sales presentation (gagan, tristan and charissa greattt
TRANSCRIPT
10 Steps to
Successful selling
Gagan, Charissa, Triston
Agenda
• Introduction
• Knowing your job
• Types of Sales
• Selling Strategies
• Conclusion
Know Your Job and Your Role
• Ask you’re self-question?
• Know what you want and why?
• What do you enjoy?
Satisfaction of selling
• Personal satisfaction
• Personal control
• Serving others
• High compensation
Know the goals expected of you
• Keep it professional
• Product knowledge
• Industry knowledge
• Selling skills
Know how
Sales strategies
Are created
• Face to face
• Activities
• Position of company
• Growth Plans
3 Keys To
SUCCESSFULSelling
Commitment Persistence Perseverance
Sales
Strategy
• Sales territories
• Sales positions
Types
Of
Sales
• Product sales
• Service sales
• Add-on sales
Know
YourPortfolio
Ways to
Segment
4
Geographic
Segmentation
1
Account
Segmentation
2
Vertical
Market
Segmentation
3
• Business-to-business
• Business-to-consumer
• Business-to-government
• Business-to-association
Channel
Segmentation
4
TwoSelling
Strategies
Direct Selling
1) Retail
2) Online
3) Field/Personal
4) Inside
1
Indirect Selling
1) Reseller
2) Partner
3) Alliance
2
Functions
7
Of
Any
Sales Job
Strategic Planning
• Lead efforts in to making an appealing message to the
buyer that will understand and appreciate the message
• Knowledge of corporate strategy and buyer needs to
make solutions to fill and meet the needs
• See big picture, straight-forward, problem solver, fact
finder, highly intellectual
Client Focused Messaging • Identify benefits the buyer will purchase, bridge the
marketing and selling gap
• Wants to understand the organization and prospects mind and their needs
• strategic, emotional strength, customer focused, creative, ability to improvise and take abstract ideas and make them concrete
Communicating Persuasively
• focused on presenting, questioning and managing sales communications with the buyer
• articulate the selling organizations recommendations, approach, strategies
• needs to be realistic, not over promise the company's abilities
• Validate what is being sold
Focused Seller
• Identify the prospect or buyers issues
• Bridging the “sales to service” gap
• Requires: resilience, doesn’t take no personally, ambition, willpower, confidence, high energy
• http://www.youtube.com/watch?v=Ryas9OANw-E
Concerted Facilitating
• Deals with post-sales activities implementing, installation, delivery, and other support
• Facilitates the transfer of information, specifications, data
• level headed, sensitive, open, precise, consistent, detail oriented
Managing Effectively
• Focuses on the entire process and making sure goals are met
• Fulfills administrative duties
• Expected to be a great learner and teacher, influencing others in a positive manner
• accountable for results, dependable, loyal, empowering, problem solver, strategic
• http://www.youtube.com/watch?v=HS6rLnFLEuo
Value Driven Advising
• Keeps and maintains relationships
• Expanding new opportunities with current relationships
• Understand when ethical issues arise and tackle them appropriately
• Diligent, build credibility, professionalism, display belief in the selling organization, products and or service sold
Conclusion
• Know your job• Satisfaction of Selling• Know the goals expected of you• 3 Keys to Successful Selling• Types of Sales• Know your Portfolio• Segmentation• 2 Selling Strategies• 7 Functions of any Sales Job