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Sales Process by Derek Hendrikz


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Sales process by Derek Hendrikz covers customer acquisition, prospecting, negotiation, closing.

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Sales Process by Derek Hendrikz

  1. 1. derek hendrikz
  2. 2. Copyright © 2014 Derek Hendrikz Consulting
  3. 3. The Basic Sales Process: Establish Rapport Identify Problem Present Solution 1 32 Examination PrescriptionDiagnosis
  4. 4. Customer Acquisition Cost • CAC is the amount of money a business needs to spend to acquire an additional customers. • Typically expressed as a ratio, which is the sum of total costs of sales, marketing and associated overheads, divided by the number of acquired customers during a given period of time.
  5. 5. Customer Acquisition Cost CAC = CoS & Marketing & OH Customers Acquired
  6. 6. The Old Model Of Selling: 1 4 2 3 Rapport Qualification Presenting Closing
  7. 7. The New Model Of Selling: 1 4 2 3 Building Trust Identifying Needs Presenting Solutions Confirming & Closing
  8. 8. The purpose of sales is to identify prospective customers and to acquire them through negotiating an effective value proposition.
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  13. 13. Prospecting Negotiation Acquisition
  14. 14. 1. Customers do not buy products or services, they buy a value proposition. 2. Such value proposition is the product of a specific market need. 3. A value proposition is an advantage which the customer purchases in terms of quality, price or time. 4. Accurate sales forecasting implies an understanding of the relationship between customer behaviour and sales capability.
  15. 15. 5. That the primary task of sales is to acquire customers through negotiating a customer value proposition. 6. Accurate customer assessment leads to increased sales. 7. That customer retention (farming) is less energy intensive than customer acquisition (hunting). 8. In sales a moment of truth is the point at which the prospective customer decides to buy or not.