130 slides include: analyzing your product/service, value added techniques, gaining the competitive advantage, ways for overcoming objections, how to sell features – benefits - solutions, reading your customer's signals, handling indecisive clients, closing the sale, how-to's and more.
130 slides include: analyzing your product/service, value added techniques, gaining the competitive advantage, ways for overcoming objections, how to sell features – benefits - solutions, reading your customer's signals, handling indecisive clients, closing the sale, how-to's and more.
Sales PowerPoint Slides include topics such as: analyzing your product/service, 6 value added techniques, gaining the competetive advantage, 6 ways for overcoming objections, how to sell features-benefits-solutions, reading your customer's signals, handling indecisive clients, closing the sale, how-to's and more. Slides can easily be tailored to your specific needs (make handouts, create overheads and use them with an LCD projector) and are available for license. 100+ PowerPoint presentation content slides. Each slide includes slide transitions, clipart and animation. System & Software Requirements: IBM or MAC and PowerPoint 97 or higher. Royalty Free - Use Them Over and Over Again. Once purchased, download instructions will be sent to you via email. (PC and MAC Compatible).
This Presentation contains the study features and characteristics of Sales Manager. Its roles, Functions and responsibilities.
This also contains another part that is about Salesmanship in which it includes concept, objectives, functions, types of Salesman and what are the qualities of a Good Salesmen .
"Sales - The new need of Life" represents my seniors experience. Many literature on sales are also used in our day to day experience, though its theoritical but its practical too and may lead to success if implemented accurately.
Sales PowerPoint Slides include topics such as: analyzing your product/service, 6 value added techniques, gaining the competetive advantage, 6 ways for overcoming objections, how to sell features-benefits-solutions, reading your customer's signals, handling indecisive clients, closing the sale, how-to's and more. Slides can easily be tailored to your specific needs (make handouts, create overheads and use them with an LCD projector) and are available for license. 100+ PowerPoint presentation content slides. Each slide includes slide transitions, clipart and animation. System & Software Requirements: IBM or MAC and PowerPoint 97 or higher. Royalty Free - Use Them Over and Over Again. Once purchased, download instructions will be sent to you via email. (PC and MAC Compatible).
This Presentation contains the study features and characteristics of Sales Manager. Its roles, Functions and responsibilities.
This also contains another part that is about Salesmanship in which it includes concept, objectives, functions, types of Salesman and what are the qualities of a Good Salesmen .
"Sales - The new need of Life" represents my seniors experience. Many literature on sales are also used in our day to day experience, though its theoritical but its practical too and may lead to success if implemented accurately.
B2B Solutions' Sales success simplified. Follow this path to make success repeatable and profitable consistently.
This presentation was created leveraging my 20+years of living and practicing these success-steps and harnessing them all at www.interactiveye.com : a business tranformation and digital marketing innovation consulting firm. Cheers anshumali@interactiveye.com
This presentation introduces the basics of needs-based selling processes. If you or your sales team is struggling to achieve your objectives, then this presentation is a must view. For more information contact us at dave.gregory@inspiredperformancesolutions.com
Getting to Product Market Fit - An Overview of Customer Discovery & ValidationJason Evanish
An overview of the first two stages of Steve Blank's Four Steps to the Epiphany: Customer Discovery and Customer Validation. Includes in depth advice on the customer development interview as well.
I'm writing a book on How to Build Customer Driven Products based on tactics like the ones in this presentation. You can sign up to learn more here: http://eepurl.com/RZoO9
Mastering Multi-Touchpoint Content Strategy: Navigate Fragmented User JourneysSearch Engine Journal
Digital platforms are constantly multiplying, and with that, user engagement is becoming more intricate and fragmented.
So how do you effectively navigate distributing and tailoring your content across these various touchpoints?
Watch this webinar as we dive into the evolving landscape of content strategy tailored for today's fragmented user journeys. Understanding how to deliver your content to your users is more crucial than ever, and we’ll provide actionable tips for navigating these intricate challenges.
You’ll learn:
- How today’s users engage with content across various channels and devices.
- The latest methodologies for identifying and addressing content gaps to keep your content strategy proactive and relevant.
- What digital shelf space is and how your content strategy needs to pivot.
With Wayne Cichanski, we’ll explore innovative strategies to map out and meet the diverse needs of your audience, ensuring every piece of content resonates and connects, regardless of where or how it is consumed.
The session includes a brief history of the evolution of search before diving into the roles technology, content, and links play in developing a powerful SEO strategy in a world of Generative AI and social search. Discover how to optimize for TikTok searches, Google's Gemini, and Search Generative Experience while developing a powerful arsenal of tools and templates to help maximize the effectiveness of your SEO initiatives.
Key Takeaways:
Understand how search engines work
Be able to find out where your users search
Know what is required for each discipline of SEO
Feel confident creating an SEO Plan
Confidently measure SEO performance
Digital marketing is the art and science of promoting products or services using digital channels to reach and engage with potential customers. It encompasses a wide range of online tactics and strategies aimed at increasing brand visibility, driving website traffic, generating leads, and ultimately, converting those leads into customers.
https://nidmindia.com/
The digital marketing industry is changing faster than ever and those who don’t adapt with the times are losing market share. Where should marketers be focusing their efforts? What strategies are the experts seeing get the best results? Get up-to-speed with the latest industry insights, trends and predictions for the future in this panel discussion with some leading digital marketing experts.
When most people in the industry talk about online or digital reputation management, what they're really saying is Google search and PPC. And it's usually reactive, left dealing with the aftermath of negative information published somewhere online. That's outdated. It leaves executives, organizations and other high-profile individuals at a high risk of a digital reputation attack that spans channels and tactics. But the tools needed to safeguard against an attack are more cybersecurity-oriented than most marketing and communications professionals can manage. Business leaders Leaders grasp the importance; 83% of executives place reputation in their top five areas of risk, yet only 23% are confident in their ability to address it. To succeed in 2024 and beyond, you need to turn online reputation on its axis and think like an attacker.\
Key Takeaways:
- New framework for examining and safeguarding an online reputation
- Tools and techniques to keep you a step ahead
- Practical examples that demonstrate when to act, how to act and how to recover
The digital marketing industry is changing faster than ever and those who don’t adapt with the times are losing market share. Where should marketers be focusing their efforts? What strategies are the experts seeing get the best results? Get up-to-speed with the latest industry insights, trends and predictions for the future in this panel discussion with some leading digital marketing experts.
In this presentation, Danny Leibrandt explains the impact of AI on SEO and what Google has been doing about it. Learn how to take your SEO game to the next level and win over Google with his new strategy anyone can use. Get actionable steps to rank your name, your business, and your clients on Google - the right way.
Key Takeaways:
1. Real content is king
2. Find ways to show EEAT
3. Repurpose across all platforms
Most small businesses struggle to see marketing results. In this session, we will eliminate any confusion about what to do next, solving your marketing problems so your business can thrive. You’ll learn how to create a foundational marketing OS (operating system) based on neuroscience and backed by real-world results. You’ll be taught how to develop deep customer connections, and how to have your CRM dynamically segment and sell at any stage in the customer’s journey. By the end of the session, you’ll remove confusion and chaos and replace it with clarity and confidence for long-term marketing success.
Key Takeaways:
• Uncover the power of a foundational marketing system that dynamically communicates with prospects and customers on autopilot.
• Harness neuroscience and Tribal Alignment to transform your communication strategies, turning potential clients into fans and those fans into loyal customers.
• Discover the art of automated segmentation, pinpointing your most lucrative customers and identifying the optimal moments for successful conversions.
• Streamline your business with a content production plan that eliminates guesswork, wasted time, and money.
Core Web Vitals SEO Workshop - improve your performance [pdf]Peter Mead
Core Web Vitals to improve your website performance for better SEO results with CWV.
CWV Topics include:
- Understanding the latest Core Web Vitals including the significance of LCP, INP and CLS + their impact on SEO
- Optimisation techniques from our experts on how to improve your CWV on platforms like WordPress and WP Engine
- The impact of user experience and SEO
SEO as the Backbone of Digital MarketingFelipe Bazon
In this talk Felipe Bazon will share how him and his team at Hedgehog Digital share our journey of making C-Levels alike, specially CMOS realize that SEO is the backbone of digital marketing by showing how SEO can contribute to brand awareness, reputation and authority and above all how to use SEO to create more robust global marketing strategies.
Short video marketing has sweeped the nation and is the fastest way to build an online brand on social media in 2024. In this session you will learn:- What is short video marketing- Which platforms work best for your business- Content strategies that are on brand for your business- How to sell organically without paying for ads.
Mastering Local SEO for Service Businesses in the AI Era is tailored specifically for local service providers like plumbers, dentists, and others seeking to dominate their local search landscape. This session delves into leveraging AI advancements to enhance your online visibility and search rankings through the Content Factory model, designed for creating high-impact, SEO-driven content. Discover the Dollar-a-Day advertising strategy, a cost-effective approach to boost your local SEO efforts and attract more customers with minimal investment. Gain practical insights on optimizing your online presence to meet the specific needs of local service seekers, ensuring your business not only appears but stands out in local searches. This concise, action-oriented workshop is your roadmap to navigating the complexities of digital marketing in the AI age, driving more leads, conversions, and ultimately, success for your local service business.
Key Takeaways:
Embrace AI for Local SEO: Learn to harness the power of AI technologies to optimize your website and content for local search. Understand the pivotal role AI plays in analyzing search trends and consumer behavior, enabling you to tailor your SEO strategies to meet the specific demands of your target local audience. Leverage the Content Factory Model: Discover the step-by-step process of creating SEO-optimized content at scale. This approach ensures a steady stream of high-quality content that engages local customers and boosts your search rankings. Get an action guide on implementing this model, complete with templates and scheduling strategies to maintain a consistent online presence. Maximize ROI with Dollar-a-Day Advertising: Dive into the cost-effective Dollar-a-Day advertising strategy that amplifies your visibility in local searches without breaking the bank. Learn how to strategically allocate your budget across platforms to target potential local customers effectively. The session includes an action guide on setting up, monitoring, and optimizing your ad campaigns to ensure maximum impact with minimal investment.
Mastering Local SEO for Service Businesses in the AI Era is tailored specifically for local service providers like plumbers, dentists, and others seeking to dominate their local search landscape. This session delves into leveraging AI advancements to enhance your online visibility and search rankings through the Content Factory model, designed for creating high-impact, SEO-driven content. Discover the Dollar-a-Day advertising strategy, a cost-effective approach to boost your local SEO efforts and attract more customers with minimal investment. Gain practical insights on optimizing your online presence to meet the specific needs of local service seekers, ensuring your business not only appears but stands out in local searches. This concise, action-oriented workshop is your roadmap to navigating the complexities of digital marketing in the AI age, driving more leads, conversions, and ultimately, success for your local service business.
Key Takeaways:
Embrace AI for Local SEO: Learn to harness the power of AI technologies to optimize your website and content for local search. Understand the pivotal role AI plays in analyzing search trends and consumer behavior, enabling you to tailor your SEO strategies to meet the specific demands of your target local audience. Leverage the Content Factory Model: Discover the step-by-step process of creating SEO-optimized content at scale. This approach ensures a steady stream of high-quality content that engages local customers and boosts your search rankings. Get an action guide on implementing this model, complete with templates and scheduling strategies to maintain a consistent online presence. Maximize ROI with Dollar-a-Day Advertising: Dive into the cost-effective Dollar-a-Day advertising strategy that amplifies your visibility in local searches without breaking the bank. Learn how to strategically allocate your budget across platforms to target potential local customers effectively. The session includes an action guide on setting up, monitoring, and optimizing your ad campaigns to ensure maximum impact with minimal investment.
Most small businesses struggle to see marketing results. In this session, we will eliminate any confusion about what to do next, solving your marketing problems so your business can thrive. You’ll learn how to create a foundational marketing OS (operating system) based on neuroscience and backed by real-world results. You’ll be taught how to develop deep customer connections, and how to have your CRM dynamically segment and sell at any stage in the customer’s journey. By the end of the session, you’ll remove confusion and chaos and replace it with clarity and confidence for long-term marketing success.
Key Takeaways:
• Uncover the power of a foundational marketing system that dynamically communicates with prospects and customers on autopilot.
• Harness neuroscience and Tribal Alignment to transform your communication strategies, turning potential clients into fans and those fans into loyal customers.
• Discover the art of automated segmentation, pinpointing your most lucrative customers and identifying the optimal moments for successful conversions.
• Streamline your business with a content production plan that eliminates guesswork, wasted time, and money.
2. Marketing vs. Selling
Selling focuses on the needs of the seller,
marketing on the needs of the buyer.
Selling is preoccupied with the seller’s
need to convert his product into cash;
marketing with the idea of satisfying the n
eeds of the customer by means of the pro
duct and the cluster of things associated w
ith creating, delivering, and finally consum
ing it.” - Theodore Levitt
3. What is Marketing???
Peter Drucker’s Quotes
"Because the purpose of business is to
create a customer, the business enterprise
has two--and only two--basic functions:
marketing and innovation.
The aim of marketing is to know and
understand the customer so well the
product or service fits him and sells itself.
The aim of marketing is to make selling
unnecessary
4. Marketing Defined
Goals:
1.
2.
Attract new customers by promising superior
value.
Keep and grow current customers by delivering
satisfaction.
OLD view of
marketing:
NEW view of
marketing:
Making a sale
—“telling and
selling”
Satisfying
customer needs
6. Marketing Techniques
1.
Understand customers
How? - Market Research
Desk Research
Existing market or solutions
Competition, actual and potential
Demographics
Source : Internet / Government / Organization /
Exhibition / Stakeholders , etc.
Field Research
Experiment / Focus group
Telephone / Online / Street Research
Questionaires
7. Marketing Techniques
2.
Observe Marketing Environment
Changing global circumstances
‘Scan’ external environment for opportunities
and threats
PEST
Political
Economic
Social
Technology
11. Marketing Techniques
3.
Design product or service to meet customers
From package to the way it is promoted
Don’t be trapped to make what you want to sell rather
than customer wants
Marketing Mix 4Ps or 7Ps
Product
Price
Place
Promotion
People
Process
Physical environment
12. Marketing Techniques
3.
Design product or service to meet
customers
Market segmentation
Mass
Local
Individual
Niche
Customer segmentation
Geographic
Demographic
Psychographic
Behavioristics
13. Marketing Techniques
4.
Ensure you are smooth and efficient
Process – Easy to do business with
Delight customer beyond just a duty
Word of mount is a powerful selling tool
14. Marketing Techniques
5.
Design Market Communication
Targeting
Advertising
Image
Message
Newspaper / TV / Trade / Magazines
Online
Use both emotional and rational arguments to
demonstrate what you are selling and WHY
they need it
15. Marketing Techniques
6.
Invest in People
People are most precious asset
From receptionist to salesman are motivated
Provide training & tools to do their job
Understand their role to do the work together
16. Marketing Techniques
7.
Make sure your shop front is immaculate
Good presentation is a huge influencing tool
Create trust and motivate staffs
Don’t lower standard of customer facing area
18. Marketing Techniques
9.
Be responsive to complaint
Respond quickly and positively – turn around
dissatisfied customer
Handle well – loyal customer
Handle wrong – bad stories spread out
19. Marketing Techniques
10.
Have a marketing plan
Put your strategy in written plan
Ensure all staffs understand company
direction
Ask yourself when develop the plan
Where are we now?
Where do we want to be?
What opportunities exist in the environment
How will we get there?
Who will do what?
How will we know we’ve arrived?
20. Marketing in summary
Research: Understanding what customers
(or potential customers) want
Product Development: Creating products,
services and experiences that satisfy those
desires
Communication: Letting customers know
that your products and services will satisfy
their desires
22. Selling Techniques
Making It Happen!
Bill Morland
Orange County SCORE
Source : http://merage.uci.edu/ResearchAndCenters/Beall/Resources/Documents/[370]114%20Selling%20UCI%20final.ppt
23. Sales Process
Customer-Facing
Non-Customer-Facing
Prospect/
Customer/
Sales-Related
Initial Customer
Contact/Cold Calls
Pre-Sales
Activities
Pre-Sales
Activities
Creating Sales Plans
Sales
Activities
Informal Relationship
Building/Networking
Proposal/Pricing
Creation
Product Training
Technology/Tools
Training
Other Training
Sales Team
Meetings
Internal Meetings
Meetings with
Direct Manager
Marketing Meetings/
Launches
Contract Generation/
Modification
Other Meetings
Sales Reporting
Account Setup
Customer Service
And Support
Joint Marketing
to end User
Competitor/Industry
Research
Lining Up Internal
Resources
Product/Service
Implementation
Post-Sales
Activities
Training/
Learning
Creating Meeting/
Presentation Material
Negotiation and
Follow-up
Closing/Order
Taking
Product/Customer/
Research Analysts/
Review
Creating Call
Strategy
Sales Calls/Meetings
Presentations
Sales
Activities
Sales Training
Prospect/Customer
Identification
Lead Identification/
Qualification
Meeting Scheduling
Internal/
Non-Sales-R
elated
Post-Sales
Activities
Internal Reporting
Order Tracking
Gathering Customer
Feedback
Future Sales
Forecasting
Win-Loss Analysts
Other/Ad hoc
Reporting
Handling Customer
Service (e.g. Billing Issues)
Continued
Relationship Building
Time and Expense
Reporting
Internal
Communications
Administrative
Activities
Compensation
Tracking
Other Administrative
Activities
Source: Sales Executive Council and SEC Solutions research based on analysis of a number of member organisations
25. What Is Selling?
The face to face meeting with your
prospect at the Intention or Buying level
Getting there—right place, right time, right
person
28. What You Should Know About Your
Customers
Target – Who are they – decision maker?
Needs, Wants – What do you need to
solve?
Value Perception – Their perceived value
equation.
30. Before You Do Anything Else…
Sell yourself
Know your product
Know the value equation
Know your competition
Know why your customer should buy from
you instead of your competition
31. Getting In Position to Sell
Target your customer
Know who is the decision maker
Execute your plan consistently
If you can’t/won’t do it, hire it done
32. Prepare for the Sales Call
Package yourself
No negatives
Research client
Be on time
Be observant
34. The Approach
Eliminate possible distractions
Lead with a question to involve client-and
don’t say “how are you?”
State the purpose of call in terms of your
customers need
Get agreement on the need
35. The Body of the Presentation
Use all senses possible
Be aware of clues—body language,
questions, etc
Sell benefits not features
Make it logical and end by filling the need
36. Objections-Your Best Friend
Objections are the client telling you how to
sell them
Restate the objection
Answer in terms of your product’s benefits
Move on
37. Negotiation
End body of presentation with trial close
If you get a “yes”--stop selling and start
writing
If you get a “no” ask “why not”
Answer objection, negotiate, and trial
close again
38. Close
Either/or— ”would you like delivery on
Friday or next Monday”?
“Is that the only thing that is stopping you
from buying”?
Always, always ask for the order
39. Important Tips
Listen—listen more than you talk
Never, never talk over the client-listen to
what he says
Control the flow
Always ask for the order - if you do
nothing else ask for the order
Ask for referrals
40. Follow-up
Sold:
Thank
Restate terms etc
You’ll stay in the
loop
Didn’t sell:
Thank
Restate need and
feature/benefit
Leave a way back
in
41. Keep Records
Follow-up consistently
Keep a tickler file
Keep your promised dates
Send correspondence about solutions to
their problems
Follow-up, follow-up, follow-up
42. Keeping Your Customers
Never take them for granted
Stay in touch
Stress benefits of your product
Ask them if they are happy—if not, FIX IT
NOW
43. Customer Service
Answer the phone
No voice menus--no lengthy holds
Resolve problems now
Honor your time frames
Complaints are your friend—you get to
show how good you really are
44. Handling Complaints
Don’t argue
Apologize even if you’re not wrong
Restate problem
Give time frame to resolution
If you can’t meet time, call and extend
Let them know you care and that you are
involved
45. The Three Most Common Sales
Mistakes
Not listening to the buyer
Not asking for the order
Forgetting to sell existing customers
46. Basic (but Effective) Sales Tips and
Techniques
Listen to the emotional side of your prospect or client:
Make a note of this and see if there is anything you can do to assist them.
You may have another client who had a similar dilemma and found a good
solution.
Make those connections and help where ever you can.
May mention off-hand that they are really stressed-out about a particular project
they are working on
You'll be rewarded with loyalty from all of your clients.
Focus on your prospect or client's needs:
By selling them more than they need, you may be cutting off future relations
with them.
Once they realize that they don't need most of what you sold them, they'll feel
bitter and resentful toward you for wasting their money and not looking out for t
heir best interest.
They'll see you as a "salesperson" and not as a resource.
Source: http://www.investopedia.com/financial-edge/0412/4-common-sales-techniques-people-fall-for.aspx
47. Basic (but Effective) Sales Tips and
Techniques
Use language that focuses on your prospect or client:
Simply changing the way you speak may also make a difference in how you are
received by your prospect.
Using "you" and "yours," or "you'll find..." rather than "I think" or "Let me tell
you about," brings your message a little closer to home and may grab their atte
ntion more quickly.
Help your prospect see the bottom line:
If you know your product can help clients save money, or increase profitability,
then make sure they understand that.
Find out your prospect's priorities:
You can save yourself a lot of wasted time and effort by simply knowing how
important your product and its benefits are to your prospect.
If you've listened to them and determined the need, but still aren't getting
anywhere, find out if there are other elements of their business that are taking p
riority and pushing your sale aside.
If you know they have to implement a program before they can spend time
considering (or funds purchasing) your product then you can schedule a call bac
k at a later date that may stand a better chance of getting some attention.
To do this you have to ask the questions because the information is not always
volunteered.
48. More Sales Tips and Techniques
Know your prospect:
Focus on why they should buy - not their objections:
Building up the benefits associated with using your product, they will be
minimizing their resistance to it.
By focusing on what you know the prospect likes, you are building up the
importance of the positive and reducing the importance of the negatives.
Sell the benefits - not the product:
For example, you might bring up the fact that you saw they won an award at a
regional meeting then let them proceed to fill you in on the details.
You might also compliment them on the efficiency of their production system or
the quality of their products.
You're not selling your product, you're selling the benefits the product will
produce.
In other words, you're not selling digital phones, you're selling the ability to
communicate from anywhere. You are selling freedom to leave the confines of th
e office and still be accessible. You're selling the ability to have a more flexible w
ork schedule. You're selling peace of mind for long trips. You're selling security.
Get to the emotional or financial benefits and you're on to something!
Never rush the sale or the customer:
Rushing them instead of letting them come to their own decision to buy can
create hostilities that can't be overturned.
49. More Sales Tips and Techniques
Know your products, as well as the market - be a RESOURCE:
Follow through with promises:
If you do nothing else, do this. Always follow through with what you say you are
going to do. If you say you'll send a quote by Friday - DO IT! If you say you'll
check with someone else in your company about an issue that's come up - DO IT
!
There is no surer way to lose the faith of a prospect (or existing client) than to
forget to do something you tell them you will do..
Focus on your client's success:
To demonstrate that you not only know and understand your products and the
market, but can assist them in making good decisions and provide them with too
ls to improve their business.
You'll be rewarded over and over by loyal clients who trust your opinions and
advice, and buy from you frequently.
Not to beat a dead horse, but there is tremendous value in being a resource for
your client.
Make sure they understand that you want to see them succeed, not just sell
your products.
Use explanations rather than excuses:
If you do have to explain to a customer why there is a problem with their order,
their repair, their service, etc. Explain why the problem is there in the first place
50. 26 Questions that Sell
Buying History Questions
What experiences, good or bad, have you had with this [product type] (e.g.
“What experiences, good or bad, have you had with buying cars?”)
When did you last buy a [product type]?
What process have you gone through in the past to buy a [product type]?
Has that process worked well for you? How/how not?
What have you already tried doing to fix the problem with your current [product
type]?
What have you purchased from us before?
How did that purchase go?
Purchase-Specific Questions
What prompted you to meet with me today?
What qualities do you look for in a [product type]?
Which quality is most important to you?
What don’t you like to have in a [product type]?
What is your timeline for buying a [product type]?
What is your budget?
Who else is involved in the purchasing decision?
51. 26 Questions that Sell
Rapport-Building Questions
Clarifying Questions
How long have you been with the company? (for B2B sales)
Where did you buy that beautiful sofa? (B2C)
How old are your children? How many do you have? (If you see a photo)
What would you like this [product type] to do for you?
Tell me more about that.
Can you give me an example?
Can you be more specific?
How did that affect you?
Objection-Seeking Questions
What are your thoughts so far?
Do you have any concerns? What are they?
What other subjects should we discuss?
Is there any reason we shouldn’t move forward?
This has come about, in part, due to the business paradigm shift experienced in many markets.
In New Markets, we tend to talk about sellers markets- the seller has the power- demand outstrips demand.
Three kinds of people: make happen, watch happen, what happened??
Sales is making it happen!
Everyone is a salesperson—dating, getting a job, getting your son to clean his room, etc. Wouldn’t be here with out being able to sell. Everyone can sell—difference is motivation. Sometimes you don’t want to.
Talk about Selling—3 biggest mistakes; do nothing else but these and you can sell.
Ask questions---Burning questions???
Survey-how many are retail ie selling shoes at Nordstrom? How many retail –business to business ie copy machines? How many wholesale ie beauty supply distributor? How many OEM ie sell lumber to home builders.
What are we talking about?
Selling is the face-face meeting. But in order to sell you have to get face to face. We’re going to discuss how to get there. Usually sale people spend 5-10 % of their time face-face—remainder of the time is getting there.
Selling is a numbers game. The more you are in front of buyers the more sales you will close. Therefore a lot of selling is being in the right place at the right time talking to the right person.
Sell yourself—if you’re not sold no one else will be. BIG MISTAKE—talking in the third person. “They” have a good product. “They” will deliver this on Tuesday. Implies you don’t agree—You’re not sold! Only reason to use they is if you’re an independent sales agent—ie real estate,
Know Product—Use it, ask questions, know what it can and can’t do for the client. Know how its made, know why its made, know the price, know why that’s the price. Know everything you can about your product or service. What are your strengths? What are your weaknesses?
Know Comp.—Who are they, where are they, where are they in relation to you, what do they say about their product—about your product. How big are they. What is their strength? What is their weakness? How do you find out? Shop them—Have a friend shop them. Visit their website. Ask your customers. Ask them. Ask the trade publications.
Sets your product apart—Your reason-to-be.
Express features as benefits—Have them do this. Discuss importance of it.
We attitude—discuss importance of it. Tell about office space in Chicago.
Target—You must know who your potential customer is. Marketing can tell you—often its common sense. Skateboards don’t sell well to Sr. citizens.
Criteria can be the customer you can use your product advantage. If you’re selling riding lawn movers, your customer is probably not in urban Orange County. But maybe it’s the county.
Decision Maker—Talk to the right person. Nothings worse than “I’ll ask my boss and get back to you.” It is necessary sometimes to soothe egos etc. but don’t let it control your relationship with the customer. How to find him—ask! Ask the receptionist; look at the org. chart. Look at the web site. Ask other salespeople. Ask the client when you enter the office if they will be making the final decision. If not, see if you can get the other person involved.
Funnel of Leads—Sales lead time. Some sales take longer than others. Selling aircraft to United is a long process, Selling candy to a kid is a short one. Chances are you’re in between. Think of leads as a funnel—know how many marketing units go into the top of the funnel to produce the required leads out of the bottom. Direct mail, telephone calls, cold calls etc.
Consistency—Do what you do every day. Don’t miss a day. Plan your time. Make your phone calls, make your cold calls, whatever; but do it every day. Consistency is the most important key to long term sales success.
Hire It--if you can’t/won’t hire it done. If it needs to be done for your business to be successful you must budget for it. Be realistic with yourself. If you don’t do phone, find someone who does and pay them. Don’t fool yourself.
Package—how you dress, how you look. Call in New York on banks, wear a business suit—call on feed stores in Kansas, wear blue jeans.
No negatives—people make up their minds in 30 seconds—be sure that you’re not putting out negatives.
Research—Know all there is to know a bout the potential client.
On time—enough said!
Observant—learn as you approach the business. Cars in the parking lot, consition of facility, location, condition of lobby, etc
Approach—confident—introduce—observe—state purpose of call—ask open ended question to involve buyer (Not “How are you”); more like “your company had a 10 % sales increase last quarter. How did you do that in this down economy? Ask if you have time parameters (even if he says yes, he won’t necessarily hold you to them) Use example Lucky buyer. Try to be sure decision makers are present.
Present—tailor presentation to client. Ask questions, fined his problems and then show how your product will solve them.
Approach—confident—introduce—observe—state purpose of call—ask open ended question to involve buyer (Not “How are you”); more like “your company had a 10 % sales increase last quarter. How did you do that in this down economy? Ask if you have time parameters (even if he says yes, he won’t necessarily hold you to them) Use example Lucky buyer. Try to be sure decision makers are present.
Selling is finding out the problem and solving it. How important is the problem. Example; restaurants cleaning grease from drains.
Trial close—May I send you 6 cases? Do you want to take one home?
Stop selling—hardest thing to do but don’t sell past he point of making the sale. Examples—Fed-Mart, Photo Stores
Don’t be afraid to ask why not.
Either/or—Assumes the sale is made.
Is that the only thing—roots out objections and means a commitment from the buyer
Ask, Ask, Ask—close at least three times. Use example of kid in training school.