Spin marketing Techninque
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1) The document discusses how focusing on selling benefits and ROI can help increase closing ratios and achieve sales goals faster.
2) It recommends committing to the sales process, managing your opportunity funnel, and listening to understand a prospect's goals and pain points in order to sell value and benefits rather than just features.
3) The key ways to improve closing rates discussed are to listen to understand prospects, use buying triggers like scarcity and social proof, and sell the benefits and ROI to help customers achieve their goals.
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Thinking of how you can improve your business sales? Check out this presentation and learn new tips on how you can grow your profit. At the end of this slide, we are inviting you to know our "7 Ways To Grow Your Business" seminar which will help businesses to gain more profit and increase their business value.
Read the rest of the article here http://bit.ly/2kIse47
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The document outlines the four stages of a sales call: opening, investigating, demonstrating capability, and obtaining commitment. It focuses on the investigating stage, providing guidance on asking different types of questions to uncover the customer's needs and problems. These include situation, problem, implication, and need payoff questions. By understanding the customer's pain points and needs at a deep level, the salesperson can then demonstrate how their product or service provides a solution.
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Is there a link between salespreneur and sport champion? As all people can learn how to swim, so can all of them became salesperson. But the way of a salespreneur and sports champion goes further. Like a swimmer cutting through the water, they cut their path with years of gathered knowledge and experience, hard work, dedication and honesty.
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In The Sales Development Playbook, author Trish Bertuzzi shares 3 decades experience on building pipeline and speeding up growth.
In this takeaway:
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Part 2 - Specilaization
• Introductory meetings and generating qualified opportunities, which one?
• Pursuing qualified opportunities using the PACT method
• When is to build an in-house sales development team?
• Deciding between inbound and outbound marketing
• Gaining clarity of your ICP (ideal customer profile)
• When to separate inbound SDRs and outbound SDRs into separate roles
• Why you should consider a research role
Sales Development
The document discusses the author's 20 years of experience in sales and sales management, working with both direct and indirect sales channels. It argues that traditional sales training focused on activities, planning, questions, and presentations is often ineffective. True success comes from developing awareness of one's own behaviors and developing individuals through coaching focused on overcoming obstacles. The author has developed a personalized coaching program aimed at doing this.
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Stephen Schiffman provides 25 sales strategies to help salespeople improve their careers and performance. Some of the key strategies include taking action immediately when pursuing customers, taking time to think about potential customers and sales goals, catching all opportunities, being punctual for customer meetings, not leaving customer calls unreturned for over 24 hours, seeing all customers at least once, knowing when to ask for help from others, developing mutually dependent relationships with customers, thinking of yourself as a messenger helping customers, and always working to move sales discussions to the next level. The strategies are aimed at improving customer relationships and sales processes.
Sales Manager Questions
An 8-point checklist is provided for evaluating a new sales manager by asking them questions in 8 key areas: (1) identifying the perfect sales prospects, (2) how sales reps will get buyers' attention, (3) the hiring plan, (4) how new sales reps will be onboarded and ramped, (5) the coaching cadence, (6) who outside sales has been helpful, (7) how the manager will communicate, and (8) being in touch with the customer base. The document advises that missing some questions is okay but missing too many could be a red flag that the manager may not be a good fit.
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The document provides tips for overcoming a customer's objection to purchasing a product now rather than later. It suggests showing customers how market trends, cost increases, competition, potential disasters, or new regulations make it beneficial to purchase the product now rather than later. The document was created by MarketechCorp and encourages contacting the author for a free consultation on outsourced sales.
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Motarme GMIT New Frontiers Digital Marketing for Startups 2014
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Civil aviation in India
Service Marketing presentation on Civil Aviation in India for MBA students.
Brief slides which are easy to explain.
Japanese Retail and consumer behaviour
1) Japanese retailers have various store formats including department stores, supermarkets, convenience stores, discount stores, and home centers. Supermarkets make up the largest share of food retail sales in Japan at 37 trillion yen or 70.1% of the market.
2) Understanding Japanese consumers requires considering cultural factors like collectivism, gift giving traditions, high education levels, respect for elders, emphasis on quality and aesthetics, and space constraints in urban areas. Japanese consumers adhere strongly to group norms and social roles.
3) Key aspects of Japanese retail that could be adopted include just-in-time inventory management, a focus on consistent high quality, technological leadership, visual product presentation, creativity, and high loyalty to
Satyam Sacam 2009
The Satyam Computer Services scandal was a corporate scandal affecting India-based company Satyam Computer Services in 2009.
The slides contain the timeline of events that took place in the scam.
Ashok leyland finance analysis
- Ashok Leyland's sales volume in FY 2019-20 declined by 24% compared to the last 4 years and 36% compared to FY 2018-19, severely impacting profits which declined 88%
- Despite a 40% decline in income, Ashok Leyland increased dividends paid by 48% because the majority were acquired by its holding company Hinduja Group based in London
- Key ratios like net profit margin, return on capital employed, and inventory turnover fell below ideal levels, indicating financial difficulties, but Ashok Leyland is positioned to recover due to upcoming projects and those postponed due to the pandemic
Workmen compensation act 1923
The Workmen's Compensation Act was passed in 1923 to provide financial and social security to employees injured during employment in hazardous industries like mining, factories, and transportation. The Act requires employers to pay compensation for injuries arising from accidents that occur in the course of employment. It covers most types of employees except those in clerical roles or covered under other acts. The Act defines key terms, sets rules for claiming and distributing compensation, and establishes authorities to administer the Act and settle disputes.
Six steps on personal selling
The document outlines the six steps of personal selling: 1) prospecting and qualifying potential customers, 2) preparing for the sales approach by researching the customer's needs, 3) presenting and demonstrating the product or service, 4) overcoming any objections raised by the customer, 5) closing the sale by agreeing on terms, and 6) following up to ensure customer satisfaction and retention as well as finding new customers. Each step is described in one to two paragraphs providing details on activities involved in prospecting, preparing, presenting, handling objections, closing, and following up with customers.
Republic day
Republic Day honors the date that the Indian Constitution came into effect on January 26, 1950, replacing the previous governing document. The main celebration is the Delhi Republic Day parade, organized by the Ministry of Defence, which marches along Rajpath from Rashtrapati Bhavan to the India Gate, showcasing India's defense capabilities, culture, and heritage over three days with participation from the army, navy, air force and other forces.
CORRUPTION IN INDIA
corruption in India!!!!!1
completely kills the growth of an economy!!!!
so we the YOUTH OF THE NATION should do something to stop this ...
we the youth should fulfill the vision of Dr. APJ ABDUL KALAM
by not encouraging the bribe with traffic police,
bribe in government offices
bribery,
then we the youth are responsible for the development of the ECONOMY!!!!!!!!!!!!
REPUBLIC DAY INDIA
Republic Day is celebrated in India on January 26th each year to commemorate the day India became a republic and adopted its constitution. On this day in 1950, the constitution of India came into effect, replacing the Government of India Act (1935) as the governing document of India, thus transitioning the nation from a dominion to a fully sovereign democratic republic. Republic Day celebrations involve parades showcasing India's cultural diversity and military might, with the prime minister laying a wreath at the Amar Jawan Jyoti memorial.
thanjaiperiyakovil
The document discusses the Brihadeeswara Temple located in Thanjavur, Tamil Nadu. The temple was commissioned in 1004 AD by the Tamil emperor Rajaraja Chola I and took nearly three decades to complete. It is a UNESCO World Heritage Site and is notable for its massive granite construction as well as its design which prevents the shadow of the vimana (tower) from falling on the ground at noon. The temple is dedicated to the Hindu god Shiva and is an architectural marvel demonstrating the achievements of the Chola dynasty.
More from Santhosh Kumar (10)
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Build marketing products across the customer journey to grow your business and build a relationship with your customer. For example you can build graders, calculators, quizzes, recommendations, chatbots or AR apps. Things like Hubspot's free marketing grader, Moz's site analyzer, VenturePact's mobile app cost calculator, new york times's dialect quiz, Ikea's AR app, L'Oreal's AR app and Nike's fitness apps. All of these examples are free tools that help drive engagement with your brand, build an audience and generate leads for your core business by adding value to a customer during a micro-moment.
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How Consumers Use Technology And Its Impact On Their Lives
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Story Telling Master Class - Jennifer Morilla
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I themed this deck using Baldur's Gate 3 characters: Gale as Search and Astarion as Social
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Dynamic Web Designing involves creating interactive and adaptable web pages that respond to user input and change dynamically, enhancing user experience with real-time data, animations, and personalized content tailored to individual preferences.
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Mastering Dynamic Web Designing A Comprehensive Guide.pdf
Mastering Dynamic Web Designing A Comprehensive Guide.pdf
Spin marketing Techninque
- 1. SPIN SELLING By- V SANTHOSH KUMAR
- 2. What is SPIN exactly? ● A method for salespeople to ask a potential buyer questions in order to expose their problems and then develop a tailored solution. Sk98
- 3. Why SPIN is Considered as Best Consultation selling Technique ? • Based on massive research conducted on over 35,000 sales calls • Initial companies to use SPIN were Xerox and IBM • 17% increase on sales after their SPIN Selling implementation • 90% of Fortune 500 companies follow this model for their sales force Sk98
- 4. What does SPIN stands for ? Sk98
- 5. S - Situation P - Problem I - Implication N - Need-payoff Sk98
- 6. Definition: Finding out facts about the buyer's current situation. Examples : Are you getting enough clicks to generate your targeted revenue? Are you satisfied with the product and service rate? SITUATION QUESTIONS - Seek for information that will help you understand your customer´s context Sk98
- 7. PROBLEM QUESTIONS Uncovering opportunities and your prospect's Grievances Definition : Finding about problems, difficulties and dissatisfaction. Examples: ● How does a the product impact your business? ● Do you foresee challenges associated with your vision this year? Sk98
- 8. IMPLICATION QUESTIONS Explore problems and outline consequences, help the customer to feel the urgency Definition : Asking about the consequences or effects. Implication Questions discuss the effects of the problem, and develop the seriousness of the problem to increase the buyer's motivation to change. Examples : Does the current service improvements has effect ? Sk98
- 9. NEED-PAYOFF QUESTIONS The problem can finally be solved Definition Value or usefulness of a solution. Need-Payoff questions get the buyer to tell you about their explicit needs and the benefits your solutions offers. Examples: How do you think a higher number of quality visitors will benefit your online shop? Sk98
- 10. SPIN MINDSET Build a rapport with the buyer, understand his needs and propose a solution • It’s more important to understand than to persuade • Seek first to understand then to be understood • People do not buy from salespeople because they understand their products but because they felt the salesperson understood their problems. Do not describe your product, sell a solution to the buyer´s problem. • Effective Planning takes you more than halfway to effective execution. • People buy when the pain of the problem is greater than the cost of the sollution Sk98
- 11. THANK YOU Sk98