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Digital2012final

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A talk I gave at Digital 2012 in Glasgow on how to accelerate sales and generate income.

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Digital2012final

  1. 1. | Media – Sauce | Mellissa NormanAccelerating Sales and Generating IncomeDESIGN 2012MEDIA-SAUCE & Creative KTN © C O P Y R I G H T M e d i a S a u c e
  2. 2. | Media – Sauce | Mellissa Norman Workshop objectivesBy the end of the workshop you will be able to :• Understand the seven stage sales cycle• Apply how the sales cycle to your business• Explain how to find a need with your potential client• Describe how to answer objections 02 April 2012 © C O P Y R I G H T M e d i a S a u c e
  3. 3. | Media – Sauce | Mellissa Norman Mellissa Norman• Ran a book selling business in USA @ college• Worked as a sales consultant for corporates; Npower, Robert Half• Trained BBC suppliers & 200+ other companies• Worked as a Producer for TV/Film for 12 years• Work with digital, design and social media companies to integrate off and online sales activities• Directed Social Media Week in London, raised 75k in 4 months• Am the Theme Champion for Business Models and Growth 02 April 2012 © C O P Y R I G H T M e d i a S a u c e
  4. 4. | Media – Sauce | Mellissa NormanWhat attributes does the stereotypicalsales person have? • Photo by Gusset © C O P Y R I G H T M e d i a S a u c e
  5. 5. | Media – Sauce | Mellissa NormanShiny suitTalks to muchTries to sell youDoes not respect your time • Photo by GussetThinks more about their targets than youMakes it hard for you to say no © C O P Y R I G H T M e d i a S a u c e
  6. 6. Maybe Maybe Maybe Maybe Maybe| Mellissa Norman | Media – Sauce Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe MaybeThis is not good for your business Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe Maybe © C O P Y R I G H T M e d i a S a u c e
  7. 7. | Media – Sauce | Mellissa Norman The Triangle of SalesAttitude/mind set © C O P Y R I G H T M e d i a S a u c e
  8. 8. | Media – Sauce | Mellissa Norman The cycle of sales/biz dev• Preapproach Approach Solidifying Finding a the need sale/referrals Getting the Pitch deal Objections © C O P Y R I G H T M e d i a S a u c e
  9. 9. | Media – Sauce | Mellissa NormanApply it to your company © C O P Y R I G H T M e d i a S a u c e
  10. 10. | Media – Sauce | Mellissa NormanPre ApproachPRE THE APPROACH © C O P Y R I G H T M e d i a S a u c e
  11. 11. | Media – Sauce | Mellissa NormanTHE APPROACH © C O P Y R I G H T M e d i a S a u c e
  12. 12. | Media – Sauce | Mellissa NormanUse NamesGive them many chances to say noDo not pitch! © C O P Y R I G H T M e d i a S a u c e
  13. 13. | Media – Sauce | Mellissa NormanAsk the right questionsActive listening skills © C O P Y R I G H T M e d i a S a u c e
  14. 14. | Media – Sauce | Mellissa NormanSituationalProblemImplicationNeed/payoff © C O P Y R I G H T M e d i a S a u c e
  15. 15. | Media – Sauce | Mellissa NormanThe Solution/Pitch © C O P Y R I G H T M e d i a S a u c e
  16. 16. | Media – Sauce | Mellissa NormanFeatures v Benefits © C O P Y R I G H T M e d i a S a u c e
  17. 17. | Media – Sauce | Mellissa NormanObjections We don’t have that budget Don’t have the time We have a current supplier I need to ask my boss... Procrastination Can get an agency cheaper © C O P Y R I G H T M e d i a S a u c e
  18. 18. | Media – Sauce | Mellissa NormanUncovering the real objection... Objections‘I know you probably have a reason to say that?’Make it final -‘Is this the only reasonthat you would not work with us? © C O P Y R I G H T M e d i a S a u c e
  19. 19. | Media – Sauce | Mellissa NormanVALUE V COSTFind out the difference between the price it is and the one they wantto pay. © C O P Y R I G H T M e d i a S a u c e
  20. 20. | Media – Sauce | Mellissa NormanCloseTHE CLOSE- END SMALL © C O P Y R I G H T M e d i a S a u c e
  21. 21. | Media – Sauce | Mellissa NormanJoin 5000+ companies on the business model &Growth community on the TSB’s connect website.connect.innovateuk.org/web/creativektn3 Steps to join• Join connect• Join Creativektn• Join Biz model groupFor free reports, events & interviews © C O P Y R I G H T M e d i a S a u c e
  22. 22. | Media – Sauce | Mellissa NormanThank you!You can tweet at me here@melmediasauce or follow@creativektnYou can email me heremel (at) media-sauce.org © C O P Y R I G H T M e d i a S a u c e

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