1.
THE SALES PROCESS

2.
Corporate sales is the selling of goods or services where the primary customer is another
business entity
It is all about understanding and covering needs
Handshake designed by Dima Yagnyuk from The Noun Project
Selling is the most important process in
the economy

3.
Pre-Sales

4.
Market segmentation
Define criteria for elimination of sectors or types of companies
Identify main trends in the market
Verify that you can offer products that fit the sector demand

5.
Targeting and Prospection
Break the scope from segments to specific organisation
Identify organisations that you will approach
How to get in touch with selected companies?

6.
Calling

7.
Elevator speech is the verbal application of
company's messages
It helps executives and sales teams explain exactly what the company does in about 30 to 60
seconds, and more importantly, exactly what it means to the
partner, investor, prospect or customer
In your opening statement make clear who you work with
Describe the problem you solve for your target market
Avoid stereotypes
Remove jargon
Practice, practice and practice
Let your passion and enthusiasm shine
Test and adjust

8.
Attention statement
Request for an appointment
Identification statement
Reason-for-this-call
Hello, Mr. Jones
This is Mike Smith from XYZ Corporation from
Chicago.
The reason I am calling you today specifically is
that I just completed a
project with ABC Company that allowed them to
increase their sales revenues
by 40% in just one quarter.
I thought that you might be interested in finding
out more about what we did for ABC.
So, Mr. Jones let’s get together.
How about Wednesday at three?

9.
Refers to contacting organisation unfamiliar with your company
Contacts are generated by identifying companies in specific market segment
More suitable for smaller companies
Always call the person responsible for your area of interest
Cold calling
Cold calling tips
Prepare what you are going to say and possible scenarios
Your voice will project better if you stand while speaking on the phone
Do not try to sell your product over the phone
The goal of a phone call is to book a meeting
Be confident and passionate
Finish conversation by confirming the date and time of the meeting

10.
Refers to a phone call to a lead, an organisation that is already familiar with your company
This approach ensures the highest success rate
Understand your network
Use referrals
Warm calling

11.
Meeting

12.
Before the meeting make sure to have clear objectives
Talk to people that actually make decisions
Ask question and identify what are the needs of your potential customer
Show that your product has value
Find out which are negative comments and deal with them
Talk about features and benefits and how they relate to needs
Meeting flow diagram

13.
Meeting flow diagram

14.
After-Sales

15.
Selling is like flirting
Set clear goals
Ask relevant questions
Share your personal experience
Think about long term relationships
Always send all important documents after the meeting
Under promise and over achieve
The last thing

16.
Dancer designed by Sonkarlay Vaye from The Noun Project
Thank you