Why am I here?

Because I want you to be the best

Why are you here?

Which sport are we competing in?

Understand the business

and

Do it

and

EFFICIENTLY

The most important thing in the business is to

Differentiate

yourself

your product

your service …

To have a competitive advantage the following two conditions must hold

1. You have to be so much better than your competitors that your customers notice the difference

2. Customers have to care about the difference

What to do? 1. Segmentation Not all customers are alike 2. Targeting Not all customers can be our customers 3. Positioning

Establishing and maintaining a distinctive position in the marketplace

4. Developing strategies

How to do it?

Marketing mix – 6 P’s

People

Processes

Product

Placement

Promotion

Price

Buying model

Attention Interest Desire Action Satisfaction

=> Aidas

Total market potential = 100%

Awareness - know

Image - like

Purchase intention – willing to buy

Product availability

Actual purchase

?

What can we compete on?

Quality Conformance Perception

Delivery Speed Reliability

Product design Technology Features/options Range

Flexibility

Service Internal External Image Location Expertise Appearance and

Last key on the piano - Price

What do we have to stress out when talking to the customers? Order winners Those characteristics you have that makes your customers prefer you to your competitors.

Qualifiers Those characteristics that you need to get into the competitive game

Non-issues Those characteristics that do not enter into the competitive picture for that market niche.

What are we actually selling?

Benefits

Profit

Pareto's Law

20% of sales managers create 80% of revenues

Why is it so?

What are their qualities?

Can I join the hall of fame?

Have you ever asked yourself:

“Why are some people 10, 50, 100 times more successful than I am?”

Do you think they are 10, 50, 100 times

smarter than you are?

NO

Can you improve for 10% in a year?

Yes! If you want? If you decide? If you act! If you persist! If you improve only for 10 % a month you will increase your success (and $) more than twice.

1,1x1,1x1,1x1,1x1,1x1,1x1,1x1,1x1,1x1,1x1,1x1,1 = 2,14

Do we use our potential? Scientists have found out that we use less than 10% of our brains – less than 10% of our potential

SO…

How do we know if we effectively use our potential?

Compare yourself with the best in the field. If you are not among the best in the field you are not.

Is it bad?

No

It tells you have open possibilities for improvement

Your beliefs about yourself and the world around you determine your success.

You will never sell more than you believe and you will never be more successful than you believe.

You set your own limits and limitations

If you want to change your success rate you have to change your beliefs your self-picture.

Your self-picture will change your actions ..

…your actions will change your success rate …

Key success factors

1. Positive mental attitude

2. Kind, nice & “simpatic” person

3. Health – good physical condition and appearance

4. Product or service know how

5. Proactive attitude – always in action

6. Persistence

7. Communication and presentation skills

8. Skills of closing the deal

9. Time management

Put yourself in your customer’s shoes.

But remember Before you can walk in another person’s shoes, you

must first take off your own.

What is the No. 1 reason for disappointment and failure?

Fear

Fear from NO This is why 50% of sales people never ask for the order.

I do not know you

I do not know your company

I do not know your product

I do not know your country

I do not …

Do we have a challenge?

Average sales manager works only 20% of his time Average sales manager has no goals Average sales manager has no strategy Average sales manager makes less than 10 calls a day

Average sales manager is warming his turf in the office Average sales manager is not eager to improve … Do you have any idea how to increase sales?

Write down 20 ideas how to improve your sales

Sensing – What to do?

Set your goals!

If you have no goals

you are like ship without compass.

You will end somewhere, but for sure not where you

want to.

Deciding – How to do?

Develop your strategic intent!

Small hint that could produce high results

The old sales model The new sales model

Get in contact with the customer

Finding out his needs

Present your product

Persuade and persuade and persuade and persuade and …

Listen to the customer Find out his needs

Understand the customer

Build on understanding

Create trust

Present your solutions

Close the deal

Live the doors open

Know your customers

Know your competitors

Know your market

Know yourself

Be known

Be creative, bold and determined

And before all

Just do it.

Green

Blue

Yellow

Red

Black

How many customers did you visit last week?

Be always one step in front of the competition!