 Optimise the sales pipeline increasing revenues and improving profitablity?  Decrease sales times and the cost of each sales?  Increase sales effectiveness.

Slides:



Advertisements
Similar presentations
What gets our attention?-- First meeting and beyond PRESENTATION:
Advertisements

Chapter 3 Factors Influencing the Relationship-Building Process.
The Selling Process - 3 Stages
B2B Go-To-Market Strategy
Presented by Thabo Letopa
Selling Commercial Restoration Services Phillip Rosebrook JR, CR Business Mentors.
Ron Rhodes Accelerating Growth and Avoiding “Surprises”
Making the most of your Meet the Buyer appointments
© Solution Selling, Inc. •
How to Map a Sales Process That Creates Value for Customers! July 2003.
Retail Banking SALES PROCESS 1. Swot Analysis 2. Analyse Figures Past Present Future 3. Sales Forecasting 4. Prospecting 5. Meeting / Presentation 6. Negotiate.
Critical Selling Skills for Small Businesses Innovative Selling Skills that Pay-off in Increased Sales and Satisfied Customers.
How to succeed as a distributor in Direct Marketing.
Part II SALES FORCE ACTIVITIES
Marketing. Marketing Principles >> 1.Introduction To Marketing Definitions of marketing Implications of marketing The marketing concept The marketing.
Partnering & Strategic Alliances
Xcallibre Sales Cycle Guideline. Introduction This presentation is a guide to become a more effective salesperson for Xcallibre. It covers the basic steps.
Dawn Pedersen Art Institute
Soft Skills for a Digital Workplace: Verbal Communication Unit D: Improving Informal Communication.
Customer Relationship Management (CRM)
Chart Your Course to Business Success On Target Business Intensive: Session 7 May 8, 2012 Advisors On Target 1.
On Target Contractor’s Blueprint Chart Your Course to Business Success On Target Business Intensive: Session 8 November 14, 2013 Advisors On Target 1.
Business Development to Drive Growth Lois Ritarossi, Senior Consultant Phone:
How to do business guide. Fixed, Data and Hosted Solutions by Mandy Fazelynia Latest update – 11/11/2013 Operations Director.
Selling: 2.01 ACQUIRING A FOUNDATIONAL KNOWLEDGE OF SELLING TO UNDERSTAND ITS NATURE AND SCOPE.
STUDENT RESOURCE CENTRE Self Advocacy Workshop. WHAT IS SELF ADVOCACY? An informed decision made by students to achieve a specific desired goal or outcome.
NETWORKING ESSENTIALS. 2 PRIOR TO NETWORKING… REMINDER: KNOW YOURSELF Skills Skills Interests Interests Personality Personality Values Values.
Networking and Negotiating
Telling Is Not Selling Mike Ems Telling is Not Selling Mike Ems 2006 Intent Help you compete, grow & successfully execute on your exit strategy…
Overview Basics Autoresponders Text Messaging Lists Co-Branding The Message Follow-Up Monitor & Measure.
Sales, Marketing & Retention Strategies September 17, 2009 Presented by: Jodi S. Graham
Safe Driving Brittany Collins. Statistics for Young Drivers  Teen driver crashes are the leading cause of death for out nation’s youth.  In 2006, 5,156.
CAMP 4:4:3 Power Session 9: The Listing Consultation – Initial Steps
Chapter 6 Appointments and Planning the Presentation.
Is telemarketing part of my marketing mix
Basic concept of customer service Basic communication skills of dealing with customers.
Marketing Introduction Business Mentors. Industry Dynamics  Claims programs  National vs. Local decisions  Agent referrals  Corporate referrals 
The template Use this template to begin crafting the pitch and presentation around your venture. Feel free to augment, re-arrange, etc... but this is the.
How to succeed as a distributor in Direct Marketing.
© 2009 The McGraw-Hill Companies, Inc. All rights reserved.
May, 2005(c) 2005, US Civilian R&D Foundation1 The U.S. Civilian Research and Development Foundation (CRDF) Industry Partner Development Program (PDP)
Career Continuation Your overview of the Career Continuation Process.
“Your Million Dollar Sales Success” $1,000,
Sales Training Presented by [Name]. Company overview Job responsibilities Company message Competitors.
Or How to Gain and Sustain a Competitive Advantage for Your Sales Team Key’s to Consistently High Performing Sales Organizations © by David R. Barnes Jr.
Lesson 7 Selling Landscape Design and Construction Work.
Company Name Description of Plan Todays Date. 24/01/2016 Objectives Your target = £X per annum. Average order value £X– then you need to work out how.
Unit 5 Demonstrate personal selling skills Recording information.
Cisco Sales Associates Program (CSAP) Sales Training
Personal Selling 2 The Basic Sales Process They should all go like this…
The MFC/SPTF Awareness Raising Campaign How to present the Universal Standards to your MFI members and Network board Updated August 2013.
Value Added TM Sales: Making a difference Alexander/Hancock Associates  2001.
Advantage Generate Winning Proposals May 1, 2012 for Sales.
Sales Training U-Drive Transport
How to Write a Successful Grant Proposal PRESENTATION FROM THE SUCCESSBOOM CENTRE 2011.
Advantages of Personal Selling Personal selling provides detailed explanation or demonstration of the product. Message can be varied according to motivations.
Loughborough University
Conducting a Winning Strategy Session
Selling and Negotiation Skills
GENERATING LEADS.
Generating Sales Lead.
Sales Training Presented by [Name].
Process Steps for Sales to Small Businesses
Sales Training Presented by Name.
Learning at the Speed of Life
Sales Training Presented by [Name].
Sales Training Presented by [Name].
Sales Training Presented by Name.
Introduction Fact-Finding Meeting Proposal Meeting
Introduction Fact-Finding Meeting Proposal Meeting
Presentation transcript:

 Optimise the sales pipeline increasing revenues and improving profitablity?  Decrease sales times and the cost of each sales?  Increase sales effectiveness and productivity?  Proactively address threats and pursue add- on, up sell, cross sell opportunities?  Profitably manage customers and increase loyalty and lifetime value?

Marketing Post Sales Support Sales

 Approach ◦ By taking a 360 degree approach to providing services, you not only know why your services are selling, but where they are vulnerable and what you will have to do to keep selling products into the future.  Visibility ◦ Delivers an unmatched, comprehensive view of each sales opportunity by providing complete visibility into a prospect and customers history, milestones, key decision makers, tasks, activities and progress.

 Uses consultative approaches  Seeks to uncover needs  Works as a partner  Provides win-win solutions  Builds relationships…... Then sales  Is about building rapport  Adds value to client

 Learns about client through questions  Depends on proactive listening  Sees problems through client’s eyes  Maintains integrity  Seeks best solution for customer (versus sales commissions)

 Questioning / Listening skills  Reads ‘between the lines’ for needs implied  Focuses on solution, not products  Offers options, lets client choose  Avoids product based solutions  Provides counsel versus quick

 Sits on same side of the table as the client  Helps client evaluate options  Sees long term relationship as the focus  Offers recommendations that generate sales

 Isolates needs (versus positions)  Generates additional, creative (attractive) options  Demonstrates win-win paybacks  Focuses on relationship (versus winning the negotiation)  Stays on ‘same side of table’

 People only buy (long term ) from those they trust  Develops relationship of trust, counsel  Seeks first to understand client need  Feeds back client need to demonstrate empathy, understanding  Always maintains integrity

 People buy from people they trust  People trust people like themselves  People trust people who are empathetic  People trust people who are credible  Without trust there is no communication “Prescibing without diagnosis is malpractice”

 Relationship based  Long term focused  Solution centred  Depends on integrity, trust  Focuses on adding value  Defers product discussions  Transaction based  Short term sales focused  Product centred  Focuses on ‘closing’  Begins with product discussions

 Brings new data to bear on the problem  Honestly admits when product is not a good match (recommends others)  Takes a business-based approach to solutions  Recommends valuable (profitable) added services, features

 Document what “works” effectively  Develop communications skills  Develop negotiation skills  Develop presentation skills  Instill good work habits  Install measurable targets

 Reaches beyond immediate sale, uncovers needs  Builds relationships, loyalty  Takes long term view of the relationship  Puts client and vendor on same side of the table  Focuses on upgrading skills of all sales people  Changes the philosophical approach to sales

The Overview  Know your job responsibilities  Know your company message  Know your competitors

 Understand your products and services  Drive sales of your products and services  Achieve and then exceed your assigned sales quota  Represent the company to the marketplace in a professional manner

 Who are we? ◦ Our marketspace and our profile  What are our core values? ◦ Our mission statement  What do we do? ◦ Our products and services  What do we bring to the table? ◦ Our value proposition

 Who are our competitors?  What do they do?  What do they bring to the table?  There is competition for all business- whether local, nation or international  Can be competition of product or service- or competing for the finite dollars available –the priority of best spend in any one budget

The Process

 Prospecting and lead generation  Planning sales calls  Meetings  Post call follow up  Documentation  Presentation  Sign off  Own and implement the sale  After sales service  Post sales follow up  Repeat and up sell

 Identify current customer base  Identify and rank prospects  Identify decision makers  Schedule sales calls

 Research prospect company  Identify audience  Define presales support (engineers for example)  Plan meeting agenda  Plan your objective  Set your follow up objective  Call and confirm your meeting ahead of time

 Make introductions  Define and then confirm prospect’s objectives  Define your objectives  Review business need  Identify budget  Identify decision maker and decision process  Identify contributing factors  Present possible solutions  Reach consensus: fit; not fit; investigate further

 Common sales errors ◦ Not prospecting ◦ Not conducting pre-meeting research ◦ Not being prepared ◦ Talking too much ◦ Providing irrelevant information ◦ Making the wrong pitch ◦ Not anticipating objections ◦ Not asking for the sale

 So remember……… ◦ Know your product! ◦ Think like your prospect in order to be successful ◦ Remember: Ratio of 2/1- Two ears/ One mouth ◦ Focus on solving the ‘pain’ ◦ Avoid long-winded proposals ◦ Know when to walk away and move on to the next prospect

 Send a summary or letter to your prospect and then follow up with a phone call ◦ Thank them for the meeting ◦ Recap the meeting ◦ Review agreed upon next steps ◦ State future intentions- ‘where to from here’  Notify your appropriate internal resources for any next step assistance (eg engineering dept)  Update account files / CRM

 Prepare appropriate documents  Review the documents with your prospect Present a solid business case that addresses their pains / gains

 Deliver documents  Present your proposal  Request the sale

 Sign all documents  Close the sale It is not a sale until all necessary paperwork is in place and the process begun

 Process necessary paperwork  Follow up the process  Make sure the sale happens – this is your customer and future good will!

 Customer service  Technical support  Billings & collection

 Ensure your customer is happy  Continue to build the relationship  Strengthen your contacts with the customer  Set reminders for s, follow- up, courtesy calls

 Strengthen the relationship  Ask for referrals  Upsell and add more services  Maintain a partnership

 PO Box 180, Tyabb 3913  Ph ;  