This document outlines a 12-step sales process for developing new business. It involves identifying competitors and target markets, researching prospects that fit the profile, contacting decision-makers to schedule meetings, presenting customized proposals, following up on questions, and continually prospecting for new opportunities. The goal is to understand customer needs, find ways to provide value, and secure permission to make competitive proposals to win new business.
The document summarizes a sales presentation submitted by a group for Ingenico International India Pvt Ltd and Intelliswift Company. For Ingenico, the summary describes their B2B clients, prospecting process, types of sales presentations used including an overview, customized, and solution presentations. It also outlines their objection handling and deal closing process. For Intelliswift, the summary outlines their business overview presentation content including capabilities, testimonials, and staffing methodology. It also discusses their prospecting, presentation types, objection handling and closing process.
The document summarizes a two-day training program called "Professional Skills for Inside Selling" that teaches salespeople skills for successful phone and online sales. The program covers skills like preparing for consultative sales calls, engaging indifferent customers, understanding customer needs, presenting product benefits, closing sales, and addressing customer concerns. The training can be delivered over two days or split into four half-day sessions, with a virtual option also available. The target audience includes inside sales reps, account managers, and their supervisors.
The document outlines the steps of a successful sales call:
1. Preparation - The salesperson plans their objectives, evaluates the prospect, and prepares questions and responses.
2. Approach - The salesperson introduces themselves, states the purpose of the call, and asks an opening question to gain attention and interest.
3. Presentation - The salesperson works to uncover the prospect's needs through questions, then matches the product benefits to those needs to find the decisive buying motive.
4. Responses - The salesperson listens to reactions and looks for buying signals from the prospect.
Writing an effective brief - Panteion University, Ad & PR LabLina Kiriakou
Writing a brief: how to ask your client for the information you need on a project and how this can be translated to an effective creative brief to your agency
Selling effective techniques that work!Tania Aslam
The document discusses various topics related to successful sales, including defining sales and closure, establishing a win-win situation, understanding the sales cycle process with its different stages, conducting effective first meetings with prospects, creating strong presentations, and using closing statements. The sales cycle involves prospecting, interviewing, presenting, and closing the sale. Key steps in meetings include listening to understand prospects' needs and verifying information to develop customized solutions. Presentations should address prospects' objectives based on verified insights. Closing involves confidently asking for the sale based on the work laid out.
The document discusses selling skills, specifically the SPIN method of asking questions. It emphasizes asking implication questions to uncover implied needs and develop them into explicit needs before introducing solutions. Implication questions demonstrate concern for how problems are affecting the customer and help build credibility. The document also discusses closing techniques like using colorful language to describe benefits, creating a sense of fear of loss, and following up with customers after a sale. Roleplaying and focusing on implication questions are presented as ways to improve selling skills.
Sales ppt training and develop in pharma industryshumaila91
The document discusses training methods and processes for salespeople at SJ&G Pharmaceuticals. It states that the most important part of a salesperson's job is listening, not talking. It then outlines SJ&G's hiring process, including job analysis, descriptions, recruiting, screening, interviewing, and making job offers. The document details training methods like in-house, on-the-job, and in-field training, focusing on skills and product training. It notes that SJ&G spends 1-2% of its total sales budget on training and development.
This document outlines a 12-step sales process for developing new business. It involves identifying competitors and target markets, researching prospects that fit the profile, contacting decision-makers to schedule meetings, presenting customized proposals, following up on questions, and continually prospecting for new opportunities. The goal is to understand customer needs, find ways to provide value, and secure permission to make competitive proposals to win new business.
The document summarizes a sales presentation submitted by a group for Ingenico International India Pvt Ltd and Intelliswift Company. For Ingenico, the summary describes their B2B clients, prospecting process, types of sales presentations used including an overview, customized, and solution presentations. It also outlines their objection handling and deal closing process. For Intelliswift, the summary outlines their business overview presentation content including capabilities, testimonials, and staffing methodology. It also discusses their prospecting, presentation types, objection handling and closing process.
The document summarizes a two-day training program called "Professional Skills for Inside Selling" that teaches salespeople skills for successful phone and online sales. The program covers skills like preparing for consultative sales calls, engaging indifferent customers, understanding customer needs, presenting product benefits, closing sales, and addressing customer concerns. The training can be delivered over two days or split into four half-day sessions, with a virtual option also available. The target audience includes inside sales reps, account managers, and their supervisors.
The document outlines the steps of a successful sales call:
1. Preparation - The salesperson plans their objectives, evaluates the prospect, and prepares questions and responses.
2. Approach - The salesperson introduces themselves, states the purpose of the call, and asks an opening question to gain attention and interest.
3. Presentation - The salesperson works to uncover the prospect's needs through questions, then matches the product benefits to those needs to find the decisive buying motive.
4. Responses - The salesperson listens to reactions and looks for buying signals from the prospect.
Writing an effective brief - Panteion University, Ad & PR LabLina Kiriakou
Writing a brief: how to ask your client for the information you need on a project and how this can be translated to an effective creative brief to your agency
Selling effective techniques that work!Tania Aslam
The document discusses various topics related to successful sales, including defining sales and closure, establishing a win-win situation, understanding the sales cycle process with its different stages, conducting effective first meetings with prospects, creating strong presentations, and using closing statements. The sales cycle involves prospecting, interviewing, presenting, and closing the sale. Key steps in meetings include listening to understand prospects' needs and verifying information to develop customized solutions. Presentations should address prospects' objectives based on verified insights. Closing involves confidently asking for the sale based on the work laid out.
The document discusses selling skills, specifically the SPIN method of asking questions. It emphasizes asking implication questions to uncover implied needs and develop them into explicit needs before introducing solutions. Implication questions demonstrate concern for how problems are affecting the customer and help build credibility. The document also discusses closing techniques like using colorful language to describe benefits, creating a sense of fear of loss, and following up with customers after a sale. Roleplaying and focusing on implication questions are presented as ways to improve selling skills.
Sales ppt training and develop in pharma industryshumaila91
The document discusses training methods and processes for salespeople at SJ&G Pharmaceuticals. It states that the most important part of a salesperson's job is listening, not talking. It then outlines SJ&G's hiring process, including job analysis, descriptions, recruiting, screening, interviewing, and making job offers. The document details training methods like in-house, on-the-job, and in-field training, focusing on skills and product training. It notes that SJ&G spends 1-2% of its total sales budget on training and development.
Hi All,
Now you can download my Presentation easily. I changed my Privacy setting.. I wish I can make more presentations for the young salesmen, but I am so busy these days and couldn't reply everyone who need my presentation. So here you can download now and present it to your teams etc.
Regards,
Shahzad Chohan
The document provides guidance on developing a business strategy to compete effectively in the market. It discusses analyzing strengths, weaknesses, opportunities, and threats (SWOT). It emphasizes focusing on customer needs, networking, asking for referrals, and differentiating your business by delivering valuable services. Overcoming threats involves turning challenges into opportunities, anticipating changes, and defining core capabilities to position the business competitively.
The document discusses key aspects of sales call planning such as developing a customer profile, customer benefit plan, and sales presentation. It emphasizes understanding a customer's strategic needs, developing creative solutions, and achieving mutually beneficial agreements. Effective sales call planning helps build confidence, foster relationships, and increase sales by addressing the customer's needs.
Every day more than 500 women are dying during the child birth. Majority of deaths are preventable if we give them access to reproductive health information. This presentations shows how to reach pregnant women to give them information about how to take care of themselves and their child.
The document discusses the importance of sales skills and methodology. It states that developing professional sales skills requires extensive training of 14 weeks plus annual updates. It also outlines the various stages of the client buying process and sales process, and provides guidance on key sales skills like call planning, questioning techniques, handling objections, and closing the sale. The document emphasizes that sales skills are not innate and require time, practice, and training to master.
The sales process involves 7 steps: 1) prospecting to find and qualify potential customers, 2) preparation by researching customers and developing a presentation, 3) making initial contact using approaches like giving a gift or asking questions, 4) presenting and listening to customer needs, 5) handling objections by addressing concerns, 6) closing by identifying signals to finalize the sale, and 7) following up to build long-term relationships for repeat sales.
The document provides tips for businesses to improve their market journey, focusing on preparation, the journey itself, and the destination. It emphasizes the importance of understanding customers, competitors, and your own brand. It also stresses testing your brand resonates with customers, is relevant to their needs, and matches reality. The tips include nurturing a compelling brand differentiation consistently delivered; thinking about targeting the right audience through the right channels; and seeking feedback to continuously improve services. The goal of the journey is to build a strong brand that commands premium prices and increases returns.
Brenden Powell has over 10 years of experience in financial services, currently holding his Series 7 and 63 licenses. He has a track record of success at Fidelity Investments, where he exceeded sales goals, mentored colleagues, and received recognition awards. Powell is self-motivated, enjoys helping clients understand their retirement options, and welcomes business travel opportunities.
This document outlines the 5 Principles of Customer Service presented by Katrina Wiltshire. The principles are: 1) Understanding your company and industry, 2) Researching your industry and competitors, 3) Sharpening selling skills like listening and presenting solutions, 4) Relating to customers by understanding their needs, and 5) Supporting customers after the sale through follow up. Each principle provides bulleted guidelines for effective customer service like knowing your company's mission, values, and competitors to best serve customers.
This document outlines a 3 month strategy for selling to the public sector. It involves meeting with managers to set goals, researching public sector contacts and purchasing procedures, making initial contact to establish trust and determine recruitment needs, being prepared with product information, managing contacts and opportunities, upselling to existing clients, and reviewing performance after 90 days.
CREATIVE IDEAS; TANGIBLE and INNOVATIVE SALES & PROSPECTING STRATEGIESstampjennifer
OPEN DOORS. Getting in front of more prospects will lead to increased SALES and there are hundreds of creative strategies to get new clients and leverage existing ones... here are just a few ideas.
The document provides advice on effectively briefing a creative agency. It recommends that brand managers: 1) introduce their organization and the product/service, 2) explain the target customer including relevant segmentation details, and 3) provide a compelling marketing pitch highlighting the problem solved, customer insights, and key performance indicators. Following these briefing rules will help ensure the agency is well informed and prepared to assist the brand manager.
The document discusses key aspects of quality customer service including understanding service culture, developing communication skills, addressing different customer needs and behaviors, and resolving service issues. It emphasizes the importance of knowing your organization, products, and customers; communicating effectively through both verbal and nonverbal means; listening to understand different customer styles; and taking responsibility to resolve problems in a respectful manner. Quality service requires excellence in both personal interactions and established procedures.
Basic New Mindset Sales Training course Part 4Andy Hamer
The document provides tips for salespeople to effectively engage with clients through questioning, active listening, presentations, and written proposals. Some key points covered include:
1) Using open-ended questions that make people think and clarify their needs and priorities in order to gain commitment and partnership.
2) Employing active listening techniques like maintaining eye contact, suppressing your own feelings, and taking notes to fully understand the client's perspective.
3) Creating compelling presentations and written proposals through thorough preparation, rehearsal, visual aids, and understanding different learning styles to maximize information retention.
4) Qualifying leads at exhibitions through quick questioning to determine a prospect's needs, budget, and decision-making authority.
7 Steps of Business Plan to Start/Grow your Business. Concepts of Selling Product/Services to meet customer expectations. Learn how to reach your business goals, set valuable missions, and vision for the organization.
This document provides a guide for winning new business in a tough economy. It discusses the importance of prospecting, identifying targets, and using a structured sales process and pipeline. The sales process involves steps like targeting prospects, prospecting, qualifying opportunities, presenting solutions, negotiating, closing deals, and account management. An effective sales process creates opportunities and more predictable results if executed correctly. It also discusses defining an ideal customer profile, networking, prospecting methods, preparing for and conducting sales meetings, and tips for proposals. Maintaining a sales pipeline that tracks opportunities through different stages is key to success.
An understanding of the key principles around business development. This approach enables the development a disciplined sales approach based on marketing and sales techniques. The focus is on the entire sales process from lead generation to closing business.
Interactive Marketing ~ business development process (selling steps included!)Lynn Holley III
This is an ever evolving - but simple Business Development/SALES Process. The Process is utilized while creating business opportunities within the Interactive Media/Marketing Landscape (i.e. websites, web applications, internet marketing, social media, ETC. )
As you will see, it’s short - but informative! Also, be cognizant to the overlapping of certain content items throughout - only because several slides have variables that may touch each other @ different times during the Process because they’re ALL intertwined & coming from the same source – CENTERED Business Development Plan - to make it work!
The document provides an overview of ABC Inc.'s five-step partnering process for business development. The steps include: 1) identifying strategic objectives for partnering; 2) developing a partnering plan; 3) selecting alliance partner targets; 4) contacting alliance partner targets; and 5) creating a proposal. Key aspects of each step are outlined, such as determining strategic needs and bargaining chips, selecting partners that meet certain criteria, and designing responsibility lists for contacting targets. The overall process aims to help ABC Inc. effectively identify and negotiate partnering arrangements that meet strategic objectives.
Hi All,
Now you can download my Presentation easily. I changed my Privacy setting.. I wish I can make more presentations for the young salesmen, but I am so busy these days and couldn't reply everyone who need my presentation. So here you can download now and present it to your teams etc.
Regards,
Shahzad Chohan
The document provides guidance on developing a business strategy to compete effectively in the market. It discusses analyzing strengths, weaknesses, opportunities, and threats (SWOT). It emphasizes focusing on customer needs, networking, asking for referrals, and differentiating your business by delivering valuable services. Overcoming threats involves turning challenges into opportunities, anticipating changes, and defining core capabilities to position the business competitively.
The document discusses key aspects of sales call planning such as developing a customer profile, customer benefit plan, and sales presentation. It emphasizes understanding a customer's strategic needs, developing creative solutions, and achieving mutually beneficial agreements. Effective sales call planning helps build confidence, foster relationships, and increase sales by addressing the customer's needs.
Every day more than 500 women are dying during the child birth. Majority of deaths are preventable if we give them access to reproductive health information. This presentations shows how to reach pregnant women to give them information about how to take care of themselves and their child.
The document discusses the importance of sales skills and methodology. It states that developing professional sales skills requires extensive training of 14 weeks plus annual updates. It also outlines the various stages of the client buying process and sales process, and provides guidance on key sales skills like call planning, questioning techniques, handling objections, and closing the sale. The document emphasizes that sales skills are not innate and require time, practice, and training to master.
The sales process involves 7 steps: 1) prospecting to find and qualify potential customers, 2) preparation by researching customers and developing a presentation, 3) making initial contact using approaches like giving a gift or asking questions, 4) presenting and listening to customer needs, 5) handling objections by addressing concerns, 6) closing by identifying signals to finalize the sale, and 7) following up to build long-term relationships for repeat sales.
The document provides tips for businesses to improve their market journey, focusing on preparation, the journey itself, and the destination. It emphasizes the importance of understanding customers, competitors, and your own brand. It also stresses testing your brand resonates with customers, is relevant to their needs, and matches reality. The tips include nurturing a compelling brand differentiation consistently delivered; thinking about targeting the right audience through the right channels; and seeking feedback to continuously improve services. The goal of the journey is to build a strong brand that commands premium prices and increases returns.
Brenden Powell has over 10 years of experience in financial services, currently holding his Series 7 and 63 licenses. He has a track record of success at Fidelity Investments, where he exceeded sales goals, mentored colleagues, and received recognition awards. Powell is self-motivated, enjoys helping clients understand their retirement options, and welcomes business travel opportunities.
This document outlines the 5 Principles of Customer Service presented by Katrina Wiltshire. The principles are: 1) Understanding your company and industry, 2) Researching your industry and competitors, 3) Sharpening selling skills like listening and presenting solutions, 4) Relating to customers by understanding their needs, and 5) Supporting customers after the sale through follow up. Each principle provides bulleted guidelines for effective customer service like knowing your company's mission, values, and competitors to best serve customers.
This document outlines a 3 month strategy for selling to the public sector. It involves meeting with managers to set goals, researching public sector contacts and purchasing procedures, making initial contact to establish trust and determine recruitment needs, being prepared with product information, managing contacts and opportunities, upselling to existing clients, and reviewing performance after 90 days.
CREATIVE IDEAS; TANGIBLE and INNOVATIVE SALES & PROSPECTING STRATEGIESstampjennifer
OPEN DOORS. Getting in front of more prospects will lead to increased SALES and there are hundreds of creative strategies to get new clients and leverage existing ones... here are just a few ideas.
The document provides advice on effectively briefing a creative agency. It recommends that brand managers: 1) introduce their organization and the product/service, 2) explain the target customer including relevant segmentation details, and 3) provide a compelling marketing pitch highlighting the problem solved, customer insights, and key performance indicators. Following these briefing rules will help ensure the agency is well informed and prepared to assist the brand manager.
The document discusses key aspects of quality customer service including understanding service culture, developing communication skills, addressing different customer needs and behaviors, and resolving service issues. It emphasizes the importance of knowing your organization, products, and customers; communicating effectively through both verbal and nonverbal means; listening to understand different customer styles; and taking responsibility to resolve problems in a respectful manner. Quality service requires excellence in both personal interactions and established procedures.
Basic New Mindset Sales Training course Part 4Andy Hamer
The document provides tips for salespeople to effectively engage with clients through questioning, active listening, presentations, and written proposals. Some key points covered include:
1) Using open-ended questions that make people think and clarify their needs and priorities in order to gain commitment and partnership.
2) Employing active listening techniques like maintaining eye contact, suppressing your own feelings, and taking notes to fully understand the client's perspective.
3) Creating compelling presentations and written proposals through thorough preparation, rehearsal, visual aids, and understanding different learning styles to maximize information retention.
4) Qualifying leads at exhibitions through quick questioning to determine a prospect's needs, budget, and decision-making authority.
7 Steps of Business Plan to Start/Grow your Business. Concepts of Selling Product/Services to meet customer expectations. Learn how to reach your business goals, set valuable missions, and vision for the organization.
This document provides a guide for winning new business in a tough economy. It discusses the importance of prospecting, identifying targets, and using a structured sales process and pipeline. The sales process involves steps like targeting prospects, prospecting, qualifying opportunities, presenting solutions, negotiating, closing deals, and account management. An effective sales process creates opportunities and more predictable results if executed correctly. It also discusses defining an ideal customer profile, networking, prospecting methods, preparing for and conducting sales meetings, and tips for proposals. Maintaining a sales pipeline that tracks opportunities through different stages is key to success.
An understanding of the key principles around business development. This approach enables the development a disciplined sales approach based on marketing and sales techniques. The focus is on the entire sales process from lead generation to closing business.
Interactive Marketing ~ business development process (selling steps included!)Lynn Holley III
This is an ever evolving - but simple Business Development/SALES Process. The Process is utilized while creating business opportunities within the Interactive Media/Marketing Landscape (i.e. websites, web applications, internet marketing, social media, ETC. )
As you will see, it’s short - but informative! Also, be cognizant to the overlapping of certain content items throughout - only because several slides have variables that may touch each other @ different times during the Process because they’re ALL intertwined & coming from the same source – CENTERED Business Development Plan - to make it work!
The document provides an overview of ABC Inc.'s five-step partnering process for business development. The steps include: 1) identifying strategic objectives for partnering; 2) developing a partnering plan; 3) selecting alliance partner targets; 4) contacting alliance partner targets; and 5) creating a proposal. Key aspects of each step are outlined, such as determining strategic needs and bargaining chips, selecting partners that meet certain criteria, and designing responsibility lists for contacting targets. The overall process aims to help ABC Inc. effectively identify and negotiate partnering arrangements that meet strategic objectives.
How to develop an effective Business Development StrategyHein Roth
In this presentation, the visitor is introduced to the essentiality of developing a balanced Business Development Strategy for any business. Strong focus is given to the importance of having an effective Inbound Marketing Strategy, some Outbound Marketing Strategies, all with the aim to generate better leads and to drive more business through the front door of one's business. Attention is also given on how to convert leads into actual long-term business relationships.
The document outlines a business acceleration system from Alchemy that aims to help companies increase customers, sales, and profits. It does this through proven strategies and techniques to capture more market share by winning new customers and increasing loyalty. These include developing multiple marketing channels, implementing the "7 profit multipliers" to boost key metrics like leads, conversion rates, and average transaction value, and creating systems that allow the business to run profitably without constant oversight. The goal is to build a highly valuable business that can be sold or operated independently on "autopilot".
The document discusses customer needs and how to identify and address them. It defines a customer need as the motive that prompts a purchase. It identifies the most common types of customer needs as related to products and services. It provides tips for identifying customer needs such as using existing customer data, soliciting feedback, customer journey mapping, input from the service team, studying competitors, and keyword research. Finally, it offers suggestions for how to solve customer needs, such as providing instructions, building feedback loops, nurturing relationships, solving the right needs, providing great customer service, and offering multiple service channels.
Acquiring new customers is more expensive than retaining existing customers. Smart organizations focus more resources on exceeding customers' expectations to keep and grow current customers. Some ways to do this include thanking new customers, giving loyal customers discounts and special treatment, surveying customers for feedback, segmenting customers and developing tailored marketing plans, empowering customer "apostles" to refer the business, and ensuring all communications reflect how important customers are.
This document provides best practices and tactics for using live chat to grow a business. It recommends empathizing with customers, using positive language, asking clarifying questions, limiting the number of chats per agent, communicating status, providing transcripts, creating proactive greetings, gathering basic info from customers, responding quickly, showing agents messages before sending, having meaningful conversations, upselling and downselling appropriately, asking for social media engagement, leveraging historical chat data, extending chat hours, displaying agent photos, identifying site issues, engaging customers before cart abandonment, including chat in abandonment emails, supporting multiple languages, A/B testing, and using chat archives for insights. The document aims to help businesses maximize live chat for conversions and
Full Feasibility Analysis
From “Preparing Effective Business Plans” by Bruce R. Barringer
Note:
All fields can be expanded to provide additional space to respond to the questions. A copy of this template, along with each of the assessment tools, is also available in PDF format at the authors’ Web site at www.prenhall.com/entrepreneurship.
Introduction
A.
Name of the proposed business- Financial Fitness
B.
Name of the founder (or founders)- Tyvon Holmes
C.
One paragraph summary of the business-
Financial Fitness Youth Center is a business that is catered to teaching children about being financially responsible. Being able to start financial responsibility at a young age is important. It will allow children to learn why it is important to manage the money. When you start teaching financial responsibility at a young age there is a greater potential of that child being able to handle their finances as an adult. The Goal is if you start early on in life with teaching this, it will in turn help out the economy in the long run.
Part 1: Product/Service Feasibility
Issues Addressed in This Part
A.
Product/service desirability
B.
Product/service demand
Assessment Tools
Concept Statement Test
· Write a concept statement for your product/service idea. Show the concept statement to 5 to 10 people. Select people who will give you informed and candid feedback.
I will be starting a Youth Center which specializes in teaching children about financial responsibility. The company will provide a place for children to go after school or during summer breaks to continue to grow their education. The unique part about this youth center is that we are going to be able to further children education as well versus just helping them with their school work. My commitment is to help grow the community and help us improve our local economy.
· Attached a blank sheet to the concept statement, and ask the people who read the statement to (1) tell you three things they like about your product/service idea, (2) provide three suggestions for making it better, (3) tell you whether they think the product or service idea is feasible (or will be successful), and (4) share any additional comments or suggestions.
· Summarize the information you obtain from the concept statement into the following three categories:
*
Strengths of the product or service idea—things people who evaluated your product or service concept said they “liked” about the idea.
All of the people that I presented my idea with liked it. They were impressed that there are people out there trying to grow the community with giving the youth somewhere to go.
*
Suggestions for strengthening the idea—suggestions made by people for strengthening or improving the idea.
I didn’t get a lot of feedback on suggestions to help improve the idea, but the one that someone told me was I shouldn’t just limit it to helping the youth, I need to help everyone because there are a lot of adults out there that hasn’t been ta ...
This document outlines the components and process of conducting a feasibility study. It discusses that a feasibility study determines the viability of a project by analyzing key factors such as the plan, costs, funding sources, personnel needs, market potential, and profitability. The study involves researching these components, analyzing the collected data, and formulating conclusions on whether the project is feasible to pursue. If deemed feasible, the study recommends proceeding to develop a full business plan.
Mel feller, mpa, mhr, discusses word of mouth marketingMel Feller
Mel Feller, MPA, MHR, Discusses Word of Mouth Marketing.
Mel is the President/Founder of Mel Feller Seminars with Coaching for Success 360, Inc. and Mel Feller Coaching. Mel Feller maintains offices in Texas and in Utah.
It is as important to know what word of mouth marketing IS as what it IS NOT. Word-of-Mouth (W-O-M) is about involving, educating and satisfying customers. It is not about abandoning your marketing plan and advertising campaign. It is not enough to simply provide good customer service and wait for the buzz to build. In fact, let us test your knowledge of W-O-M with this simple quiz. Select the most suitable answer to the following questions. Answers are at the end of the handout/article.
Mel Feller, MPA, MHR, is a well-known real estate, business consultant, personal development consultant and speaker, specializing in performance, productivity, and profits. Mel is the
President/Founder of Mel Feller Seminars with Coaching For Success 360, Inc. and Mel Feller Coaching, a real estate and business specific coaching company. His three books for real estate professionals are systems on how to become an exceptional sales performer. His four books in Business and Government Grants are ways to leverage and increase your business Success in both time and money! His book on Personal Development “Lies that Will Sabotage Your Success”. Mel Feller is in Texas and In Utah. Currently an MBA Candidate
The document provides guidance on developing and maintaining effective business relationships. It emphasizes the importance of open communication, listening to customers, developing routines to regularly connect with contacts, being honest even when uncomfortable, taking notes to remember key details about clients, giving more to relationships than taking, proactively sharing relevant information, and allowing vulnerability to build trust. Fostering long-term, mutually beneficial relationships requires ongoing effort through transparent interactions and prioritizing the needs of clients and partners.
Increase new KEY accounts, Meet or exceed YEARLY sales target, To grow Profit Corporation’s revenue annually through added sales infrastructure and PROFESSIONAL SERVICES.
The document provides tips for maintaining strong business relationships over the long term. It emphasizes communicating honestly and regularly with clients, listening to their needs, providing value without expecting anything in return, promptly admitting and fixing mistakes, and strengthening personal connections through face-to-face meetings and social interactions. Building trust through transparency, care, and mutual benefit is key to forming relationships that can weather challenging times.
The document discusses several challenges faced by businesses using internet marketing:
1. Converting website visits and leads into actual sales is difficult without attracting and retaining customers.
2. Managing an online marketplace requires regularly updating the website, responding to customer feedback, and providing good customer service. This ongoing maintenance is costly.
3. Prioritizing time, energy, and money effectively is challenging to maximize results without incurring losses.
The document provides guidance on managing customers and prospects. It recommends maintaining a detailed customer database and regularly communicating with customers and prospects through various channels. It stresses the importance of understanding customers, treating them well, offering excellent products and support, and resolving issues promptly to build strong, long-lasting relationships. The goal is to convert prospects to loyal customers who become advocates for the business.
This document provides guidance on developing a business plan to convert ideas into a business. It recommends:
1. Creating a business plan to think through your business ideas and gather important facts. The plan will reveal your knowledge and help fine-tune your product for customers.
2. Including key elements in the plan like your value proposition, revenue model, competitive environment, competitive advantages, marketing strategy, organization details, management team, fundraising strategy, and shareholders agreement.
3. Conducting market research like creating customer profiles and surveys to deeply understand customers' needs and pain points. The research will help design a product that customers will value.
The document discusses various methods for understanding customers, including observation, interviews, and focus group discussions. Observation involves directly watching customer behavior in natural environments to understand needs. Interviews provide insights into pain points, needs, and ideas for improvement. Focus groups are discussions with 6-10 customers moderated by a trainer to uncover attitudes through open-ended questions and interaction between participants. Understanding customers is key to making effective marketing decisions.
This document discusses the importance of effectively handling customer claims and complaints. It provides the following key points:
- Most dissatisfied customers do not voice complaints, so when a complaint is made it represents many other unhappy customers. Resolving complaints satisfactorily can lead to customers staying and increased loyalty, while mishandling complaints risks losing customers.
- Customer satisfaction is a key business metric and poor complaint resolution is an indicator of future decline. Complaints represent customers' specific issues and desire to feel valued by the company.
- Companies should treat complaints as valuable feedback rather than reacting defensively. Thoroughly investigating the root cause, keeping the customer informed and involved, and implementing corrective actions
10 Effective Ways to Collect Customer FeedbacksTentacle Cloud
Feedback are significant to understand what customers love about your product and how you could enhance their experience. It guides and informs your decision-making and influences your product roadmap. It is also very important for evaluating customer satisfaction among your current customers.
http://www.tentaclecloud.com/signup.php
This document provides guidance on developing a business plan to convert ideas into a business. It emphasizes that a business plan is important to think through your business concept and gather important facts. Developing a business plan will reveal gaps in your knowledge about the industry and help you fine-tune your product or service based on customer needs. The document then outlines key sections to include in a business plan such as value proposition, revenue model, competitive environment, marketing strategy, management team, and financial planning. Market research including creating customer profiles and surveys is also recommended to inform the business plan.
Sales stuck in Negotiation? Is it winning the deal or relationship?Learn the Steps to Negotiate. Learn Negotiation Strategies and Communication Styles.
The document provides guidance on building strong customer relationships through value-added selling. It discusses defining value-added selling and identifying ways to add value for customers. Specific techniques are outlined, such as linking customers to support, showing interest in customers' goals, and initiating discussions on potential improvements. The importance of understanding customers, complaints handling, communication skills, and building long-term relationships is also covered.
Unveiling the Dynamic Personalities, Key Dates, and Horoscope Insights: Gemin...my Pandit
Explore the fascinating world of the Gemini Zodiac Sign. Discover the unique personality traits, key dates, and horoscope insights of Gemini individuals. Learn how their sociable, communicative nature and boundless curiosity make them the dynamic explorers of the zodiac. Dive into the duality of the Gemini sign and understand their intellectual and adventurous spirit.
The APCO Geopolitical Radar - Q3 2024 The Global Operating Environment for Bu...APCO
The Radar reflects input from APCO’s teams located around the world. It distils a host of interconnected events and trends into insights to inform operational and strategic decisions. Issues covered in this edition include:
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Navigating the world of forex trading can be challenging, especially for beginners. To help you make an informed decision, we have comprehensively compared the best forex brokers in India for 2024. This article, reviewed by Top Forex Brokers Review, will cover featured award winners, the best forex brokers, featured offers, the best copy trading platforms, the best forex brokers for beginners, the best MetaTrader brokers, and recently updated reviews. We will focus on FP Markets, Black Bull, EightCap, IC Markets, and Octa.
Storytelling is an incredibly valuable tool to share data and information. To get the most impact from stories there are a number of key ingredients. These are based on science and human nature. Using these elements in a story you can deliver information impactfully, ensure action and drive change.
Anny Serafina Love - Letter of Recommendation by Kellen Harkins, MS.AnnySerafinaLove
This letter, written by Kellen Harkins, Course Director at Full Sail University, commends Anny Love's exemplary performance in the Video Sharing Platforms class. It highlights her dedication, willingness to challenge herself, and exceptional skills in production, editing, and marketing across various video platforms like YouTube, TikTok, and Instagram.
B2B payments are rapidly changing. Find out the 5 key questions you need to be asking yourself to be sure you are mastering B2B payments today. Learn more at www.BlueSnap.com.
HOW TO START UP A COMPANY A STEP-BY-STEP GUIDE.pdf46adnanshahzad
How to Start Up a Company: A Step-by-Step Guide Starting a company is an exciting adventure that combines creativity, strategy, and hard work. It can seem overwhelming at first, but with the right guidance, anyone can transform a great idea into a successful business. Let's dive into how to start up a company, from the initial spark of an idea to securing funding and launching your startup.
Introduction
Have you ever dreamed of turning your innovative idea into a thriving business? Starting a company involves numerous steps and decisions, but don't worry—we're here to help. Whether you're exploring how to start a startup company or wondering how to start up a small business, this guide will walk you through the process, step by step.
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Industrial Tech SW: Category Renewal and CreationChristian Dahlen
Every industrial revolution has created a new set of categories and a new set of players.
Multiple new technologies have emerged, but Samsara and C3.ai are only two companies which have gone public so far.
Manufacturing startups constitute the largest pipeline share of unicorns and IPO candidates in the SF Bay Area, and software startups dominate in Germany.
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A select set of project management best practices to keep your project on-track, on-cost and aligned to scope. Many firms have don't have the necessary skills, diligence, methods and oversight of their projects; this leads to slippage, higher costs and longer timeframes. Often firms have a history of projects that simply failed to move the needle. These best practices will help your firm avoid these pitfalls but they require fortitude to apply.
Building Your Employer Brand with Social MediaLuanWise
Presented at The Global HR Summit, 6th June 2024
In this keynote, Luan Wise will provide invaluable insights to elevate your employer brand on social media platforms including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok. You'll learn how compelling content can authentically showcase your company culture, values, and employee experiences to support your talent acquisition and retention objectives. Additionally, you'll understand the power of employee advocacy to amplify reach and engagement – helping to position your organization as an employer of choice in today's competitive talent landscape.
Zodiac Signs and Food Preferences_ What Your Sign Says About Your Tastemy Pandit
Know what your zodiac sign says about your taste in food! Explore how the 12 zodiac signs influence your culinary preferences with insights from MyPandit. Dive into astrology and flavors!
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IMPACT Silver is a pure silver zinc producer with over $260 million in revenue since 2008 and a large 100% owned 210km Mexico land package - 2024 catalysts includes new 14% grade zinc Plomosas mine and 20,000m of fully funded exploration drilling.
John Velek - New Business Development Sales Process
1. John Velek New Business Development Sales Process
This leads to New Customers, Repeat Business, Increased Sales, Increased Profitability, Increased Territory/Territory Concentration
1) Determine the landscape/environment, determine who the competition is, define/establish my
competitive advantages.
2) Define or profile the area(s) for the target market(s) for my products and services.
3) Identify, by name, the universe of prospects that fit that profile. You may want to make categories with
sub groups.
4) Create a “War Book” and a COI profile. [ COI (centers of influence) ]
5) Contact prospects in that universe (including current clientele), preferably by phone to reach a decision
maker or determine who the decision maker is. Determine if the target is satisfied with the current
provider. If satisfied, ask questions to determine if there are undisclosed issues/flaws with current
provider. Determine if they would be interested in meeting with me, and follow-up as appropriate for the
given situation. Repeated follow-up calls may be necessary to reach the contact and schedule a follow-
up meeting.
6) Utilize and Develop my ever-widening network of contacts, COI’s, and referral sources to identify hot
leads and obtain endorsements/introductions to key prospects. These are my best, strongest and most
valuable leads.
7) Always ask everyone for a referral. If a customer is satisfied they might know someone who is not and
may not be comfortable having them go to their salesman for various reasons.
8) If the prospect is currently satisfied and not currently interested in my services, determine if and when
they should be contacted for a follow-up or if follow-ups at regular intervals are appropriate. If so, mark
the calendar and make a chronological list of conversations that have been had and what you would like
to accomplish in future calls. If not, return to giant prospect pool for a future follow up to see if the
situation has changed and follow-up in a year or two. Never delete contact info.
9) Integrate prospect follow-up with the schedule you use to regularly contact current customers.
10) If the prospect wants to meet, during that meeting question the prospect about THEIR business to learn
more about them and uncover areas of opportunity. Listen carefully and take copious notes. Understand
what makes them successful and for ways that you can make them more successful not only with your
products/services but also via help or assistance from your vast network of experts in other industries.
Understand why they are happy/unhappy with their current provider and look for ways you can
overcome/improve that situation and win the business (or at a minimum a portion of the business to
prove yourself and your advantages). Be as creative as possible in identifying/discovering opportunities
for my products and services. Be sure to identify new features, developments and reasons to try or
switch. Use sizzle. If it comes down to leaving without at least a portion of the account ask questions as
to how you can win the business.
11) Ask the prospect for permission to make a proposal. When he agrees, make a follow-up appt or time to
contact and do so with a sense of urgency. Demonstrate the urgency by keeping the prospect in the loop
as to how the proposal is coming.
12) Create a custom proposal, using the prospects personal and language style, if appropriate.
13) Make an appt for the proposal. Rehearse the proposal. Be prepared. Check batteries, cords, supplies,
business cards, etc. Make your presentation, answer questions, overcome objections, (if a client asks a
question you can’t answer – make a call or promise to get the correct answer and get back promptly),
and ask for the order, close the deal. If the prospect insists on more time, ask more questions, uncover
the real, true or hidden objection. Rework the situation and close again.
14) If you leave without the order, ask when a decision can be made and follow-up appropriately.
15) Re-contact the prospect. Ask more questions, overcome objections, make it clear how much you want
the business, close.
16) If, for some odd reason, the situation is negative or deferred, ask when it would be appropriate to follow-
up in the future to present our products/services. Follow-up appropriately.
17) Repeat steps 2-16 for all remaining, newly identified, or old prospects in need of qualifying and buying
our products/services. Maintain excellent records of whom I have contacted, what transpired and tips for
to facilitate more successful future contact.