Digital2012final
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The document summarizes a workshop on accelerating sales and generating income. The workshop objectives are to understand the seven stage sales cycle, apply it to businesses, find client needs, and address objections. It then introduces the workshop leader Mellissa Norman and her experience in sales training. The workshop covers the triangle of sales, the sales cycle stages of pre-approach, approach, finding needs, pitching, addressing objections, solidifying sales and referrals. It provides tips for each stage and closing sales.
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Digital2012final
- 1. | Media – Sauce | Mellissa Norman Accelerating Sales and Generating Income DESIGN 2012 MEDIA-SAUCE & Creative KTN © C O P Y R I G H T M e d i a S a u c e
- 2. | Media – Sauce | Mellissa Norman Workshop objectives By 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. | 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. | Media – Sauce | Mellissa Norman What attributes does the stereotypical sales 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. | Media – Sauce | Mellissa Norman Shiny suit Talks to much Tries to sell you Does not respect your time • Photo by Gusset Thinks more about their targets than you Makes 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. 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 Maybe This 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. | Media – Sauce | Mellissa Norman The Triangle of Sales Attitude/mind set © C O P Y R I G H T M e d i a S a u c e
- 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. | Media – Sauce | Mellissa Norman Apply it to your company © C O P Y R I G H T M e d i a S a u c e
- 10. | Media – Sauce | Mellissa Norman Pre Approach PRE THE APPROACH © C O P Y R I G H T M e d i a S a u c e
- 11. | Media – Sauce | Mellissa Norman THE APPROACH © C O P Y R I G H T M e d i a S a u c e
- 12. | Media – Sauce | Mellissa Norman Use Names Give them many chances to say no Do not pitch! © C O P Y R I G H T M e d i a S a u c e
- 13. | Media – Sauce | Mellissa Norman Ask the right questions Active listening skills © C O P Y R I G H T M e d i a S a u c e
- 14. | Media – Sauce | Mellissa Norman Situational Problem Implication Need/payoff © C O P Y R I G H T M e d i a S a u c e
- 15. | Media – Sauce | Mellissa Norman The Solution/Pitch © C O P Y R I G H T M e d i a S a u c e
- 16. | Media – Sauce | Mellissa Norman Features v Benefits © C O P Y R I G H T M e d i a S a u c e
- 17. | Media – Sauce | Mellissa Norman Objections 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. | Media – Sauce | Mellissa Norman Uncovering the real objection... Objections ‘I know you probably have a reason to say that?’ Make it final -‘Is this the only reason that 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. | Media – Sauce | Mellissa Norman VALUE V COST Find out the difference between the price it is and the one they want to pay. © C O P Y R I G H T M e d i a S a u c e
- 20. | Media – Sauce | Mellissa Norman Close THE CLOSE- END SMALL © C O P Y R I G H T M e d i a S a u c e
- 21. | Media – Sauce | Mellissa Norman Join 5000+ companies on the business model & Growth community on the TSB’s connect website. connect.innovateuk.org/web/creativektn 3 Steps to join • Join connect • Join Creativektn • Join Biz model group For free reports, events & interviews © C O P Y R I G H T M e d i a S a u c e
- 22. | Media – Sauce | Mellissa Norman Thank you! You can tweet at me here @melmediasauce or follow @creativektn You can email me here mel (at) media-sauce.org © C O P Y R I G H T M e d i a S a u c e