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SALES

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PRESENTATION OUTLINE

1.

GROWING A BUSINESS

ALIGNMENT: SALES AND MARKETING
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2.

INVESTMENT

TIME MATERIALS RESOURCES
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3.

TIED TO MARKETING

GENERATE SALES, FILL PIPELINE , MOVE PROSPECTS TO CLOSE
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4.

LOCATION RULES

OFFLINE OR ONLINE
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5.

SM PROGRAMS

TAKE TIME! BE PATIENT
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6.

TAKE ACTION

PLANNING IS KEY
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7.

YOUR SERVICE / PRODUCT

WILL BE JUDGED BY CONTENT
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8.

KNOW WHAT TO SPEND

BUDGETS BUDGETS BUDGETS
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9.

SERVICE NOT ENOUGH

SALES GROW BY SERVICE EXPERIENCE
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10.

SALES MATERIALS MATTER

OFFLINE AND ONLINE
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11.

SALES TEAM MATTERS

COST CENTER
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12.

MEASURE ALL PROGRAMS

METRICS METRICS METRICS
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13.

WRITE A PLAN

WHAT WILL PUT YOU OUT OF BUSINESS RIGHT NOW
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14.

WHAT IS YOUR BUSINESS MODEL ?

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15.

BUSINESS MODEL

16.

BUSINESS MODEL CANVAS

HANDOUT
17.

ENTREPRENEUR SELLING

YOU'RE BOTH. BE EXCELLENT.
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18.

SELL TO A MARKET

TELECOMMUNICATION
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19.

MYTH

PROFESSIONAL SALES PEOPLE OR NJCU INTERNS
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20.

SALES PROCESS

21.

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22.

CUSTOMER CONVERSATION

TWO SENTENCES THAT WILL CHANGE YOUR APPROACH
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23.

2 SENTENCES

  • "Our clients hire us to provide [benefit(s) to the client.]".
  • Sentences position you, the seller, as a catalyst that helps the customer achieve the customer's goals, and then the next sentence positions yo
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24.

2 SENTENCES

  • " They hire us, rather than somebody else, because [something unique that the competition doesn't have but the customer values."
  • This sentence positions your firm as only catalyst that can do the job right.
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25.

EXAMPLES

  • Wrong - "Acme specializes in consumer-validated 360 degree product development via our patented sequential market research process, which has been successfully applied to the fast moving consumer goods industry. In the past 24 months we have created $2.9 billion in innovative business opportunities for our clients.
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26.

EXAMPLE

  • Right - Consumer goods companies hire Acme to create new products for them, and market both those new products and their existing products. Because we base our efforts on meticulous research into target markets, we've generated over $2.9 billion in new revenue for our clients over the past two years."
Photo by Bob.Fornal
27.

AUTOMATION

CSR, INBOUND, EMAIL
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28.

REALITIES

  • Sales buying process for services are longer
  • Price is always an issue
  • Hype makes you excited
  • WOM IS online and offline - the promise more people
  • It still takes resources.
  • Micro business - need more research
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29.

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30.

SILVER BULLETS

THEORY INTO PRACTICE
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31.

WE ARE BEING JUDGED

WE FORGET PERSUASION, NEGOTIATION AND CLOSING TACTICS
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32.

SELLING IS IMPORTANT TO BUSINESS

YOU NEED TO BELIEVE ITS IMPORTANT ENOUGH - MBA NO TRAINING
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33.

SELLING IS INTRUSIVE

RELATED TO KNOWING YOUR SERVICE, TIMING, PERSISTENCE AND PATIENCE
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34.

FEAR OF REJECTION

NOT PERSONAL AND IS GREAT MOTIVATORV
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35.

TIMING

MANY IDEAS FAIL BECAUSE TIMING IS NOT CORRECT
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36.

TIMING IS NOT ABOUT RULES

EMOTIONAL INTELLIGENCE , SENSE MAKING
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37.

COMMON SENSE MATTERS

UNDERWHELMING PRESENTATION,PREPAREDNESS AND NOT LISTENING,SPEEDING PROCESS
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38.

MILLENIAL GRATIFICATION

CLOSE THE DEAL WITHOUT BEING PATIENT
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39.

NOT JUST A NUMBERS GAME IN SERVICES

ITS ABOUT RELATIONSHIP AND PROCESS AND PATIENCE
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40.

TIMING OPPORTUNITIES

LISTEN AND YOU WILL SELL MORE
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41.

EXTEND OR RENEW CONTRACT

DO IT WHEN CLIENT IS HAPPIEST - MOOD CHECKS
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42.

PAY CLOSE ATTENTION TO COMPETITORS

TURN BAD NEWS INTO CONTRACTS
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43.

LIVE INTO THE FUTURE

WHERE WILL YOUR CLIENT NEED TO BE IN A YEAR, TWO YEARS ETC
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44.

USE YOUR CALENDAR

ITS YOUR WEAPON - WHAT,S HAPPENING
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45.

WHO'S NEW OR OLD

CHANGES IN MANAGEMENT
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46.

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