vu summerschool 2016 | sales
TRANSCRIPT
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The 9 Ways | VU Summer School 2016
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The 9 Ways | Wie is Tom Oor?
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The 9 Ways | Filosofie
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Agenda – wat gaan we doen?
u Strategisch verkopen 2016
u Strategische e-mail
u Telefonische follow up
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Theorie: strategisch én mensgericht verkopen 2016
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#1 De ‘salesfunnel’
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#2 Samenwerking Marketing en Sales
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#3 Aankoopproces klant
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Actie: hoe vind je nieuweklanten?
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DGA perspective [Mark Cuban]
‘’ don’t like to do a lot of meetings and phone calls because of the productivity hit’’ Only if you are writing me a check, I’ll do a meeting. If there is a problem and we need to solve it, I’ll do a call. Other than that, I keep communication limited to e-mail. It’s more efficient’’
(Entrepreneur 2016)
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Wat zie je?
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Wat zie je?
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Wat zie je?
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Stap 1 - Hoe ziet een acquisitiee-mail eruit?
Kort/bondig (maximaal 9 regels):
u 1. Relevante intro – waarom?
u 2. Toegevoegde waarde 2 niveaus (knelpunten enuitdagingen en/of betere oplossing)
u 3. Actie voorstellen (klein versus groot)
u 4. Klantperspectief schrijven
u 5. Een eigen touche: quote/one-line, humor, inhaker
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Stap 2 – Telefonische follow-up
Wat is het percentage zakelijke klanten dat reageertop een e-mail?
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Stap 2 – Telefonische follow-up
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Mindset
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script
u 1. Opening
u 2. Omgaan met weerstand
u 3. Vragenstellen
u 4. Afsluiten op de volgende stap
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Ontdek jouw type verkoper
u http://9ways.nl/assessment/
u http://9ways.nl/typen/
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Een laatste gedachte …
‘’You don’t have to be great to start but you have to start to be great’’ – Zig Ziglar
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II Kernkwadranten
Het Einde | www.9ways.nl