Generating sales and customer retention
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Generating sales and customer retention
- 2. ‘ Generating Sales & Customer Retention’ Presented by Aidan Dye
- 7. 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.
- 8. 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 .
- 11. 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
- 14. 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
- 17. Finding More Business New Products & Cross-selling New Opportunities Market Penetration Finding New Clients Clients Products Existing New New Present
- 18. Finding More Business New Opportunities Finding New Clients Cross Selling Clients Products Existing New New Present versus
- 19. Finding More Business New Opportunities Finding New Clients Clients Products Existing New New Present versus
- 20. Finding More Business New Opportunities Clients Products Existing New New Present versus
- 21. Finding More Business Clients Products Existing New New Present versus
- 29. The Customer Perception Ladder Level 1 Level 2 Level 3 Level 4 “ I needed to lie down in a darkened room afterwards” “ What a hassle it is dealing with them” “ Helpful, pointed us in the right direction” “ Has made a vital contribution to a key business objective” Bringer of problems Bringer of leaflets Provides some good advice Business Partner
- 32. Financial Personality Conditions Product Motivation
- 33. 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)
- 36. 4 Different Personalities To Appeal To
- 37. Dominant Active Unassuming Passive Extravert People Minded Introvert Task Driven Promoter Facilitator Analyst Controller Make them look good Good for their People The Numbers The Challenge
Editor's Notes
- 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
- This is what you’ve seen before… now the advanced stuff
- This is a great matrix for helping to assess your current sources of business and whether there are more things you might consider to generate more business. It starts by saying in any business there are, broadly speaking only two dimensions to consider. Customers, present or new Products (or services) existing or new. [Reveal] – the names we sometimes give to the these are these.
- The loyalty battle. What type of marketing do these type of organisation do to retain loyalty?
- How do McDonalds cross sell?
- What new Client Markets have Lucozade taken their product to?
- A very diverse Group. Virgin are in the business of “attacking sleepy, staid, traditional businesses with high profits and few competitors (new or existing).
- Success only comes from satisfying all 6 aspects (deliberately or accidentally)