This one day sales workshop aims to teach sales skills and help participants become sales ready. The objectives include understanding professional sales elements, learning appropriate sales approaches, preparing for sales encounters using the sales cycle, finding and qualifying prospects, conducting effective presentations and closing sales, building long-term customer relationships through follow-up, and applying the skills through simulations. The workshop covers topics such as sales fundamentals, identifying customer needs and motivations, different sales models and approaches, prospecting, qualifying, presenting, handling objections and negotiations, and different closing techniques. Participants are expected to gain skills that will help increase their sales effectiveness.
The “Course Topics” series from Manage Train Learn and Slide Topics is a collection of over 4000 slides that will help you master a wide range of management and personal development skills. The 202 PowerPoints in this series offer you a complete and in-depth study of each topic. This presentation is on "Customer Feedback".
A short deck on customer feedback - see here for full details:
http://www.foolproof.co.uk/thinking/blog/2018/06/how-to-use-feedback-surveys-to-gather-actionable-insight/
The MTL Professional Development Programme is a collection of 202 PowerPoint presentations that will provide you with step-by-step summaries of a key management or personal development skill. This presentation is on "Customer Feedback" and will show you how to receive timely, accurate, and useful feedback from your customers.
Retail Sales Training program
Retail selling is an art which most people have lost because it is a low paying job. Training your retail team by upping their skill levels if you pay commissions can help them knock it out of the park.
A very simple six stage system that explores how the product moves through the sales channel and more importantly how current customers are retained and new customers are won. This presentation is derived from the new employee sales orientation program at Teleco Supply. It is geared towards B2C wireless sales and is of value to any retail salesperson, front line/store manager, training manager or senior sales leadership. This was recently presented at the 2015 Canadian Wireless Trade Show.
Helping customers choose right productsReenu Lekhi
As a sales person our first job is to help customers find the product they are looking for. the presentation includes the need of the customer, different ways of helping the customer and the benefits of helping the customer.
The “Course Topics” series from Manage Train Learn and Slide Topics is a collection of over 4000 slides that will help you master a wide range of management and personal development skills. The 202 PowerPoints in this series offer you a complete and in-depth study of each topic. This presentation is on "Customer Feedback".
A short deck on customer feedback - see here for full details:
http://www.foolproof.co.uk/thinking/blog/2018/06/how-to-use-feedback-surveys-to-gather-actionable-insight/
The MTL Professional Development Programme is a collection of 202 PowerPoint presentations that will provide you with step-by-step summaries of a key management or personal development skill. This presentation is on "Customer Feedback" and will show you how to receive timely, accurate, and useful feedback from your customers.
Retail Sales Training program
Retail selling is an art which most people have lost because it is a low paying job. Training your retail team by upping their skill levels if you pay commissions can help them knock it out of the park.
A very simple six stage system that explores how the product moves through the sales channel and more importantly how current customers are retained and new customers are won. This presentation is derived from the new employee sales orientation program at Teleco Supply. It is geared towards B2C wireless sales and is of value to any retail salesperson, front line/store manager, training manager or senior sales leadership. This was recently presented at the 2015 Canadian Wireless Trade Show.
Helping customers choose right productsReenu Lekhi
As a sales person our first job is to help customers find the product they are looking for. the presentation includes the need of the customer, different ways of helping the customer and the benefits of helping the customer.
Equip your Sales Personnel NOW with the Skills to WIN & KEEP
Customers coming back for more!
With our
3-DayMaster Program on:
‘Retail Selling & Customer Service Skills’‘Retail in Detail’
Program suitable for
Jewellery, Automobiles, Luxury Products, Arts & Crafts, Fashion & Clothing etc
CDI Founder Workshop Session 4 - Lean Startup Methodologies - Kayla Trautwein- EvoNexus (https://www.linkedin.com/in/kayla-trautwein-b3bbb621)
Time/ Date- Nov 8th, 6p-8p
Description- Founders often fall into a trap: building a solution for a problem they aren’t sure that their customer really has. With so many options available to consumers, it’s difficult for businesses to stay above the noise. No longer can we ask “Can we build this?” Rather, the question has become “Should we build this?” In other words, “Are we building something that customers really want/need?” After all, the customer is always right.
One of the biggest challenges for entrepreneurs is finding product-market fit, and this journey all begins with customer development. The Lean Startup Methodology will teach you best practices in customer development which will lead you to determine whether to 1) improve the solution you have built, 2) change direction (pivot) or 3) abandon your product or service and try something new. With the odds of failure so high for today’s startups, the Lean Startup Methodology offers an essential regimen for failing fast and iterating so that you have a better chance for success.
Homework-
Watch “The Lean Approach: The Lean Method” with Steve Blank by the Kauffman Founders School.
Watch “The Lean Approach: Getting Out of the Building: Customer Development” with Steve Blank by the Kauffman Founders School.
Read “Customer Development: What Questions Do You Ask Potential Customers?”
Watch “Good and Bad Examples of Customer Interview Questions.”
Engagement
From the video and blog content, you’ve learned that in order to keep driving your product/service in its current direction you should have some validation from potential customers. In the Lean Startup Methodologies Session we’re going to walk through some sample customer interview exercises to help you think about ways to get closer to product/market fit and give you tools to help determine when it’s necessary to make a pivot. If you don’t currently have a startup you’re working on, no problem. This session will still be beneficial as you think about other applications for customer interviews, whether it’s in your current job or in a networking scenario.
Equip your Sales Personnel NOW with the Skills to WIN & KEEP
Customers coming back for more!
With our
3-DayMaster Program on:
‘Retail Selling & Customer Service Skills’‘Retail in Detail’
Program suitable for
Jewellery, Automobiles, Luxury Products, Arts & Crafts, Fashion & Clothing etc
CDI Founder Workshop Session 4 - Lean Startup Methodologies - Kayla Trautwein- EvoNexus (https://www.linkedin.com/in/kayla-trautwein-b3bbb621)
Time/ Date- Nov 8th, 6p-8p
Description- Founders often fall into a trap: building a solution for a problem they aren’t sure that their customer really has. With so many options available to consumers, it’s difficult for businesses to stay above the noise. No longer can we ask “Can we build this?” Rather, the question has become “Should we build this?” In other words, “Are we building something that customers really want/need?” After all, the customer is always right.
One of the biggest challenges for entrepreneurs is finding product-market fit, and this journey all begins with customer development. The Lean Startup Methodology will teach you best practices in customer development which will lead you to determine whether to 1) improve the solution you have built, 2) change direction (pivot) or 3) abandon your product or service and try something new. With the odds of failure so high for today’s startups, the Lean Startup Methodology offers an essential regimen for failing fast and iterating so that you have a better chance for success.
Homework-
Watch “The Lean Approach: The Lean Method” with Steve Blank by the Kauffman Founders School.
Watch “The Lean Approach: Getting Out of the Building: Customer Development” with Steve Blank by the Kauffman Founders School.
Read “Customer Development: What Questions Do You Ask Potential Customers?”
Watch “Good and Bad Examples of Customer Interview Questions.”
Engagement
From the video and blog content, you’ve learned that in order to keep driving your product/service in its current direction you should have some validation from potential customers. In the Lean Startup Methodologies Session we’re going to walk through some sample customer interview exercises to help you think about ways to get closer to product/market fit and give you tools to help determine when it’s necessary to make a pivot. If you don’t currently have a startup you’re working on, no problem. This session will still be beneficial as you think about other applications for customer interviews, whether it’s in your current job or in a networking scenario.
This is my final presentation for Harvard University Extension School ALM in Educational Technologies Masters degree program. The Pecha Koucha presentation style is designed to tell a story create a comfortable cognitive load for the audience. The presentation lends a brief history to the founding of our non-profit group, quen.ch, our 21st century multimedia and environmental management education and community connections awareness model and our Red Meatless CO2 Offset experiment product.
This is in collaboration with the Warren Prescott Elementary School in Charlestown, MA, quen.ch, the Oceanic Society, Jenna Norwood, Harvard Extension School's Sustainability & Environmental Management Departments, the Harvard University School of Public Health, and the Harvard University Office for Sustainability.
Please feel free to contact me. Alisyn
This is my final presentation for Harvard University Extension School ALM in Educational Technologies Masters degree program. The Pecha Koucha presentation style is designed to tell a story create a comfortable cognitive load for the audience. The presentation lends a brief history to the founding of our non-profit group, quen.ch, our 21st century multimedia and environmental management education and community connections awareness model and our Red Meatless CO2 Offset experiment product.
This is in collaboration with the Warren Prescott Elementary School in Charlestown, MA, quen.ch, the Oceanic Society, Jenna Norwood, Harvard Extension School's Sustainability & Environmental Management Departments, the Harvard University School of Public Health, and the Harvard University Office for Sustainability.
Please feel free to contact me. Alisyn
In this SlideShare, Richardson explains there is no second act in selling. Buyers have too many options and not enough time. When your salespeople show up, they must be exceptional – cutting through the noise and distilling what matters most.
TiE Sales Masterclass - Guerrilla WarfareTiE Bangalore
Guerrilla Warfare: the art & science of early-stage selling in the B2B world, by our Charter Member Rajiv Raghunandan (Managing Partner, seedX & Arali Ventures)
"Nothing happens in the world time somebody sells something to someone"
This PPT covers
Sales Presentation on Introduction to Sales
Sales Pitch , Process
Importance of Pre - Approach ,
Scouting for Opportunity
Customer Communication ,Negotiation ,Guidelines on Mock ,Handling Objections , Drivers for Success in Sales
THE NEED FOR A SALES PROCESS
PROBLEM
The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and challenge you to improve your qualifying efforts.
DIAGNOSIS
The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer?
Fact: 82% of salespeople fail to differentiate
Result: They lose the business, fail to sell value
Fact: 86% of salespeople ask the wrong questions.
Result: They miss selling opportunities and end up wasting time while appearing unprofessional.
Fact: Only 18% of salespeople close without discounting price.
Result: Discounting becomes a habit and profit margins are eroded.
Fact: 95% of customers say salespeople talk too much.
Result: Customers are bored and feel salespeople don’t care about understanding their problems.
Fact: 62% of salespeople do not earn the right to ask questions.
Result: They fail to position the sale properly and don’t gain commitment.
Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system.
Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers.
SOLUTION
1. Stop assuming that your prospect needs what you’re selling.
2. Learn how to ask more questions to see if the prospect has any serious ‘pain’ issues that your product or service can resolve.
3. Learn a sales process to help you stay in control of the sales interview.
Selling during tough times world of asphalt - 90 minutes - nashville 2016Al Lautenslager
Selling during tough times for the Asphalt Industry - tactics and strategies complete with tons of examples and questions to ask prospects - preferred keynote speaker - World of Asphalt - Nashville, 2016
Wondering why your calls and visits aren't resulting in any actionable items? Amber Anthony-Fox delivers tips to stop acting like a salesperson, and how to start closing more sales!
Explore our most comprehensive guide on lookback analysis at SafePaaS, covering access governance and how it can transform modern ERP audits. Browse now!
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
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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!
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
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Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
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.
2. Introduction
• Your Name
• Your Designation
• Your Tenure
• Why are you here?
• Where are you from?
• What do you aspire to be?
• Plans for 2012
3. Ground Rules
• Avoid Cross Talks
• Be Interactive
• Be Punctual
• Cell Phones on Silent
• Respect Each other
• Stay Awake
• Have Fun
4. Objectives
Understand the elements of Professional Sales
Select most appropriate Sales approach to match the sales situation and buyer’s needs
Learn how to prepare for each sales encounter and sell using the sale cycle
Find and Qualify a sales prospect thereby increasing your effectiveness
Make a high impact sales presentation and close the sale
Build and maintain long lasting relations with customers using follow-up techniques
Apply all the skills learnt in simulated environment
Self Presentation
Corporate Etiquette
5. Which is the highest paid profession in the world
Research shows that on an
average, professional sales people earn more
than their counterparts in other professions
6. What is Selling???
Simply put, Selling is exchange of good for
agreed sum of money.
But there is more to it…
Selling is offering to exchange something of a
value for something else. The something of a
value offered may be tangible or intangible.
7. 7 Deadly Sins: Myths about Selling
Only someone who can talk well can sell
Sales is a numbers game
To succeed in sales, you must have thick skin
You need to be aggressive
Sales is only about close, close and close
Sales cannot be done with honesty and ethics
Sales is a dead-end career with little promotional opportunity
13. F.A.B
Feature: Physical characteristic of a product
Advantage: Performance characteristic of a product
Benefit: Describes how particular advantages serve to satisfy the buyer’s needs
15. Unique Selling Proposition
The factor or consideration presented by a seller as
the reason that their product or service is different
from and better than that of the competition.
19. Ideal Customer Profile
•Average age (can be a range)
•Gender
•Marital Status
Demographic •Number and ages of children
•Occupation or type of business
•Annual average income
•Location
•Description of ideal customer’s daily activities
•Interests
•Beliefs
Psychographic •Associations or organizations to which the customer belongs
•Buying history
•Other qualities such as whether the customer is price
conscious or quality minded
20. Qualifying
Whether the prospects needs your product or service
Whether the prospect is the decision maker
Whether the prospect has adequate finances to buy your product or
service
23. Customer’s Need
Identify a need or problem of your ideal customer
Determine which features of your product or service address that need
or problem
Describe the benefit or solution your customer will result of the
identified features
Create a list of possible questions you can ask to determine whether the
prospect experiences and can benefit from your product or service
Prioritize the identified problems according to their impact and your
ability to solve those problems
24. The Script
Attention List of qualifying Comprehensive
seeking opening questions closing
25. Presenting
Tell them
what you’re
going to tell
them
Tell them
what you
have just
told them
Tell them
28. Types of Buyers
The Assertive Buyer
The Paranoid Buyer
The Know-it-all Buyer
The Price-conscious Buyer
The Timid Buyer
29. Assertive Buyer
Traits How to Handle
• Has a overpowering body • Be yourself. Do not get
language intimidated by his strong
• Will maintain deep and stance
constant eye contact • Maintain natural eye
• Will interrupt your contact. Don’t avoid
presentation as soon as you • Don’t be in awe or pay false
begin compliments
• Will be very sure of himself • Be patient and listen
• May speak fast and loud attentively
• Do not be over friendly
30. Paranoid Buyer
Trait How to Handle
•Will interject with •Acknowledge and validate the
but, however, from what I concerns and move on
know, as I understand etc. •Address questions, do not justify.
•Will see negative possibility in •Address only genuine questions.
everything You cannot resolve imaginary
•Wants proofs and guarantees concerns
•Will have many examples of bad •Do not bash competition. Rise
experience with similar products above petty differences and
or competitors defend your competition and
industry or show how your
product is an improved version
31. Know-it-all Buyer
Traits How to Handle
• Will challenge or argue with • Compliment buyer for
almost all your claims thinking. They need
acknowledgement and
• Will ask difficult questions to appreciation
check the depth of your • Congratulate them on ideas.
knowledge They want to establish that
they think of every eventuality
• Will claim to know more about • Tell them that educated
your competition than you customer is the best. They feel
pride in being so well
informed.
32. Price Conscious Buyer
Traits How to Handle
• Will not be interested in • Don’t fall into this trap –
product features or benefits continue your presentation
• Will tell you that the sales • Tell them that you want your
presentation is unnecessary customers to make an
• They say they are ready to informed choice
buy now. WHAT IS THE • Tell them that you will be
PRICE? able to work out a price only
after they have all the
information
• If they still persist, take leave
33. Timid Buyer
Traits How to Handle
•Asks very few question •You must pull information
and remains silent most of out of this person. Get
the time during the them involved.
presentation •Don’t assume that
•Agrees with everything agreement and smile
you say. Does not seem to means that they will buy
have a mind of his own •Offer objections and
•Offers no definitive overcome them. Get them
objections. Does not show interested in the
what is on his mind presentation
35. Objections
Listen: Listen to the meaning behind the words
Question: Understand the objection clearly
Accept: Validate customer’s objection
Handle: Respond to the objection
Confirm: Check if the customer is satisfied
39. Closing
The Direct question close
The Indirect question close
The assumptive close
The alternative question close
The impeding event close
The inducement close
The Ben Franklin close
The Puppy dog close
40. The Direct question close
Straightforward request for the prospect to buy the product or service.
Being direct make the buyer feel that you are a confident, decisive and
trustworthy person.
This technique is excellent for driver type buyers
Example: So how would you like to make the payment, by cash or a cheque?
41. The Indirect question close
Calls for action but is not as straightforward as the direct close.
This gives the buyer time to think and is best for a buyer who is reluctant to
make a decision
Indirect question close is useful for salespeople who are not confident of
using a direct close
Example: Who should be the signing authority to execute the contract?
42. The Assumptive Close
It is similar to indirect close, the difference being it allows the sales person to
ask for the sale with out asking a question.
It sounds like the sale is already closed and the customer has agreed to buy.
It helps to direct prospects anxiety to action
Example: I will process the order as soon as you sign here and pay the initial
amount.
43. The Alternative Question close
Offers the prospect two choice, either of which confirms the sale.
This technique is one of the most common closing techniques and can be interpreted as
manipulative.
Timing is of utmost important in this kind of close
Example: What should I pack, the red kurta or the black shirt?
44. The impeding event close
In this type of close the sales person warns of price rise, product shortage or any
other such event to encourage the prospect to buy
This technique can be effective when the prospect is hesitating or is reluctant
This may also seem manipulative as alternative question close
Example: This is a limited edition t-shirt and we have only two pieces left. You seem to
like it much, I’d hate to see you miss this opportunity
45. The inducement close
Inducement close offers something extra to the prospect as an incentive for making
the deal right now
It is most effective when the prospect is about to leave without buying
It gives room for negotiation or concessions therefore use it sparingly
Example: Only for you, I will not charge delivery charges if you place the order right
now.
46. The Ben Franklin close
In this type of close the sales person helps the prospect to list down pros and
cons of the product or service
The sales person helps the buyer to write the reasons WHY he should buy the
product and lets the customer write the reasons for WHY NOT
In most of the cases the WHY list is longer than WHY NOTs
Works best for thinker/analytical type of customers
47. The Puppy dog close
The Puppy dog close offers free samples or trial period to try the product before
making a buying decision
For this the sales person should have done a through job of qualifying, gathering
information and presenting a solution to meet prospect’s unique needs.
After you have made the offer, remain silent. The customer will have a tendency
to fill the vacuum by placing the order
52. 1st impression
90% of our impressions are formed within the first 20-30 seconds on meeting a
stranger
58% of our impressions are based on how we look, 33% on how we sound
7% on what we say
53. Tips
Hair–rich quality and neat hair style
Skin–clean
Teeth and tongue – avoid bad breath so that friends do not avoid you
Eyes–sparkling with good vision
Hands, feet and nails – extra attention is needed in Indian scenario
Right dress – right place
Carry properly
Colour combinations
Checks vs. stripes