The document outlines an approach to understanding client needs and delivering solutions to them. It discusses drawing ideas from proven sales techniques and business research to help clients develop their business. The workshop aims to have an interactive discussion to share ideas and develop solutions. It emphasizes understanding problems, implications, and client motivations in order to present relevant and beneficial solutions through a consultative two-phase approach.
Are sales objections stopping you in your tracks?
Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. The best way to deal with this fear and uncertainty is to face the problem head-on and go into meetings and cold-calls prepared to field a wide range of objections. If you start listing out the potential objections you could hear from a prospect, it might seem like the options are endless. How are you supposed to prepare for everything?
Lucky for you, sales objections actually cluster into a few main groups based on your prospect’s underlying beliefs. Once you master handling one objection in a category, you’ll be able to respond easily and effectively to any number of variations on that theme. Keep reading for 5 steps to handle sales objections.
Learn more: http://criteriaforsuccess.com/how-to-handle-sales-objections-5-steps
Closing Begins the Relationship - Chapter 13 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
Find out how sales people can find new prospects and potential clients. There are 8 main methods that can be applied. Read more about sales prospecting methods: http://www.logision.com/knowledge/b2b-sales-rep-prospecting-methods
How to Effectively Manage the Sales Lead Follow-Up ProcessSalesScripter
Following up with sales prospects can be tricky. Sometimes you don’t follow up enough and might be missing out on the business. Other times you might follow up too much where the only thing you are doing is damaging the relationship and wasting valuable time.
If you can relate to that, you should join us for our next webinar “How to Effectively Manage the Sales Lead Follow-Up Process” where we will share a structured process that you can use that will provide clarity for how best to follow up on sales leads.
Sales resistance is one of the causes of defeat for new sales hands. However, understanding the concept and how to handle the objections can turn a reluctant even adamant resistor into your best sales partner.
Results, conclusions and recommendations from the Value Selling Survey 2015 - Research conducted in Germany, Switzerland, Benelux by Mercuri International and St Gallen University , based on survey of 278 B2B Companies.
Are sales objections stopping you in your tracks?
Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. The best way to deal with this fear and uncertainty is to face the problem head-on and go into meetings and cold-calls prepared to field a wide range of objections. If you start listing out the potential objections you could hear from a prospect, it might seem like the options are endless. How are you supposed to prepare for everything?
Lucky for you, sales objections actually cluster into a few main groups based on your prospect’s underlying beliefs. Once you master handling one objection in a category, you’ll be able to respond easily and effectively to any number of variations on that theme. Keep reading for 5 steps to handle sales objections.
Learn more: http://criteriaforsuccess.com/how-to-handle-sales-objections-5-steps
Closing Begins the Relationship - Chapter 13 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
Find out how sales people can find new prospects and potential clients. There are 8 main methods that can be applied. Read more about sales prospecting methods: http://www.logision.com/knowledge/b2b-sales-rep-prospecting-methods
How to Effectively Manage the Sales Lead Follow-Up ProcessSalesScripter
Following up with sales prospects can be tricky. Sometimes you don’t follow up enough and might be missing out on the business. Other times you might follow up too much where the only thing you are doing is damaging the relationship and wasting valuable time.
If you can relate to that, you should join us for our next webinar “How to Effectively Manage the Sales Lead Follow-Up Process” where we will share a structured process that you can use that will provide clarity for how best to follow up on sales leads.
Sales resistance is one of the causes of defeat for new sales hands. However, understanding the concept and how to handle the objections can turn a reluctant even adamant resistor into your best sales partner.
Results, conclusions and recommendations from the Value Selling Survey 2015 - Research conducted in Germany, Switzerland, Benelux by Mercuri International and St Gallen University , based on survey of 278 B2B Companies.
An overview of client management considerations for agency staff servicing biopharma, especially applicable to health outcomes and brand support. Has been used in staff training.
Networking How To Make Friends And Influence PeopleMariska Burger
Why is it important to work on your networking skills?
Like computers in a network, we don’t function in isolation. Unlike computers, we have some degree of say in where and when we meet people. But sometimes you will be in situations (by choice or by force) where you’ll have to introduce yourself to new people…
This is a slide deck that I presented at a local business school. The topic I presented to the students was, "The Importance of Networking." The goal was to teach students the importance of networking to find a job as well as to stay abreast of industry trends.
This presentation introduces the basics of needs-based selling processes. If you or your sales team is struggling to achieve your objectives, then this presentation is a must view. For more information contact us at dave.gregory@inspiredperformancesolutions.com
This book has been written to assist entrepreneurs, especially those who have no sales experience, to gain a better understanding of sales. It is one of the elements of setting up a business that many entrepreneurs dislike. However, with the right positive mental attitude selling is not as daunting as many people believe. This book is the result of 20 years practice, research and discussion on the subject of sales. It is a guide and starting point for readers who wish to begin their journey on the road of sales and negotiating
Increasing our value to the Ipod generation
Rick A Dolezal, ABB
Plant Managers and key decision makers in our business going forward will be products of the Ipod generation. You may recall, other electronic music players started this craze. RIO had the best selling portable MP3 player a decade ago, but they have not had the success Apple has had with the Ipod. The Ipod succeeded because it was easy to use.
In the same way, our marketplace going forward is looking for ease of use and an ease of doing business. As we package our marketing message to our sales force, it must be quick to understand, show immediate benefits and communicate a sense of urgency. We'll show how you can set up a marketing plan and the sales message that results in sales in this evolving environment.
BIO - Mr. Dolezal is the Director of Sales and Marketing for ABB’s Process Automation Business in the US. His role includes setting and managing sales results, developing the marketing strategy, coordinating market access, and implementing new marketing programs. With 28 years of industry experience, Rick’s background in process control and automation systems has involved product development, delivery, marketing and sales. Rick spent 17 years at Rockwell Automation before joining ABB in February of 2009. Rick graduated from the Ohio Institute of Technology in Columbus, Ohio with an electrical engineering degree.
Today's competitive market has put to end the traditional quick fix selling techniques to give way to CONSULTATIVE TECHNIQUES ...which often clumsily handled have given rise to a cynical view whether these too are dead or dying
SalesMasters Meetup presentation deck (as presented on Oct 28th, 2015 at the CampusTLV): Startup Sales 101.
The presentation is about the best practices for Technology Startups looking to begin selling their innovative technology overseas
JOIN our LinkedIn group: http://www.linkedin.com/grp/home?gid=8404006
JOIN our Meetup group: http://www.meetup.com/Sales-Masters/
JOIN our Facebook group: https://www.facebook.com/groups/483102775201392/
How To Sell To Businesses - Sales Advice for StartupsNicolas Deville
How To Sell To Businesses: actionable insights from years in the trenches.
Sales Advice for Startups.
B2C vs. B2B
SME vs. Enterprise
How to differentiate yourself
How to get the first 10 clients
Presentation on 30th July 2015 in London to early stage startups, part of @WayraUK, Telefonica's startup accelerator.
Getting to Product Market Fit - An Overview of Customer Discovery & ValidationJason Evanish
An overview of the first two stages of Steve Blank's Four Steps to the Epiphany: Customer Discovery and Customer Validation. Includes in depth advice on the customer development interview as well.
I'm writing a book on How to Build Customer Driven Products based on tactics like the ones in this presentation. You can sign up to learn more here: http://eepurl.com/RZoO9
What are the main advantages of using HR recruiter services.pdfHumanResourceDimensi1
HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
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Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
Taurus Zodiac Sign_ Personality Traits and Sign Dates.pptxmy Pandit
Explore the world of the Taurus zodiac sign. Learn about their stability, determination, and appreciation for beauty. Discover how Taureans' grounded nature and hardworking mindset define their unique personality.
As a business owner in Delaware, staying on top of your tax obligations is paramount, especially with the annual deadline for Delaware Franchise Tax looming on March 1. One such obligation is the annual Delaware Franchise Tax, which serves as a crucial requirement for maintaining your company’s legal standing within the state. While the prospect of handling tax matters may seem daunting, rest assured that the process can be straightforward with the right guidance. In this comprehensive guide, we’ll walk you through the steps of filing your Delaware Franchise Tax and provide insights to help you navigate the process effectively.
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
14. What is selling? Selling is controlling and influencing the whole of the decision making process, persuading the Client to come to a decision in their favour and yours.
15. What is selling? Selling is controlling and influencing the whole of the decision making process , persuading the Client to come to a decision in their favour and yours .
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23. People buy with their hearts and as well as their heads Fear, overcome problems, desire, greater health or happiness, make me look good, more money
32. A Consultative Selling Approach Knowledge of Problem Knowledge of Solution Low Hi Hi Most people start here Where we want to get to is here Our start point
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34. A Consultative Approach Knowledge of Problem Knowledge of Solution Low Hi Hi NO GO AREA Results Area Find out the Pain, do they need advantages Unearth the implications and motivators
35. The Consultative Selling Two Phased Approach Knowledge of Problem Knowledge of Solution Low Hi Hi NO GO AREA Start here Don’t assume you know what the solutions are. Don’t assume you know what the problems are. 1. Consult 2. Resolve
36. The Consultative Selling Two Phased Approach Knowledge of Problem Knowledge of Solution Low Hi Hi NO GO AREA Start here Don’t assume you know what the solutions are. Don’t assume you know what the problems are. Pain & implications Motivators, Advantages or Benefits Solutions Present Benefits 1. Consult 2. Resolve
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41. ‘ Game plan’ Game Plan (questions) Implications of NOT resolving the problems: Problems: Benefits: Relevant Feature(s): Product:
47. Our Unique Selling Points With UKTI On their own or with ‘a competitor’ Shared
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61. Summarising Present back and confirm the Client’s key concerns, problems, implications, requirements: “ You said….is that right?” “ Have I correctly understood that this is the problem that you would like to address?” “ Is there anything else I should know?” Conditional agreement: “If we could help you overcome this problem, would you be interested?”
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67. Consultative Approach Knowledge of Problem Knowledge of Solution Low Hi Hi NO GO AREA Start here Don’t assume you know what the solutions are. Don’t assume you know what the problems are. Situation, problems, implications Solutions Gameplan and effective communication 1. Consult 2. Resolve Preparation & meeting objectives Inspiring Introduction Float Solutions, Promise, War Stories & Next App.
92. P M F Type of Product Our Product Emotional Logical Cost Price Financial rationale & justification Payments Budget Condition - fact ‘ afford it’ Total sale £ Value for money Objection – opinion ‘ worth it’ Confidence, desire, fear Features Benefits Support Differentiators Needs and wants for Such a service (Conscious & unconscious)
120. Effective Communication ‘ I know you believe you understand what you think I said - but I’m not so sure you realise that what you heard is not what I meant!’
156. Normal Transaction P A C P A C “ Oh, I know it’s just terrible the way some people behave” “ Drivers like that should not be allowed on the road!”
157. Normal Transaction P A C P A C “ Yes, then we can live in it” “ Let’s build an enormous sand castle”
158. Normal Transaction P A C P A C “ Late again!” “ Sorry. I’ll try not to do it again.”
161. Crossed Transaction P A C P A C “ Drivers like that should not be allowed on the road!” “ We are all entitled to our own space. It is an aspect of our society”
189. Customer Profile Analysis – Identifying Target Customers Why Do They Use Them? (i.e. why do new Customers want to hear from me?) Which Of UKTI Services Do They Use? Who Are Our Best Contacts? (Role/Position) Who are Our Best Customers? (Companies) Markets/Customers Where We’ve Had Some Success & There Is More Potential
200. “ Clients tell us they love dealing with UKTI because we understand the 3 ingredients that help boost their international sales.” (Ways to get to market, ways to save time and ways to save money)
212. Getting Passed the ‘Gatekeeper’ You are unsure of your rights and your request may be questioned “ Please may I speak to Mr. Dye?” Your relationship is more distant and your request may be questioned “ Mr. Dye, please.” You are on first name terms and expect to be put through “ Aidan Dye please.” What it sounds like: What you say: When you know the persons name:
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216. Weekly Activity Plan Week Commencing…………………….. Prospecting Prospecting Prospecting Prospecting Prospecting Friday Thursday Wednesday Tuesday Monday After Tea After Lunch After Coffee When I get in
249. Consultative Approach Knowledge of Problem Knowledge of Solution Low Hi Hi NO GO AREA Start here Don’t assume you know what the solutions are. Don’t assume you know what the problems are. Situation, problems, implications Solutions Gameplan and effective communication 1. Consult 2. Resolve
Editor's Notes
Confidentiality – ask you to agree, and give you our assurance of confidentiality
Everything during the two days is towards maximising one or more boxes
If there is a process – we better know what it is, maybe even dictate and direct it a bit Controlling and influencing are “Active” you can’t control and influence by being “Passive” It must be a Win-Win situation or outcome
What are the fundamental, underlying motivators? Eg. save time, save money, open doors, avoid (expensive) mistakes, make a name for themselves,
This is what you’ve seen before… now the advanced stuff
Research confirms (Rackham/Huthwaites) that in major/complex sales, Clients are more motivated by the implications of problems
Remember Lifeboat!!
Remember Lifeboat!!
Flip Chart Exercise
Develop an introduction – page p54
Develop an introduction – page p54
What are the problems if you don’t?
Remember Lifeboat!!
Confidentiality – ask you to agree, and give you our assurance of confidentiality
Success only comes from satisfying all 6 aspects (deliberately or accidentally)
What industry is the “sales man” in? How could they move up a level?
Don’t just say “add value”… say how you will add value!
Don’t just say “add value”… say how you will add value!
Jon
Get them to shout it out
Jon
What are the fundamental, underlying motivators? Eg. save time, save money, open doors, avoid (expensive) mistakes, make a name for themselves,
Research confirms (Rackham/Huthwaites) that in major/complex sales, Clients are more motivated by the implications of problems
Aidan
Confidentiality – ask you to agree, and give you our assurance of confidentiality
Confidentiality – ask you to agree, and give you our assurance of confidentiality