Selling Seminar Highlight Nfs

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Short version of my sales seminar giving highlights and overview.

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  • Selling Seminar Highlight Nfs

    1. 1. Show Me The Money Daniel Schwartz Managing Director DPS Worldwide Co., Ltd. +66 89 444 8996 (M) [email_address]
    2. 2. Overview <ul><li>Background </li></ul><ul><li>Process – Sales Funnel </li></ul><ul><li>Lead Generation </li></ul><ul><li>Let Buyers Buy </li></ul><ul><li>Tools </li></ul>
    3. 3. Selling <ul><li>Nothing Happens Until Something is Sold! </li></ul><ul><li>Focus on the Customer </li></ul><ul><li>What is in it for Me! </li></ul><ul><ul><li>That is what the Customer is thinking </li></ul></ul><ul><li>Some Practical Techniques </li></ul>
    4. 4. Lead Generation <ul><li>Key Question To Ask: </li></ul><ul><li>What happens to create a need for what you sell? </li></ul><ul><li>Referrals </li></ul><ul><li>Growth Events </li></ul><ul><ul><li>Press Releases </li></ul></ul>
    5. 5. Real Lead Generation Examples <ul><li>Real Estate Agent </li></ul><ul><ul><li>Company expansion announcement </li></ul></ul><ul><ul><li>Company relocation </li></ul></ul><ul><ul><li>MNC opening up in Thailand </li></ul></ul><ul><li>Life Insurance Agent </li></ul><ul><ul><li>Birth </li></ul></ul><ul><ul><li>New Company Formation </li></ul></ul><ul><ul><li>Marriage </li></ul></ul>
    6. 6. Real Lead Generation Techniques <ul><li>Government Contracting </li></ul><ul><ul><li>Press release of Prime Contract Award </li></ul></ul><ul><ul><ul><li>You are SME sell services/products to Prime </li></ul></ul></ul><ul><ul><li>RFI By Government </li></ul></ul><ul><ul><ul><li>Find teaming partners </li></ul></ul></ul><ul><li>Aviation Business </li></ul><ul><ul><li>New Routes </li></ul></ul><ul><ul><li>New Aircraft </li></ul></ul><ul><ul><li>Accident or near accident (be tasteful) </li></ul></ul>
    7. 7. From SPIN Selling by Neil Rakham <ul><li>S – Situation </li></ul><ul><li>P – Problem </li></ul><ul><li>I – Implication </li></ul><ul><li>N – Need Payoff (Benefit) </li></ul>
    8. 8. SPIN <ul><li>Situation – Current situation questions and opening discussion (chit chat) </li></ul><ul><li>Problem – Key part of discussion </li></ul><ul><li>Implication – What does it mean to the Customer </li></ul><ul><li>Need Payoff – How my solution solves the problem, meets the need providing payoff </li></ul>
    9. 9. Sales Force Purpose: Not value communication, but value creation <ul><li>Value Creation: Must directly benefit the customer: </li></ul><ul><li>“ You may have differentiated your product, but the differentiation doesn’t create value because it doesn’t matter to the customer.” </li></ul><ul><li>“ There’s a strong argument to be made that value migrates from the product itself to how the product is acquired: </li></ul><ul><li>The sales process itself plays an increasing role in creating customer value </li></ul><ul><li>“ A sales force that adds real value can justify higher prices and can also create strong competitive advantage.” </li></ul>
    10. 10. Something To Think About What are specific ways to: 1. Help customers understand their problems, issues and opportunities? 2. Show customers new or better solutions to their problems? 3. Act as advocates for customers within your Company?
    11. 11. Some Tools To Use <ul><li>Opportunity Pipeline </li></ul><ul><li>Salesforce.com </li></ul><ul><li>Justsell.com </li></ul><ul><li>MarketingSherpa.com </li></ul>
    12. 12. Selling Skills Seminar - March <ul><li>Selling Skills Seminar in conjunction with Mobyelite </li></ul><ul><li>Half day Session </li></ul><ul><li>Provide presentation, exercises and tools </li></ul><ul><li>Scheduled for Late March </li></ul><ul><ul><li>Watch your email and www.mobyelite.com </li></ul></ul>
    13. 13. Apply The Tools Leading To:

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