Selling has changed with social media...forever.
If you don't recognise this, then your business will suffer and you will lose to those who embrace this new selling technique.
Sales Training Course using AIDA and SPIN SellingEugene Sugian
This sales training module aims to change how we do sales by changing our mindset in engaging our customers. AIDA and SPIN Selling techniques are also discussed including best practices being employed in modern selling.
A different way of continuing the call call through the prospecting cycle and into your pipeline. 58 pages, but again 20-25 pages are humorous and antidotal in nature. Perfect for a 4 hr session with your inside sales or sales rep group.
Sales Training Course using AIDA and SPIN SellingEugene Sugian
This sales training module aims to change how we do sales by changing our mindset in engaging our customers. AIDA and SPIN Selling techniques are also discussed including best practices being employed in modern selling.
A different way of continuing the call call through the prospecting cycle and into your pipeline. 58 pages, but again 20-25 pages are humorous and antidotal in nature. Perfect for a 4 hr session with your inside sales or sales rep group.
SPIN selling technique is helping salespeople to gather more information and facts about the customers current situation, also discover the sales opportunities.
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.
Pitch method : SIMAC or persuasive selling formatEloquens
SIMAC is a pitching method that has proven very successful in commercial and business contexts. The method helps you create a pitch that contains five successive steps :
1- Summarize your Situation;
2- State your Idea;
3- Explain the Mechanism of your idea, how it works;
4- List the Advantages of your idea, its key benefits;
5- Conclude your pitch and define clear next steps.
Retail customer service training PowerPoint
This is an easy presentation to understand. Train employees on the importance of basic customer service.
please visit my website - www.bamservicetraining.com
Developing selling skills presented at lorache consulting lagosDaniel Chinagozi
Effective Selling Skills Presentation, during and in-house training For Lorache Consulting Lagos, Nigeria. Sharing on how to move from Transactional selling to Consultative selling
SPIN selling technique is helping salespeople to gather more information and facts about the customers current situation, also discover the sales opportunities.
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.
Pitch method : SIMAC or persuasive selling formatEloquens
SIMAC is a pitching method that has proven very successful in commercial and business contexts. The method helps you create a pitch that contains five successive steps :
1- Summarize your Situation;
2- State your Idea;
3- Explain the Mechanism of your idea, how it works;
4- List the Advantages of your idea, its key benefits;
5- Conclude your pitch and define clear next steps.
Retail customer service training PowerPoint
This is an easy presentation to understand. Train employees on the importance of basic customer service.
please visit my website - www.bamservicetraining.com
Developing selling skills presented at lorache consulting lagosDaniel Chinagozi
Effective Selling Skills Presentation, during and in-house training For Lorache Consulting Lagos, Nigeria. Sharing on how to move from Transactional selling to Consultative selling
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/
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10 reasons why people don't buy from you and what to do about it details 5 common sales and top 5 marketing errors made by businesses when reaching out to win new business and was used at a keynote speech during a recent North East Expo
How To Modernize Your Sales Approach To Drive Business Growth in Cyber SecurityJane Frankland
How to Modernize Your B2B Sales Approach to Drive Growth
This presentation is available as a 60-minute Master Class. It's right for you if you’re a business owner and want to increase your revenue. ONLY attend if you want to understand how to modernize your sales methods to drive growth, better communicate with your buyers and leave your competitors squabbling over your leftovers.
During the class we’ll be looking at how sales is transforming and why now is the time to use modern sales tools to gain an advantage. We’ll also be going through strategy and implementation, which most master classes don’t cover. By the end of this class I guarantee that you’ll be left hungry for more information and curious as to what more your missing!
REGISTER for the master class on business development here: https://jane-frankland.leadpages.net/modern-selling-master-class/
Maximise Your Reputation in the Marketplace Jason KingMAXfocus
One of the biggest factors in determining how your target market perceives your business relates to the performance of your salespeople.
In this session we will discuss:
How to maintain existing business relationships so that your clients ignore approaches from your competitors
How to effectively prospect for new business without having to cold call
How to prepare and present compelling business proposals (not quotes)
Improvements in these key areas will significantly improve your reputation in the marketplace.
"Real Time" Marketing for Pubs, Restaurants and CafesFood Profits
Presentation 4 - The "Marketing Mastery Workshop" held at The Jury's Inn Hotel, Nottingham on 2nd September 2014 for Pub, Restaurant and Cafe Owners & Managers.
The Value of Developing Relationships in SellingJames Muir
Presentation given in 2012 to the NextGen Healthcare national sales force. On the value of developing relationships and genuinely providing value for clients.
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.
Similar to Inform, don't sell - selling in the social media age (20)
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.
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.
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.
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
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.
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.
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.
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Remote sensing and monitoring are changing the mining industry for the better. These are providing innovative solutions to long-standing challenges. Those related to exploration, extraction, and overall environmental management by mining technology companies Odisha. These technologies make use of satellite imaging, aerial photography and sensors to collect data that might be inaccessible or from hazardous locations. With the use of this technology, mining operations are becoming increasingly efficient. Let us gain more insight into the key aspects associated with remote sensing and monitoring when it comes to mining.
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.
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
2. Do you like interruptions??
2
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YOU NEED FURNITURE!!
BUY A NEW CAR!!
3. How do you choose a professional?
• Yellow Pages?
• White Pages?
• Direct mail letter?
• Ad in a magazine?
• TV ad?
3
4. Most people seek a recommendation
• Trusted colleague/friend
• Within your personal network
• Your online network
• If you are a professional???
4
5. Know Your Company & Your Market
• What do we do?
• What is our market? (ie. B2B or B2C)
• What are our products and services?
6. Know Your Company & Your Market (cont.)
• What are our competitive advantages?
• What is our value proposition?
• Who are our competitors?
• What do they do?
• What are their advantages?
7. Prospecting
• Which clients could place more business with you?
• Which companies should be doing business with
you within industries you already service?
• In which industries have you no clients but should?
• Rank prospects by:
• size
• business potential
• market growth
8. Salesperson
Client Key Contact/s Service/s to Offer
Possible
Business
($'000s)
Approach
(Phone,
Letter etc)
Who Should
Attend?
Contact
them by
(Date)
Proposal
completed by
(Date)
Appointment
by
(Date)
$ -
9. Prospecting (cont.)
• Coffee meetings
• Functions
• Networking
• Industry Associations
• Centres Of Influence
10. Prospecting (cont.)
Centre of Influence
A centre of influence is someone who is very well
respected in their profession or field of work.
Nurture these contacts and treat them with care and
respect, or they will quickly feel used.
11. Managing Your Accounts
• Identify your current customer base...
• Is it continuously updated?
• Does it contain all the information required?
• Which 20% of your customers provide 80%
of your business?
• Rate your clients (A,B,C or D).
12. Managing Your Accounts (cont.)
• Establish a contact cycle for each client based
upon their rating.
• Approach every key client regularly in person
or via a phone call.
• Establish a contact plan – who to contact,
how and when, which day and at what time.
• Set goals - how many to contact and in what
time-frame.
13. Managing Your Accounts (cont.)
Client Information
Keep your client information up to date, such as;
Partners name
Children’s names
Hobbies
Birth date
Favourite football team
14. Project Selling
• Project (or Solution) Selling occurs when the sale
process takes place over a number of sales
appointments and activities.
• Follow-up is crucial yet studies show nearly half
of all salespeople do not follow up their own sales
calls or quotes.
• This means nearly half of all sales calls are wasted
by salespeople not asking for the business.
15. Sales Statistics
2%
3% 5%
10%
80%
Sales made on 1st contact
Sales made on 2nd contact
Sales made on 3rd contact
Sales made on 4th contact
Sales made on 5th-12th
contact
16. Sales Statistics
48%
12%
25%
10%
Never Follow Up
Stop after 2nd contact
Stop after 3rd contact
More than 3 contacts
17. Project Selling (cont.)
And it is so easy to do:
“Just a courtesy call to follow up the proposal I left with you
the other day. Do you have any questions or concerns?”
“Are you in a position to go forward with this today?”
18. Establishing Rapport
• Research prior to 1st appointment (incl. online)
• Known hobbies or mutual connection?
• Look around their office
• Start by asking about them and their business
• Listen attentively
19. Client Expectations
• Manage your customer/client expectations.
• If their expectations are lowered it is easier
to surpass them.
• If their experience exceeds their expectations
they will perceive you as providing excellent
service.
20. Budgets
Total Budget Figure
Equivalent no. of sales required
(divide budget by average sale value)
Calculate number of sales
required on a weekly basis
Number of appointments
necessary per week to achieve
this sales number
Number of phone calls required to
obtain the appointments required
21. Core Selling Tips
• Make sure you know who the decision
maker/s is/are!
• There may be a ‘Buying Group’ involved.
• Your prospect may say they have the final
decision, but do they really?
• Qualify your prospects!
22. Core Selling Tips (cont.)
• Successful salespeople care more about their
clients than the sale.
• Always look and act professional.
• Always have mints in the car.
• Always be on time. If you are going to be late,
ring and offer to make another time.
23. Core Selling Tips (cont.)
• Turn off the radio on your way to an appointment.
Think about what you are going to say and what
you want to achieve.
• Have an objective for every appointment. Do not
get out of the car until you have at least one clear
objective in mind.
24. Core Selling Tips (cont.)
• Listen. You have two ears and only one mouth, so
listen twice as often as you speak.
• Ask open ended questions – who, what, when,
where, which, why and how.
• Find out the customer’s wants, and if you can fulfil
them you will win their business.
25. Core Selling Tips (cont.)
• Make a note when you learn of important dates
(birthday, anniversary, etc.) and mention these on
visits close to these dates. Better still, send a card.
• Silence is better than saying the wrong thing. Take
time to consider your answer if you need to.
26. Core Selling Tips (cont.)
• It is OK to say “I do not know, but I will find out” –
as long as you get the answer ASAP. The first time
you don’t, you lose credibility.
• Always do what you say you will do, and then make
them aware you have done it.
• Make notes. This gives the impression that what the
customer is saying is important to you.
27. Core Selling Tips (cont.)
• Repeat what is said to you, to show you are
listening and that you understand.
• “If you were in my position….” Get them to
empathise with you if possible. This can be useful
in overcoming objections.
• Empathise with your customers - “I can
understand why ........is important to you.”
28. Core Selling Tips (cont.)
• Give yourself something to follow up, i.e.: “I’ll check
that out and get back to you”, to build respect and
trust.
• Do not oversell. Once you have the sale thank the
customer and move on or you risk unselling.
• Know your customer’s business. Asking questions
about their business builds understanding and
rapport.
29. Core Selling Tips (cont.)
• If you are not sure of something ask for clarification.
This is also effective in overcoming objections.
“Can you please elaborate on that? I want to make
sure I get all the facts”.
• Price can be negotiated up, as well as down.
• Finish each sales call with a personal comment, i.e.:
“Good luck with your son’s birthday this weekend”.
30. Core Selling Tips (cont.)
• Always ask for referral business - “I was hoping you
could help me….” – then qualify!
• Know your competition – knowing what you are up
against is priceless.
• Call people back instantly.
• Overcome the small objections first, leaving the
large one to last.
31. Core Selling Tips (cont.)
• When something goes wrong it is an opportunity to
show the customer your ability to solve problems
(as long as you do not make the same mistake
twice).
• Keep the customer informed at all times, even
when the news is bad (even more so then).
• Mention price last, and only if you have to.
32. Core Selling Tips (cont.)
• Memorise several questions you can use for any
appointment, so if you get stuck you can go into
“automatic” mode.
• ‘Prime the pump’ – get agreement on small issues,
so getting a “Yes” and the sale is not such a big
step.
• Always follow-up!
33. Core Selling Tips (cont.)
Some powerful questions:
“What can I do to win your business?”
“If I can provide you with a quotation within the
timeframe and budget you have specified will I win
your business?”
“Who within your company makes the final decision?”
34. Core Selling Tips (cont.)
“Are there any other factors that will influence your
company’s decision?”
“Do you have any other projects coming up that could
use our services?”
“I was hoping you could help me. Who do you know
that may also benefit from our services?”
35. Closing
The most common issue facing salespeople!
Asking open questions allows for an easier close.
If you do not think you have ‘sold’ your product/service yet, use
a trial close to make sure then ask more questions.
Consider a joint sales call, either with a salesperson you respect
or your Sales Manager.
36. Closing (cont.)
Assumptive Close:
“To achieve this for you we need to get started now.”
Trial Close:
“Would you prefer delivery next Tuesday or Thursday?”
“Which one shall I order for you?”
“To provide a timely solution would you agree we need
to get started now?”
37. Closing (cont.)
Direct Close:
“Would you like to proceed today?”
“Can we go ahead with this now?”
“Shall we get the paperwork underway?”
38. Be Alert Not Alarmed
If you have a low ratio of sales to appointments there may be an
issue with closing, trial closing, negotiation skills or qualifying.
Qualifying is determining whether the prospect you intend to
approach actually has a need you can fulfil.
Not qualifying prospects results in poor closing ratios.
39. Selling is all about
people but is very
rarely personal!