Sales presentation v.4

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  • Life is a pitch. Everything is sales. Need to open with this. We are selling constantly. Why should they care?Get rid of the pictures and the background stories.Fix the title – sell LIP$ from the beg …
  • Ask how many people in the audience feel this way ______ about salesman?Two bad examples and two good examples – break down the audience biases.
  • Work on or delete the last line
  • Personal Investment, here it is important to make the investment personal so that you become committed to the sale.Networking, getting ball rolling. Explain examples and the fact that it really is an art. Golf leagues, sporting events, charity fund raisers; basically events that provide informal meet-and-greets where you get expose to the type of people that you want to do business with.Commitment to the network is huge, you want to develop a beneficial reputation, and work as hard as you can to increase your exposure to as many people as you can. This is what fuels the leads pipeline.
  • Personal Investment, here it is important to make the investment personal so that you become committed to the sale.Networking, getting ball rolling. Explain examples and the fact that it really is an art. Golf leagues, sporting events, charity fund raisers; basically events that provide informal meet-and-greets where you get expose to the type of people that you want to do business with.Commitment to the network is huge, you want to develop a beneficial reputation, and work as hard as you can to increase your exposure to as many people as you can. This is what fuels the leads pipeline.
  • This is where you want to meet with the decision makers and gather as much information as possible.It is crucial at this point to make explicit that you are not trying to sell anything, that the purpose of the meeting is really to gather as much information as possible.Set a date. It is important to “guide” the sales process from here on out. You want to begin driving the sales process by putting the next meeting on the books. By this point you have captured their attention, obtained relevant information from the key decision makers, and are beginning to develop a clear picture of how to best approach your pitch.
  • This is where you want to meet with the decision makers and gather as much information as possible.It is crucial at this point to make explicit that you are not trying to sell anything, that the purpose of the meeting is really to gather as much information as possible.Set a date. It is important to “guide” the sales process from here on out. You want to begin driving the sales process by putting the next meeting on the books. By this point you have captured their attention, obtained relevant information from the key decision makers, and are beginning to develop a clear picture of how to best approach your pitch.
  • Present a solution:Making them believe that you have analyzed their solution, and that it will alleviate their concerns.Drive home the fact that this is a customized solution that alleviates all of the concerns that you have expressed over the past year.Explain complete structure, fee structure
  • Not too sure how to incorporate this slide
  • At all times there are going to be competitors trying to steal that business back from you.Value difference in the cost of obtaining new customers vs. keeping a customer.
  • Can’t really remember what the purpose of adding this in, is there a separate spot where we could incorporate all of this?
  • Work on or delete the last line
  • Sales presentation v.4

    1. 1. Life’s a pitchIntroducing the LIP$ MethodologyBreaking the mold on the sales process…
    2. 2. Who do you think of when someone says ‘salesmen’?
    3. 3. LIP$ - Selling by creating goodwillLeads generationInformation gatheringPitch$tay steadfast
    4. 4. LIP$: Leads Generation Networking Connecting Committing Maintaining connections
    5. 5. LIP$: Information Gathering
    6. 6. LIP$: Example QuestionsWhere are you now?Where do you want to be?What’s keeping you from getting there?Who have you worked with in the past?What did you like about that person/group?What products have you used in the past?What did you like about that product/person?What did you dislike product/person?You cannot sell somebody something until you know what they want!
    7. 7. LIP$: Information Gathering Goal is to understand their desires and concerns Extract the information you need to create a successful pitch Do not pitch Set a date to do formal pitch
    8. 8. LIP$: Pitch Goal is to gain the client’s trust People make buying decisions based on emotions, not reason
    9. 9. Customized Solution LIP$: 4Alleviate ConcernsSell Yourself Pillar StructureClose
    10. 10. LIP$: Stay Steadfast Don’t let the lead go cold Set a date Use external forces to put some immediacy on it (market rates, time value of money, timing) If the desire is there, be persistent
    11. 11. LIP$: Stay Steadfast Are you done once the sale is closed? The goal is to retain clients and obtain referrals CRM The sales process never ends Need to be cognizant of people’s perspective Referrals cost nothing
    12. 12. LIP$Leads generationInformation gatheringPitch$tay steadfast Closing & post saleYou cannot pitch until you know what the client wants.You must gain the clients trust.People make decisions based on feelings.The sales process never ends.

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