Przemyslaw Simon Stanisz “The sience of sales”
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This document discusses an effective approach to sales through understanding the persona of potential customers, establishing a logical sales process, and developing the skills of the salesperson. It emphasizes finding customer needs and dissatisfactions, qualifying leads through a series of questions, and maintaining motivation through focusing on controllable factors like the sales funnel and lead generation. The goal is to build long-term customer relationships through understanding what the customer wants and how the seller can meet those needs.
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Przemyslaw Simon Stanisz “The sience of sales”
- 1. The science of sales How to approach sales in a logical and effective way
- 3. A Spammer or push people into buying, that is why we don’t use cold sales I don’t want to be
- 4. Burns out too fast and every few months we need to recruit and train new reps My team
- 5. No results but without sales and big marketing budgets we can’t do anything I am getting
- 6. Wait And hope something organically will change All you can do is
- 7. How to take CONTROL over your sales?
- 8. Who we already helped
- 9. Where is our active knowledge of sales coming from?
- 10. 10 What do we want from sales?
- 11. 11 Happy, long term relationship?
- 12. 12 What I want to sell What the client wants What I can deliver
- 13. 13 How?
- 14. Is motivation all I need to loose weight?
- 15. Goal Diet Plan Workout Plan Metrics Optimization Motivation
- 16. 16 Persona + Process + Sales person
- 17. 17 Stage 1: The persona (what)
- 18. 18 Does everyone need to buy from us?
- 19. 19 A B C 100 contacts 5-10% 5-10% 80-90% X X
- 24. 24 Can you imagine building software without any framework?
- 25. 25 The sales funnel is DEAD!
- 26. The cycle of sales success First contact First meeting / Qualification Product Demo Logical proof Offer / Summary Price negotiation Close Contract / Customer Success Upsales / Referrals
- 27. 27 Finding needs Find a dissatisfaction! Type of questions (from general to specific): 1.Public, general 2.Logical, more detailes 3.Topic change 4.Problem priority 5.Why?
- 28. 28 Stage 3: Sales person (who)
- 29. 29 You are the engine to the operation
- 30. 30 1. Persona 2. Process Sales person
- 32. 32 100 leads 15-20 meetings 5-10 presentations 3-5 offers 1 Deal (+ size of the deal)
- 33. 33 BONUS 1! How to get fresh, clean leads?
- 34. 34 www.marketingschool.tech Free, 6 part video cousre
- 35. 35 BONUS 2! How to get even more fresh, clean leads?
- 36. 36 200 000+ tech job offers (and growing) Easy dashboard to Search based on keywords and timeframe
- 37. 37
- 38. 38 Become a beta tester: App.leadtracker.tech
- 39. 39 BONUS 3! How to CLOSE all those fresh, clean leads?
- 40. 40 Come to the B2B Sales Workshop tomorrow (22.04.2018)
- 41. 41 Linkedin Add me to Linkedin and get 30 min free consulting online about -Leads -B2B Sales Process -Sales outsourcing
Editor's Notes
- 3 stages of applying sience approach into sales strategies to get results
- Well our background- direct sales door to door We had to get really good at 2 things – 1) creating interest 2) establishing enough trust so they would let us in so we could do our presentation
- What is your goal when you do any sales actions? Contract, work, client, relationship?? You probably don’t want a 1 time deal, but a really long, and happy cooperations.
- Sprzedaż to nie walka – al.e badanie – Atmosfera sprzedaży
- We need to have all these 3 parts in order. If we won’t, we will not get the contract or even worse – lose the client with bad PR after it
- Nie ma idealnego układu, dlatego im większy cel mamy, tym bardziej indywidualny system ćwiczeń i odżywiania musimy wdrożyć (plus głębiej analizować statystyki). Ale jednocześnie nie możemy losowo wybrać sobie rynku i naciskać na sprzedaż, bo „tak wydaje się ok”
- Persona = Needs (logic, emotional), types of poeple, channels that they are open for Process = techique, structure of the communication, analysis Sales Person = understands the persona, chooses the proces for each persona, runs on motivation, optimalization
- Persona = Needs (logic, emotional), types of poeple, channels that they are open for Process = techique, structure of the communication, analysis Sales Person = understands the persona, chooses the proces for each persona, runs on motivation, optimalization
- Persona = Needs (logic, emotional), types of poeple, channels that they are open for Process = techique, structure of the communication, analysis Sales Person = understands the persona, chooses the proces for each persona, runs on motivation, optimalization
- Sprzedaż to nie walka – al.e badanie – Atmosfera sprzedaży
- Sprzedaż to nie walka – al.e badanie – Atmosfera sprzedaży
- Persona = Needs (logic, emotional), types of poeple, channels that they are open for Process = techique, structure of the communication, analysis Sales Person = understands the persona, chooses the proces for each persona, runs on motivation, optimalization
- Persona = Needs (logic, emotional), types of poeple, channels that they are open for Process = techique, structure of the communication, analysis Sales Person = understands the persona, chooses the proces for each persona, runs on motivation, optimalization
- Persona = Needs (logic, emotional), types of poeple, channels that they are open for Process = techique, structure of the communication, analysis Sales Person = understands the persona, chooses the proces for each persona, runs on motivation, optimalization
- Persona = Needs (logic, emotional), types of poeple, channels that they are open for Process = techique, structure of the communication, analysis Sales Person = understands the persona, chooses the proces for each persona, runs on motivation, optimalization
- Persona = Needs (logic, emotional), types of poeple, channels that they are open for Process = techique, structure of the communication, analysis Sales Person = understands the persona, chooses the proces for each persona, runs on motivation, optimalization
- Why? It’s controllable, repeatable, scalable You can optimize it, and test it. If you need to give the communication away, leave for vacation etc, anyone can take over.
- 2.2 NÁJDENIE POTREBY VS. VYTVORENIE POTREBY Niektorí klienti, vedie o svojej potrebe-probléme a hľadajú riešenie a niektorí tom ešte ani nevedia. Našou úlohou je: nájsť bod nespokojnosti! Pýtajte sa otázky (od všeobecných ku špecifickým): -typ biznisu? -konkurencia, dodávateľská sieť, pod? -akákoľvek nespokojnosť s týmito vecami? Čím viac HOVORÍ KLIENT, tým bližšie sme k predaju. Týmito otázkami odhalíme racionálnu potrebu, ale čo chceme je emócia za ráciom. Vysvetlím to na jednoduchom príklade.
- Persona = Needs (logic, emotional), types of poeple, channels that they are open for Process = techique, structure of the communication, analysis Sales Person = understands the persona, chooses the proces for each persona, runs on motivation, optimalization
- Persona = Needs (logic, emotional), types of poeple, channels that they are open for Process = techique, structure of the communication, analysis Sales Person = understands the persona, chooses the proces for each persona, runs on motivation, optimalization
- Persona = Needs (logic, emotional), types of poeple, channels that they are open for Process = techique, structure of the communication, analysis Sales Person = understands the persona, chooses the proces for each persona, runs on motivation, optimalization
- Persona = Needs (logic, emotional), types of poeple, channels that they are open for Process = techique, structure of the communication, analysis Sales Person = understands the persona, chooses the proces for each persona, runs on motivation, optimalization
- Persona = Needs (logic, emotional), types of poeple, channels that they are open for Process = techique, structure of the communication, analysis Sales Person = understands the persona, chooses the proces for each persona, runs on motivation, optimalization
- https://goo.gl/xtgD5C
- https://goo.gl/xtgD5C