Sales:
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Bridgwater College, Agricultural Training Centre, Rodway Farm, Cannington 3 2015 Overview of sales using Mind Mapping plus review of classic concepts for Agricultural students
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Sales:
- 2. Tim Harrap ∗International food sales for 20 years ∗www since 1995 ∗Alvis Bros. since 2011 ∗International Sales + Social Media = ∗Head of Collaboration, Lye Cross Farm Who am I?
- 4. ∗ “We are all in sales” (1) How it works – a mind mapping approach ∗ “We are all in sales” (2) Classic issues of the sales environment Sales
- 5. How it works – a mind mapping approach “We are all in sales” (1)
- 6. Brain?
- 8. Whole-brain selling Left Brain Right Brain Numbers Pictures Words Imagination Logic Colour Lists Rhythm Details Space The myth of left brain - right brain?
- 9. ∗ Profits - Stockmann ∗ Prices – margins, price points ∗ Discounts – to achieve what? ∗ Sizes – efficiencies? ∗ Measurements – global data ∗ Market size / position Numbers
- 10. “if you can’t measure it you can’t manage it” .v. 'If You Can't Measure It, You Can't Manage It': Not True Numbers #2
- 11. “Pictures are the means by which we store information in our long term memory” “Salesperson paints in word pictures in customer’s mind” Pictures
- 12. #1 “Markets are conversations” Cluetrain Manifesto “Words are the building blocks of conversation” Words http://www.cluetrain.com/
- 13. ∗ To evoke, being evocative ∗ The power of cheese ∗ The essence of farming ∗ Authenticity ∗ Theatre Imagination
- 14. ∗ The enquiring mind ∗ Being a detective ∗ Logical sequence: Appointment, Address, Directions, Materials, prices?, samples, brochures…. Logic
- 15. ∗ On promotional materials ∗ In the office/production area ∗ Product design ∗ On exhibition stands ∗ Colourful speech?! Colour
- 16. ∗ Top ten markets? ∗ Data management– 80/20split ∗ £price lists ∗ Stock lists ∗ Delivery schedules Lists
- 17. ∗ In life – hours, days, weeks, months, seasons – sales cycles – Christmas planning - February in ∗ Conversation & voice (too keen? oversell?) ∗ when to ask ??? ∗ when to stay silent (Japan!) ∗ when to demonstrate (remonstrate!) ∗ when to ask for an order Rhythm
- 18. ∗ Detail, detail, detail ∗ Japan – again – stitching… ∗ Presentation of product ∗ Labeling – ∗ sense of aesthetics ∗ Not minor consideration ∗languages / grammar police! Details
- 19. ∗ Conscious of ∗ Surroundings/Products/Customers/Yourself ∗ Your movements and movements of others ∗ Give and take self and other ∗ One to one, remote? Skype, text(4 secs) ∗ Packaging – Arabic text? Left or right? Space
- 20. http:// Japan: a commercial break Exporting Food to Japan: Recorded Webinar (membership needed) http://www.exporttojapan.co.uk/videos/exp orting-food-to-japan-recorded-webinar
- 21. Classic issues of the sales environment “We are all in sales” (2)
- 22. ∗ UK mature market? ∗ Global market space ∗ Dissecting the opportunities – ∗ Cheddar exports ∗ The Network ∗ Your industry ∗ Government – UKTI - Embassies Where are your customers?
- 24. ∗ Conversation starters ∗ Modern media advertising ∗ Quick wins – Japan yet again ∗ Slow burn – Austria ∗ Outbound – hunting – UKTI + ∗ The surprise of inbound ∗ Tenacity – I.B.M. Sales starting block
- 25. ∗ Boston Consulting Group Product Portfolio – the Boston Matrix http://www.bcg.com/documents/file13904.pdf
- 26. ∗ FMCG added value -premiumisation ∗ Scientific added value – sports drinks ∗ Commodity – trading approach ∗ Transparency in COP ∗ Farming least cost .v. processing added value ∗ Understanding margins & the authority to act ∗ The peril of discounts and BOGOFS Pricing
- 27. ∗ Payment in advance ∗ UK – 30days ∗ Europe – 30-60days – local market conidtions ∗ Worldwide – 60days++++ ∗ 7 days from Bill of Lading ∗ Letters of Credit ∗ Credit insurance/factoring Payment terms
- 28. ∗ Terms & conditions of sale ∗ Incoterms 2010 for international trade ICC Trading terms http://en.wikipedia.org/wiki/Incoterms
- 29. ∗ Buyer training ∗ Sales training – Tyrell's & Tesco ∗ Confidence in knowing when to push and when to withdraw ∗ Art of the possible in 21st century ∗ Communities Dominate Brands Negotiating http://www.amazon.co.uk/Communities- Dominate-Brands-Marketing- Challenges/dp/0954432738
- 30. ∗ Not a one off in the FMCG market ∗ Two to tango ∗ Losing a deal – competitive market ∗ Eternal optimism – ice-cubes! ∗ People dynamics ∗ Company cultures Closing a deal
- 31. ∗ Engaging – self-confident ∗Posture, movement, gestures, eye contact ∗Voice ∗Danger of over selling ∗ Balance – mind and body ∗ Dress codes – differences / expectations ∗ Stand design – representation of openness Body language
- 32. Biofach 2015
- 33. Biofach 2015
- 34. ∗ Service equipment – engineering ∗Maintenance contracts e.g. tractors / computers ∗ Cheese business examples ∗ Teamwork ∗Test results ∗Updating specifications ∗Courier documents After-sales service
- 35. ∗ Building a lasting relationship ∗ Understanding needs ∗ Customer visits ∗ Keeping clients informed – no surprises ∗ The rewards of Trust Customer care
- 36. ∗ Acknowledgement – asap – holding position ∗ Assessment and review – logging issues ∗ Reporting back ∗ Resolution ∗ Building trust Dealing with complaints
- 39. Thank you we have reached the finishing post!