Sales Success webinar slides


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Sales Success webinar slides

  1. 1. Sassy Sales Strategies to Improve Your Bottom-Line Sales Success
  2. 2. Stella De Zotti Australian Businesswomen’s Network
  3. 3. Suzi Dafnis Australian Businesswomen’s Network
  4. 4. Tools You Can Use <ul><li>Q&A </li></ul><ul><li>Click on the Q&A icon on your floating tool bar in the bottom right corner </li></ul><ul><li>Type your question in the space at the bottom </li></ul><ul><li>Click “Send” </li></ul><ul><li>Audio (to listen & speak) </li></ul><ul><li>- Use telephone (Sydney number) </li></ul><ul><li>Or </li></ul><ul><li>- VoIP (must have microphone to be able to speak) </li></ul>
  5. 5. Leanne Griffiths
  6. 6. Agenda <ul><li>Information on how to increase your sales </li></ul><ul><li>How to improve your sales technique </li></ul><ul><li>Workshops and issues or challenges you have in your company right now </li></ul>
  7. 7. Part One <ul><li>New Clients - where are they and how do you get them? </li></ul><ul><li>Revenue and Profits - what is the right balance? </li></ul><ul><li>Pricing Structures - what works? </li></ul><ul><li>Case Study - How a successful small business increased its client base </li></ul>
  8. 8. New Clients <ul><li>Where are they and how do you get them? </li></ul><ul><ul><li>Word of mouth - referrals </li></ul></ul><ul><ul><li>Associations - e.g. ABN, CISPA (purchasing association) </li></ul></ul><ul><ul><li>Cold call - either employ or outsource this function </li></ul></ul><ul><ul><li>What are some others? </li></ul></ul>
  9. 9. Revenue and Profits <ul><li>What is the right balance? </li></ul><ul><ul><li>Revenue doesn’t necessarily mean you are making money </li></ul></ul><ul><ul><li>To get the right balance you need to know two things: </li></ul></ul><ul><ul><ul><li>What is the COST OF SALE to your business (to provide your products or services) ? </li></ul></ul></ul><ul><ul><ul><li>What profit do you want to make? </li></ul></ul></ul>
  10. 10. Questions <ul><li>What does your company offer? </li></ul><ul><li>How do you know how much you will make on sales? </li></ul><ul><li>How do you calculate your cost of sale? </li></ul><ul><li>How do you calculate your profit margin? </li></ul>
  11. 11. Pricing Structures <ul><li>What Works? </li></ul><ul><ul><li>Depending on the product or service you have, competitors in the marketplace and how you position yourself is what will determine your pricing. </li></ul></ul><ul><li>Examples of pricing structures: </li></ul><ul><ul><li>Revenue based </li></ul></ul><ul><ul><li>Set Prices </li></ul></ul><ul><ul><li>Discounts </li></ul></ul>
  12. 12. What pricing structures do you use? Examples?
  13. 13. Case Study <ul><li>How a small business increased its client base </li></ul><ul><ul><li>Travel Agency in Sydney </li></ul></ul><ul><ul><ul><li>From their business plan created sales target for the next 12 months (revenue AND profits) </li></ul></ul></ul><ul><ul><ul><li>Discussed different option on how to achieve this </li></ul></ul></ul><ul><ul><ul><li>Implemented solution and KPIs to measure and monitor success. </li></ul></ul></ul>
  14. 14. Part Two – Innovative Sales Techniques <ul><li>No longer ‘sales at all costs’ </li></ul><ul><li>Get smart about where you spend your time and effort </li></ul>
  15. 15. Innovative Sales Techniques 1 <ul><li>Questioning techniques </li></ul><ul><ul><li>Don’t have a predetermined product or service in mind that you want to sell them </li></ul></ul><ul><ul><li>Ask lots of questions and ‘dig deeper’ with questioning to uncover the clients needs </li></ul></ul>
  16. 16. Innovative Sales Technique 2 <ul><li>Killer questions </li></ul><ul><ul><li>What… </li></ul></ul><ul><ul><li>How… </li></ul></ul><ul><ul><li>Explain to me… </li></ul></ul><ul><ul><li>Give me an example of… </li></ul></ul><ul><ul><li>I’d like to understand more about when you said… or… </li></ul></ul><ul><ul><li>What exactly did you mean by… </li></ul></ul>
  17. 17. Innovative Sales Technique 3 <ul><li>Customers buying decision is based on 30% rational thoughts and 70% emotional thoughts </li></ul><ul><ul><li>Find out what the emotional factors are with your questions to uncover what the emotional needs of the client are </li></ul></ul><ul><ul><li>You’ll be more likely to win new business this way </li></ul></ul>
  18. 18. Part 3 - Workshop <ul><li>What issues or challenges do you have within your business to do with sales? </li></ul><ul><ul><li>Give us an example </li></ul></ul>
  19. 19. Issues and Challenges <ul><li>Issues / Challenges </li></ul><ul><li>Solutions? </li></ul>
  20. 20. Question Time
  21. 21. <ul><li>Join the Know-How Now Community </li></ul><ul><li>Start a discussion </li></ul><ul><li>Participate </li></ul><ul><li>Network </li></ul>Next Steps
  22. 22. <ul><ul><li>Building an online community of loyal customers is like romancing your soul mate yet if you do it wrong you can make your customers feel cheap and used like a discarded one-night stand! </li></ul></ul><ul><ul><li>20 May – 10.30am AEST </li></ul></ul><ul><ul><li>Free for ABN Members </li></ul></ul>Next Know-How Now! webinar – Email Liaisons
  23. 23. MentorNet Grow Your Business with the Help of a Mentor. Imagine the success your business could achieve with the help of a Mentor. Hurry! The next MentorNet program starts on 22 July . Register by 8 May and save! Not sure if the program is for you? Ask about your free 30-minute consultation.