Systems Approach to Sales Actual State A large percentage of sales are lost due to a lack of knowledge of the sales process. Too many sales people „do sales‟ but are not cognizant of what elements make up the sales process. Start Tom Linn Steps / Segments www.linkedin.com/in/tlinn1/ 4 Finish 1/26/2014
    5. 5. A Systems Approach to Sales Ideal State Sales people can increase closing successes when they are intimately knowledgeable of the sales process. An effective sales person achieves higher overall sales and in most cases develops better relationships with their customers. Attention Tom Linn Interest www.linkedin.com/in/tlinn1/ Conviction 5 Desire Close 1/26/2014
    6. 6. A Systems Approach to Sales Scope The extent of this statement will be related to the classic book titled “The 5 Great Rules of Selling” by Percy H. Whiting. Tom Linn www.linkedin.com/in/tlinn1/ 6 1/26/2014
    7. 7. A Systems Approach to Sales Domain While all aspects of a business are focused on sales, we will concentrate on the groups directly related to the sales process: sales, marketing and advertising. Attention Sales Tom Linn Interest Conviction Marketing www.linkedin.com/in/tlinn1/ Desire Close Marketing 7 1/26/2014
    8. 8. A Systems Approach to Sales Impact (the effect of one thing upon another) When groups involved in sales are knowledgeable of the sales process, they have a better grasp of the customer‟s position and are more abled to formulate strategies and execute a course of action in order to accomplish goals and move the process to a close. Tom Linn www.linkedin.com/in/tlinn1/ 8 1/26/2014
    9. 9. A Systems Approach to Sales Impact ATTENTION INTEREST CONVICTION DESIRE Observance To arouse Strong belief To wish for Consideration Curiosity To long for Concentration Fascination Act of convincing Notice To hold attention To bring to belief by evidence Crave CLOSE To reach an agreement A conclusion A request for Something longed for Foundation – The 5 Great Rules of Selling Percy H. Whiting Tom Linn www.linkedin.com/in/tlinn1/ 9 1/26/2014
    10. 10. A Systems Approach to Sales Action Statement Due to the fact the sales process is complex, it is imperative that companies fully understand the relationship which exists between sales, marketing, advertising and product management functions. It is vitally important that all groups involved learn the details of each step in the sales process in order to develop strategies and tactics to win each sale. Tom Linn www.linkedin.com/in/tlinn1/ 10 1/26/2014
    11. 11. I work with small to medium size manufacturing companies who need marketing expertise and sales leadership. I am a sales and marketing practitioner whose knowledge and proficiency is founded upon proven sales and marketing successes in numerous companies. I provide proven sales and marketing strategies with a knowledge and proficiency that is founded upon tested and true sales and marketing success. I help companies gain attention and create interest in their products and services. I tailor marketing and sales strategies in a measureable way and specific to a company' needs. Under specific expert direction, companies will gain attention and create interest in their products and services. Please contact me via LinkedIn. Tell me about your needs and goals. Tom Tom Linn www.linkedin.com/in/tlinn1/ 11 1/26/2014

    ×