This document outlines an introduction to sales and the basic sales cycle presentation. It discusses overcoming sales fears, the definition of professional selling, characteristics of professional selling, and outlines the five steps of the basic sales cycle as needs analysis, recommendation, preparing the close, closing, and building repeat/referral business. It concludes with an introduction to a personality assessment called True Colors to help understand different personality types in sales.
SellMyCompany Business Brokers - Matching Business Sellers with Buyers. How many Mergers & Acquisitions companies do you know where the Principal has successfully owned small and medium-sized companies and has successfully managed a large regional company as well? is one of those Merger & Acquisitions companies. With 35 years of experience, we can successfully appraise, market, negotiate and close in record time!
1. The document outlines Terry's top 10 sales insights, beginning with forgetting Hollywood-style selling and focusing on finding mutual fit between customer needs and company offerings. It discusses understanding different customer perspectives and problems, educating target audiences, using weekly sales meetings to energize the organization, specializing sales roles, asking questions, training, and having fun.
The document outlines Duane Weaver's presentation on professional selling and the basic sales cycle. It introduces overcoming sales fears, defines professional selling, outlines the characteristics of professional selling, and details the 5 steps of the basic sales cycle: 1) Needs analysis 2) Recommendation 3) Preparing the close 4) Closing 5) Repeat/referral business. It concludes by discussing knowing yourself through a True Colors personality assessment.
This document outlines an introduction to sales and the basic sales cycle presented by Duane Weaver. It discusses overcoming sales fears, the definition of selling and professionalism. The basic sales cycle is explained as a 5 step process: 1) Needs analysis, 2) Recommendation, 3) Preparing the close by handling objections, 4) Closing, 5) Building repeat/referral business. It also covers listening skills and knowing your personality type using the True Colors assessment method.
The document outlines an introduction to sales and the basic sales cycle presented by D. Weaver. It discusses overcoming sales fears, the definition of selling, characteristics of professional selling, and outlines the 5 steps of the basic sales cycle: 1) Needs analysis 2) Recommendation 3) Preparing the close 4) Closing 5) Repeat/referral business. It also discusses listening skills and the importance of understanding different personality types to relate to customers. Next steps include completing a True Colors personality assessment and reading assigned chapters.
This document outlines an introduction to sales and the basic sales cycle presented by D. Weaver. It begins by discussing overcoming sales fears and the importance of professionalism. It then defines personal selling and characteristics of professional selling. The core of the document outlines the five steps of the basic sales cycle: 1) Needs analysis, 2) Recommendation, 3) Preparing the close by handling objections, 4) Closing, 5) Building repeat/referral business. It concludes by introducing a True Colors personality assessment to help understand oneself and how to relate to different personality types in sales.
This document outlines an introduction to sales and the basic sales cycle presented by D. Weaver. It begins with overcoming typical sales fears and discusses the importance of professionalism. The basic sales cycle is then explained through 5 steps: needs analysis, recommendation, preparing the close by handling objections, closing the sale, and building follow up opportunities for repeat/referral business. The final section discusses knowing yourself through a True Colors personality assessment exercise to help understand different personality types when relating to customers.
SellMyCompany Business Brokers - Matching Business Sellers with Buyers. How many Mergers & Acquisitions companies do you know where the Principal has successfully owned small and medium-sized companies and has successfully managed a large regional company as well? is one of those Merger & Acquisitions companies. With 35 years of experience, we can successfully appraise, market, negotiate and close in record time!
1. The document outlines Terry's top 10 sales insights, beginning with forgetting Hollywood-style selling and focusing on finding mutual fit between customer needs and company offerings. It discusses understanding different customer perspectives and problems, educating target audiences, using weekly sales meetings to energize the organization, specializing sales roles, asking questions, training, and having fun.
The document outlines Duane Weaver's presentation on professional selling and the basic sales cycle. It introduces overcoming sales fears, defines professional selling, outlines the characteristics of professional selling, and details the 5 steps of the basic sales cycle: 1) Needs analysis 2) Recommendation 3) Preparing the close 4) Closing 5) Repeat/referral business. It concludes by discussing knowing yourself through a True Colors personality assessment.
This document outlines an introduction to sales and the basic sales cycle presented by Duane Weaver. It discusses overcoming sales fears, the definition of selling and professionalism. The basic sales cycle is explained as a 5 step process: 1) Needs analysis, 2) Recommendation, 3) Preparing the close by handling objections, 4) Closing, 5) Building repeat/referral business. It also covers listening skills and knowing your personality type using the True Colors assessment method.
The document outlines an introduction to sales and the basic sales cycle presented by D. Weaver. It discusses overcoming sales fears, the definition of selling, characteristics of professional selling, and outlines the 5 steps of the basic sales cycle: 1) Needs analysis 2) Recommendation 3) Preparing the close 4) Closing 5) Repeat/referral business. It also discusses listening skills and the importance of understanding different personality types to relate to customers. Next steps include completing a True Colors personality assessment and reading assigned chapters.
This document outlines an introduction to sales and the basic sales cycle presented by D. Weaver. It begins by discussing overcoming sales fears and the importance of professionalism. It then defines personal selling and characteristics of professional selling. The core of the document outlines the five steps of the basic sales cycle: 1) Needs analysis, 2) Recommendation, 3) Preparing the close by handling objections, 4) Closing, 5) Building repeat/referral business. It concludes by introducing a True Colors personality assessment to help understand oneself and how to relate to different personality types in sales.
This document outlines an introduction to sales and the basic sales cycle presented by D. Weaver. It begins with overcoming typical sales fears and discusses the importance of professionalism. The basic sales cycle is then explained through 5 steps: needs analysis, recommendation, preparing the close by handling objections, closing the sale, and building follow up opportunities for repeat/referral business. The final section discusses knowing yourself through a True Colors personality assessment exercise to help understand different personality types when relating to customers.
The document outlines Duane Weaver's presentation on professional selling and the basic sales cycle. It introduces overcoming sales fears, defines selling and professionalism, and details the five steps of the basic sales cycle: 1) needs analysis, 2) recommendation, 3) preparing the close by handling objections, 4) closing the sale, and 5) building repeat and referral business. It emphasizes listening skills and concludes by assigning a personality assessment to understand relating to different types of customers.
The document outlines an introduction to sales and the basic sales cycle presented by D. Weaver. It discusses overcoming sales fears, the definition of selling and professionalism. The basic sales cycle is explained as a 5 step process: 1) Needs Analysis, 2) Recommendation, 3) Preparing the Close by handling objections, 4) Closing, 5) Repeat/Referral Business. Next steps include conducting a True Colors personality assessment and reading assigned chapters to understand relating to different personality types in sales.
This document provides an introduction to professional selling and the basic sales cycle. It begins by discussing overcoming fears of sales and defining professional selling. It then outlines the five steps of the basic sales cycle as listening and observing customer needs, analyzing needs and making a recommendation, preparing for and addressing objections, closing the sale, and building opportunities for repeat business and referrals. The document emphasizes listening skills and understanding different personality types to better relate to customers through an exercise on personal colors. It concludes by assigning reading and a personality assessment for the next class.
Women's Startup Lab: Find Your First Customer, Then 10 more...SalesQualia
Sponsored by Women's Startup Lab in Menlo Park, CA, this in-person workshop focuses on using SalesQualia's "Sales Model Canvas" to lead buyers through the purchasing process and how to build a repeatable sales framework for your sales opportunities.
Key topical areas discussed:
- Customer needs, customer discovery
- Buyers, buyer types, personas
- Constructing effective Value Statements
- Objections, product questions, and dealing with status quo bias
- Implementation planning & Customer Success
- Developing key milestones and metrics for your sales process.
- Identifying differences in "consumer" vs "enterprise sales" and customer decisions
Costanoa Expert Series: Turning Win/Loss Analysis into Buyer InsightsCostanoa Ventures
We were thrilled to have Alan Armstrong, CEO of Eigenworks, and Ryan Whitney, VP at Gainsight, present best practices on win/loss analyses for early stage companies.
The presentation covers:
--How buyer stories and metrics can be used to create impactful case studies that drive sales.
--How to create better visibility and transparency in buyer data and behavior, so you truly understand the “voice of the customer”.
--Best practices to self-report with the sales team, conduct in-house surveys, and leverage outsource partners to get a complete win-loss dataset.
This document provides an overview of sales processes and strategies. It discusses key components of the sales process like identifying customer needs, presenting solutions to address those needs, handling objections, and ensuring proper follow up. It also outlines 12 golden principles of selling, such as listening to customers, linking features to benefits, appealing to emotions over logic, and maintaining professionalism. The document emphasizes understanding customers' perspectives to reduce their perceived risk in making a purchase.
'Meet the investor' workshop @ Startup Week 2011STARTeurope
This document summarizes an investor workshop discussing challenges for startups in Central and Eastern Europe and strategies for obtaining funding. It notes that early-stage entrepreneurs in the region face challenges like limited experience, networks, and international sales skills. It then discusses how seasoned entrepreneurs are taking on investor roles to provide hands-on support. One such group is SpeedInvest, a startup accelerator focused on early-stage internet and mobile companies in Central and Eastern Europe. The workshop advises entrepreneurs on effectively engaging with investors, including building relationships, demonstrating traction, and being prepared to answer tough questions about their product, team, finances, and plan to scale.
Every three years we conduct global research
into “What it Takes to Win Business” based on
the perspectives of 178 global Buyers and Sales
Professionals from a range of industry sectors.
We use the findings to help our clients understand
how their customers make their buying decisions,
become more customer-centric and improve their
win/loss ratio.
5. sales training making professional presentationsEarl Stevens
The document provides guidance on how to give professional sales presentations. It includes a sales presentation checklist that outlines steps like scripting presentations and responses to questions, getting feedback, and preparing appropriate materials for different audiences. It also lists characteristics of a professional's presentation, such as focusing on benefits that solve prospects' problems, including opportunities for engagement, and concluding powerfully. Additional tips include minimizing preparation work for prospects and confirming necessary decision makers will attend. The document emphasizes being prepared through understanding one's own strengths and competition, where the business is growing, customers' wants and needs, and identifying gaps in one's own knowledge. It lists common mistakes sales representatives make as well.
The document discusses three types of sales presentations: standard memorized, outlined, and program presentations. The standard memorized presentation involves carefully preparing a sales story that is then memorized. The outlined presentation provides a flexible outline rather than requiring memorization. The program presentation involves an in-depth analysis of customer needs through surveys to develop a customized solution and proposal.
This document provides an overview of entrepreneurship and small business management. It covers topics such as marketing, sales, customer relationships, and strategies for success. The document is divided into chapters that discuss defining and finding a target market, developing a business plan, implementing marketing strategies, retaining and satisfying customers, developing sales skills, and conducting market research. The goal is to provide new entrepreneurs with fundamental knowledge on key business areas.
The document provides guidelines for making a successful startup pitch, including recommendations on context, form, and content. It advises establishing the problem and market opportunity using numbers, highlighting the solution's differentiator and competitive advantage. The ideal pitch length is 3-5 minutes and should include an overview, problem/opportunity, solution, market size/benefits, business model, competitive advantage, go-to-market strategy/traction, team/hires, and a clear call to action. Visual aids should be limited and the presenter should engage the audience through eye contact and voice.
Create a powerful B2B sales machine by reviewing and practicing these 8 keys for success
1. Make sure there is complete alignment between the marketing and sales departments.
2. Concentrate your efforts on finding the companies and individuals that have a genuine need for what you offer.
3. Never lose a deal alone.
4. Keep things simple and focused on as few priorities as possible.
Let’s now cover the final four keys, beginning with treating B2B sales leads with care and respect. It really offends me when sales departments mishandle the leads/inquiries given to them by the marketing department. I have seen sales reps ignore leads, denigrate leads, and follow them up in a half-hearted manner. Often this occurs because the VP of Sales speaks poorly about what marketing is doing, creating a culture where reps feel it is okay not to work the leads they are given.
"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.
"Six Steps to create the Perfect Pitch"
• How to research and choose the right investor.
• Writing your Pitch.
• Best way to tell your story to an investor.
• Tips on keeping your Pitch short and simple.
• How to hire the best designer to create your Pitch Deck.
Failure Is Not An Option City Of Chicagoguest3fd04f
The document provides tips for business survival and success based on interviews with successful entrepreneurs. It emphasizes the importance of writing a business plan, learning to love sales and marketing, maintaining focus, developing partnerships, executing consistently, and having a sense of urgency. Fred Smith of FedEx stresses that the biggest risk entrepreneurs face is internal - deciding wholeheartedly that starting their business is their top priority over other pursuits.
The document outlines Duane Weaver's presentation on professional selling and the basic sales cycle. It introduces overcoming sales fears, defines selling and professionalism, and details the five steps of the basic sales cycle: 1) needs analysis, 2) recommendation, 3) preparing the close by handling objections, 4) closing the sale, and 5) building repeat and referral business. It emphasizes listening skills and concludes by assigning a personality assessment to understand relating to different types of customers.
The document outlines an introduction to sales and the basic sales cycle presented by D. Weaver. It discusses overcoming sales fears, the definition of selling and professionalism. The basic sales cycle is explained as a 5 step process: 1) Needs Analysis, 2) Recommendation, 3) Preparing the Close by handling objections, 4) Closing, 5) Repeat/Referral Business. Next steps include conducting a True Colors personality assessment and reading assigned chapters to understand relating to different personality types in sales.
This document provides an introduction to professional selling and the basic sales cycle. It begins by discussing overcoming fears of sales and defining professional selling. It then outlines the five steps of the basic sales cycle as listening and observing customer needs, analyzing needs and making a recommendation, preparing for and addressing objections, closing the sale, and building opportunities for repeat business and referrals. The document emphasizes listening skills and understanding different personality types to better relate to customers through an exercise on personal colors. It concludes by assigning reading and a personality assessment for the next class.
Women's Startup Lab: Find Your First Customer, Then 10 more...SalesQualia
Sponsored by Women's Startup Lab in Menlo Park, CA, this in-person workshop focuses on using SalesQualia's "Sales Model Canvas" to lead buyers through the purchasing process and how to build a repeatable sales framework for your sales opportunities.
Key topical areas discussed:
- Customer needs, customer discovery
- Buyers, buyer types, personas
- Constructing effective Value Statements
- Objections, product questions, and dealing with status quo bias
- Implementation planning & Customer Success
- Developing key milestones and metrics for your sales process.
- Identifying differences in "consumer" vs "enterprise sales" and customer decisions
Costanoa Expert Series: Turning Win/Loss Analysis into Buyer InsightsCostanoa Ventures
We were thrilled to have Alan Armstrong, CEO of Eigenworks, and Ryan Whitney, VP at Gainsight, present best practices on win/loss analyses for early stage companies.
The presentation covers:
--How buyer stories and metrics can be used to create impactful case studies that drive sales.
--How to create better visibility and transparency in buyer data and behavior, so you truly understand the “voice of the customer”.
--Best practices to self-report with the sales team, conduct in-house surveys, and leverage outsource partners to get a complete win-loss dataset.
This document provides an overview of sales processes and strategies. It discusses key components of the sales process like identifying customer needs, presenting solutions to address those needs, handling objections, and ensuring proper follow up. It also outlines 12 golden principles of selling, such as listening to customers, linking features to benefits, appealing to emotions over logic, and maintaining professionalism. The document emphasizes understanding customers' perspectives to reduce their perceived risk in making a purchase.
'Meet the investor' workshop @ Startup Week 2011STARTeurope
This document summarizes an investor workshop discussing challenges for startups in Central and Eastern Europe and strategies for obtaining funding. It notes that early-stage entrepreneurs in the region face challenges like limited experience, networks, and international sales skills. It then discusses how seasoned entrepreneurs are taking on investor roles to provide hands-on support. One such group is SpeedInvest, a startup accelerator focused on early-stage internet and mobile companies in Central and Eastern Europe. The workshop advises entrepreneurs on effectively engaging with investors, including building relationships, demonstrating traction, and being prepared to answer tough questions about their product, team, finances, and plan to scale.
Every three years we conduct global research
into “What it Takes to Win Business” based on
the perspectives of 178 global Buyers and Sales
Professionals from a range of industry sectors.
We use the findings to help our clients understand
how their customers make their buying decisions,
become more customer-centric and improve their
win/loss ratio.
5. sales training making professional presentationsEarl Stevens
The document provides guidance on how to give professional sales presentations. It includes a sales presentation checklist that outlines steps like scripting presentations and responses to questions, getting feedback, and preparing appropriate materials for different audiences. It also lists characteristics of a professional's presentation, such as focusing on benefits that solve prospects' problems, including opportunities for engagement, and concluding powerfully. Additional tips include minimizing preparation work for prospects and confirming necessary decision makers will attend. The document emphasizes being prepared through understanding one's own strengths and competition, where the business is growing, customers' wants and needs, and identifying gaps in one's own knowledge. It lists common mistakes sales representatives make as well.
The document discusses three types of sales presentations: standard memorized, outlined, and program presentations. The standard memorized presentation involves carefully preparing a sales story that is then memorized. The outlined presentation provides a flexible outline rather than requiring memorization. The program presentation involves an in-depth analysis of customer needs through surveys to develop a customized solution and proposal.
This document provides an overview of entrepreneurship and small business management. It covers topics such as marketing, sales, customer relationships, and strategies for success. The document is divided into chapters that discuss defining and finding a target market, developing a business plan, implementing marketing strategies, retaining and satisfying customers, developing sales skills, and conducting market research. The goal is to provide new entrepreneurs with fundamental knowledge on key business areas.
The document provides guidelines for making a successful startup pitch, including recommendations on context, form, and content. It advises establishing the problem and market opportunity using numbers, highlighting the solution's differentiator and competitive advantage. The ideal pitch length is 3-5 minutes and should include an overview, problem/opportunity, solution, market size/benefits, business model, competitive advantage, go-to-market strategy/traction, team/hires, and a clear call to action. Visual aids should be limited and the presenter should engage the audience through eye contact and voice.
Create a powerful B2B sales machine by reviewing and practicing these 8 keys for success
1. Make sure there is complete alignment between the marketing and sales departments.
2. Concentrate your efforts on finding the companies and individuals that have a genuine need for what you offer.
3. Never lose a deal alone.
4. Keep things simple and focused on as few priorities as possible.
Let’s now cover the final four keys, beginning with treating B2B sales leads with care and respect. It really offends me when sales departments mishandle the leads/inquiries given to them by the marketing department. I have seen sales reps ignore leads, denigrate leads, and follow them up in a half-hearted manner. Often this occurs because the VP of Sales speaks poorly about what marketing is doing, creating a culture where reps feel it is okay not to work the leads they are given.
"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.
"Six Steps to create the Perfect Pitch"
• How to research and choose the right investor.
• Writing your Pitch.
• Best way to tell your story to an investor.
• Tips on keeping your Pitch short and simple.
• How to hire the best designer to create your Pitch Deck.
Failure Is Not An Option City Of Chicagoguest3fd04f
The document provides tips for business survival and success based on interviews with successful entrepreneurs. It emphasizes the importance of writing a business plan, learning to love sales and marketing, maintaining focus, developing partnerships, executing consistently, and having a sense of urgency. Fred Smith of FedEx stresses that the biggest risk entrepreneurs face is internal - deciding wholeheartedly that starting their business is their top priority over other pursuits.
1. 08/20/18Presented by GREGORY MPOTWA
1
Professional SellingProfessional Selling
INTRODUCTION TO SALESINTRODUCTION TO SALES
AND THE BASIC SALES CYCLEAND THE BASIC SALES CYCLE
WITH GREGORY
MPOTWA
3. 08/20/18
3
Overcoming Sales FearsOvercoming Sales Fears
What are the typical fears you have of
sales?
What is the primary purpose of selling?
What is the most important skill a
salesperson can have?
Why? Ethics
Match?
Helping
ImageProfessional
$$$$
5. 08/20/18
5
ProfessionalProfessional
“1.following an occupation as a means of livelihood
or for gain: a professional builder.
2. of, pertaining to, or connected with a profession:
professional studies.
3. appropriate to a profession: professional
objectivity.
4. engaged in one of the learned professions: A
lawyer is a professional person.
5. following as a business an occupation ordinarily
engaged in as a pastime: a professional golfer.
6. a business or constant practice of something not
properly to be regarded as a business: “A salesman,”
he said, “is a professional optimist.”
7. undertaken or engaged in as a means of livelihood
or for gain: professional baseball.”
6. 08/20/18
6
Professional “continued”Professional “continued”
8. of or for a professional person or his or her place of
business or work: a professional apartment;
professional equipment.
9. done by a professional; expert: professional car
repairs. –noun
10. a person who belongs to one of the professions,
esp. one of the learned professions.
11. a person who earns a living in a sport or other
occupation frequently engaged in by amateurs: a golf
professional.
12. an expert player, as of golf or tennis, serving as a
teacher, consultant, performer, or contestant; pro.
13. a person who is expert at his or her work: You can
tell by her comments that this editor is a real
professional. ”
Retrieved August 20, 2018 from: http://dictionary.reference.com/browse/professional
7. 08/20/18
7
Some Characteristics ofSome Characteristics of
Professional SellingProfessional Selling
Driven to make it a career
Focus on the long term
Desire to improve to become an expert
Focus on matching vs. telling
Strength in all aspects of the Basic Sales
Cycle
12. 08/20/18
12
The Basic Sales CycleThe Basic Sales Cycle
RecommendationRecommendation
When presenting information to a
customer or recommending an alternative
what is critical to our success?
What will determine if it is the right
solution?
How will you know?
13. 08/20/18
13
The Basic Sales CycleThe Basic Sales Cycle
Listening/Observing - Needs Analysis
Analyze/Recommend – Recommendation
Identify/Handle Objections – Preparing
the Close
14. 08/20/18
14
The Basic Sales CycleThe Basic Sales Cycle
Preparing the ClosePreparing the Close
What does this mean “preparing” the
close?
Examples?
15. 08/20/18
15
The Basic Sales CycleThe Basic Sales Cycle
Listening/Observing - Needs Analysis
Analyze/Recommend – Recommendation
Identify/Handle Objections – Preparing
the Close
Ask for the Sale – Closing
16. 08/20/18
16
The Basic Sales CycleThe Basic Sales Cycle
ClosingClosing
What is closing?
Any suggestions/techniques/tips?
17. 08/20/18
17
The Basic Sales CycleThe Basic Sales Cycle
Listening/Observing - Needs Analysis
Analyze/Recommend – Recommendation
Identify/Handle Objections – Preparing
the Close
Ask for the Sale – Closing
Build Follow Up Opportunity –
Repeat/Referral Business
18. 08/20/18
18
The Basic Sales CycleThe Basic Sales Cycle
Repeat/Referral BusinessRepeat/Referral Business
This is the often forgotten step, yet it is the
easiest time in the entire sales cycle to get
new valid “hot” leads.
– THREE?
– Introduction
19. 08/20/18
19
The Basic Sales CycleThe Basic Sales Cycle
1. Needs Analysis
2. Recommendation
3. Preparing the
Close
4. Closing
5. Repeat/Referral
Business
Recommend
Prepare
the Close
Repeat/Referral
Business
Close
Needs
Analysis
20. 08/20/18
20
KNOW THYSELF – ListeningKNOW THYSELF – Listening
Skills (TRUE COLORS)Skills (TRUE COLORS)
Your True Personality Color
This exercise helps you to not only discover your
own personality, but helps you to recognize
others and the challenges and ways you can
relate with others. We exhibit each and all of
these personality colors, just some are more
prevalent in us and at different times in our lives.
Getting to know yourself and understanding how
you relate to the other personality types is a key
ingredient in learning to relate to others in sales.
21. 08/20/18
21
ThanksThanks
Next Week we will conduct the True
Colours assessment, you are to hand in
your assessment at the end of class for a
participation grade of 5/5.
Next Class please start to read the “white
booklet” and Selling to Vito Chp.1, 2 and
17.