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WWW.CNVRG.COM                                   Follow Me On                               /convergencereadiness Jim Sevie...
WWW.CNVRG.COMThe Practice of Sales Magnification●   Used in multiple industries and markets    throughout the world    ●  ...
WWW.CNVRG.COMThe Practice of Sales Magnification●   Once a sales commitment is made the buyer is    likely to purchase add...
WWW.CNVRG.COMThe Practice of Sales Magnification                Why is the check out the most expensive                   ...
WWW.CNVRG.COMThe Amazon Model
WWW.CNVRG.COMEnhance Your Revenue Potential   The Magnified Sale     ●   Sales Magnification can add 5% - 15% to the valu...
WWW.CNVRG.COMEnhance Your Revenue Potential   The Magnified Sale     ●   Careful to keep original project in tact        ...
WWW.CNVRG.COMWhen To Magnify Your Sale   Opportunity                                               Opportunity    Identifi...
WWW.CNVRG.COMThe Practice of Sales Magnification●   Voice Centric Convergence    ●   Sales Magnification Elements         ...
WWW.CNVRG.COMThe Practice of Sales Magnification●   Increases revenue immediately●   Lower complexity sales●   Promotes Va...
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The Practice of Sales Magnification

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Learn how to apply a time honored practice of sales to increase your revenue stream.

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The Practice of Sales Magnification

  1. 1. WWW.CNVRG.COM Follow Me On /convergencereadiness Jim Sevier, CEO @cnvrgready Convergence Readiness, Inc. THE PRACTICE OF SALES MAGNIFICATION
  2. 2. WWW.CNVRG.COMThe Practice of Sales Magnification● Used in multiple industries and markets throughout the world ● Heavily used in food and retail apparel ● Car and hospitality ● Higher margin sales ● Emotional sale● The KEY is in the timing and convenience of the sale ● PoS/Check out
  3. 3. WWW.CNVRG.COMThe Practice of Sales Magnification● Once a sales commitment is made the buyer is likely to purchase additional elements if the value is obvious. ● Additional elements must not be required in order to make the original solution operate ● It is acceptable to offer enhancements to the base configuration that improves operation ● Original solution must meet customer requirements and expectations
  4. 4. WWW.CNVRG.COMThe Practice of Sales Magnification Why is the check out the most expensive real-estate in a grocery store?
  5. 5. WWW.CNVRG.COMThe Amazon Model
  6. 6. WWW.CNVRG.COMEnhance Your Revenue Potential The Magnified Sale ● Sales Magnification can add 5% - 15% to the value of a sale ● Magnification selling is about Enhanced operation ● Improved performance ● Efficiency ● Not to be confused with Scope Expansion ● Applies to small, medium and large enterprise sales opportunities equally
  7. 7. WWW.CNVRG.COMEnhance Your Revenue Potential The Magnified Sale ● Careful to keep original project in tact ● Adding complimentary solutions too soon could extend the deal ● Make certain you have a buying commitment or a PO before pitching your complimentary solution ● Your goal is to add the complimentary solution as an addendum to the project so solutions should be lower cost items
  8. 8. WWW.CNVRG.COMWhen To Magnify Your Sale Opportunity Opportunity Identified Closed Needs Proposal Proposal Assessment Delivered Approved LeadGeneration Enhance ends Develop Operation Scope (Sales Magnification) Implementation Begins Enhance Scope (Sales Expansion)
  9. 9. WWW.CNVRG.COMThe Practice of Sales Magnification● Voice Centric Convergence ● Sales Magnification Elements ● UPS, Music/Message on Hold, Call Accounting, Wire and Wireless Headsets, Fax to Email and Conference Phones● Data Centric Convergence ● Sales Magnification Elements ● UPS, Fiber and Copper connectors, Patch panels, Equipment racks, Termination tools and Cable testing equipment
  10. 10. WWW.CNVRG.COMThe Practice of Sales Magnification● Increases revenue immediately● Lower complexity sales● Promotes Value base selling● Invites future sales● Can play a major role in Self-Funded Business Expansion● Learn more at: blog.cnvrg.com ● The Value of Self-Funded Expansion

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