Sellng skills for EDOs

5 th Annual Investment Promotion Masterclass Advanced Selling Skills for IPAs Derek Perkins Perkins Associates

Current Market Context: Competition 27-Jun-02 © DP International Consulting

Current Market Context: Technology

IPA Best Practice: EDB ,[object Object],[object Object],[object Object]

Selling Issues - IPAs ,[object Object],[object Object],[object Object],[object Object]

Selling Issues - IPAs ,[object Object],[object Object],[object Object]

27-Jun-02 © DP International Consulting

Selling Issues - Prospects ,[object Object],[object Object],[object Object],[object Object]

Selling Issues – Different Views ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Core Skills Needed ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Profiling & Targeting Your Prospect ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Profiling & Targeting Your Prospect ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Analysing Your Prospects Needs ,[object Object],[object Object],[object Object],[object Object],[object Object]

Analysing Your Prospects Needs ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Sales Channels: Trade Shows & Missions ,[object Object],[object Object],[object Object],[object Object],[object Object]

Sales Channels: Trade Shows & Missions ,[object Object],[object Object],[object Object],[object Object]

Sales Channels: Trade Shows & Missions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Trade Shows & Missions: Follow Up Immediately after show 2 weeks after show 3 months after show 6 months after show 1 year after show 18 months after show 2 years after show

Selling To Senior Executives ,[object Object],[object Object],[object Object]

Selling To Senior Executives ,[object Object],[object Object],[object Object],[object Object],[object Object]

Compelling Proposals ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Compelling Proposals ,[object Object],[object Object],[object Object],[object Object]

Compelling Proposals ,[object Object],“ Fax Transmission Network Access Cost Optimization Proposal” “ Reducing The Cost Of Accessing The Network For Fax Transmissions”

Sellng skills for EDOs

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