presentation to business link key elements of selling
DESCRIPTION
Helping SME\'s develop the right sales strategy, with key practicable advice on how to sell and manage sales peopleTRANSCRIPT
North Cotswold Business Breakfast Club
Key elements of selling!
Jonathan Viney
23rd April 2010
•How do I create a sales strategy?
•What are the important elements I need
from a sales perspective to succeed?
•What are the common errors made when
growing a small business?
•Top tips on what will make your sales
increase
Topics for this morning
How do I create a sales strategy?
If People Know What They Want, Understand How To Achieve It, And Have The Ability To Action This… “The Odds Of Success Increase Dramatically”
How do I create a sales strategy?
What Is Strategy The Oxford English Dictionary, Quote…. “A Plan To Achieve A Long-Term Aim”
“Planning and Directing A Military Activity in A War Or Battle”
How do I create a sales strategy?
Goals The Big Picture Thinking, Blue Sky Objectives The Practical Steps Needed To Achieve The Goals
Goals
Short Term (0 To 12 Months)
Mid Term (12 To 24 Months)
Long Term (24 To 60 Months)
How do I create a sales strategy?
Objectives The Steps Needed To Achieve Goals Specific What Do You Want Measurable What Is Success Achievable Is It Realistic Results Will It Achieve Bus Results Time When Will It Be Done
How do I create a sales strategy?
What Is Your Market Place
Who Do I Sell To?
What Is The Market Size / Potential?
How Mature Is The Market?
What Are My Key Differentiators?
How do I create a sales strategy?
Who Else Operates In This Space
Who Are Your Competitors?
How do They Operate?
What Are There Strengths & Weaknesses?
What Are The Alternatives?
How do I create a sales strategy?
A
C
C
H
awareness
consideration
coverage
hit rate
Key Areas To Consider Prospecting
Sales
Route to market
How Will You Drive Success?
• Setting Sales Targets
• Measures
• Sales Reviews
• Coaching And Motivation
What are the important elements I need from a sales perspective
to succeed?
From The Moment You Pursue A Sale Someone Is trying To Beat You To It…” “From The Moment You Win It Someone Is Trying To Take It From You…”
What are the common errors made when growing a small Business?
Common errors
• Assume employing a sales person will sell more than the owner!
•Treat new customers better than old ones
•Not communicate with existing and old customers
•Ask the customer why they have brought from them
•Don’t approach large customers
•Assume they have to be the best
Additional Supplier
• Good Account Intelligence
• Customer Support, Sponsor
• Good Relationships
• Ability To Respond Well and Quickly
Top tip
Feature • A feature describes the key characteristics of a product or service e.g. What it does ?
Advantage • An advantage describes how a product, or a product feature, can be used or can help the customer e.g. How its applied ?
Benefit • A benefit describes how a product feature or advantage meets an explicit need as expressed by the customer. e.g. What it does for them i.e. saves time, money etc. Unique Selling Points/Differentiators • This is a feature, advantage or benefit that only your product or service provides and this gives you an advantage over your competitors.
Top tip
• We work with….
• Who have a problem with…
• What we do is…
• So that…
• Which means that…
Your “1” Minute Intro
Thank you for your time
Jonathan Viney www.ashviney.co.uk