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Sales success core foundations


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Sales success core foundations

  1. 1. Sales Basics<br />Core Foundations for Sales Success<br />Copyright, Bo Pedersen, 2010<br /><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 /><br />Skype: bokieffer<br />