Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Sales success core foundations

2,393 views

Published on

  • Be the first to comment

  • Be the first to like this

Sales success core foundations

  1. 1. Sales Basics<br />Core Foundations for Sales Success<br />Copyright, Bo Pedersen, 2010<br />bokieffer@gmail.com<br />Skype: bokieffer<br />
  2. 2. Foundations<br />Activity<br />Process<br />Method<br />Domain Expertise<br />
  3. 3. Activity – Keep Shaking the Tree<br />Selling is a numbers game. <br />Phone calls, emails, letters, proposals, pricing documents, etc., etc.<br />All other things equal, more activity = more sales<br />
  4. 4. Activity – Usual Objections<br />I prefer to work ‘smarter’<br />I need to do a lot of background research<br />Cold calling ‘doesn’t work’<br />Sales in my sector/vertical/geography/culture is relationship based<br />They’ll probably say no<br />
  5. 5. IDENTIFY the target customer<br />QUALIFY your prospects<br />SELL the value<br />ASK for the business<br />IDENTIFY REPEAT business <br />We QUALIFY/SELL/CLOSE to soon/late<br />Process – Identify, Qualify, Sell, Close, Repeat<br />
  6. 6. Process - Pitfalls<br />We don’t IDENTIFY/QUALIFY/SELL/CLOSE<br />We QUALIFY/SELL/CLOSE too early/late<br />We SELL Before QUALIFYING<br />We CLOSE before SELLING<br />We don’t seek REPEAT business<br />
  7. 7. Method - Sales Skills<br />Qualifying<br />Influencing, coaching<br />Listening<br />Communicating<br />Organizing<br />
  8. 8. Domain Expertise – Trusted Advisor<br />Trusted Advisors are fountains of knowledge<br />Their wisdom and deep understanding of the subject matter commands respect and admiration<br />They break down the barriers to sales success by adding value to prospects and customers alike in every interaction<br />
  9. 9. Domain Expertise – The Unknown<br />The body of the unknown is infinitely larger than the body of the known. <br />The biggest danger to any sales opportunity rests in the darkness of the unknown. <br />Only the most passionate pursuit of knowledge can mitigate the risks of the unknown.<br />
  10. 10. Sales Success <br />Activity<br />Process<br />Method<br />Domain Expertise<br />Copyright, Bo Pedersen, 2010<br />bokieffer@gmail.com<br />Skype: bokieffer<br />

×