Sales Success webinar slides - 29 April 2009

1. Sales
Success
Sassy Sales Strategies to Improve Your Bottom-Line

2. Sales Success
Sassy Sales Strategies to Improve Your Bottom-Line
Stella De Zotti
Australian Businesswomen’s Network

3. Sales Success
Sassy Sales Strategies to Improve Your Bottom-Line
Suzi Dafnis
Australian Businesswomen’s Network

4. Sales Success
Sassy Sales Strategies to Improve Your Bottom-Line
Tools You Can Use
• Q&A
- Click on the Q&A icon on your
floating tool bar in the bottom
right corner
- Type your question in the
space at the bottom
- Click “Send”
• Audio (to listen &
speak)
- Use telephone (Sydney
number)
Or
- VoIP (must have microphone to
be able to speak)

5. Sales Success
Sassy Sales Strategies to Improve Your Bottom-Line
Leanne Griffiths

6. Sales Success
Sassy Sales Strategies to Improve Your Bottom-Line
Agenda
• Information on how to increase your sales
• How to improve your sales technique
• Workshops and issues or challenges you have in your
company right now

7. Sales Success
Sassy Sales Strategies to Improve Your Bottom-Line
Part One
• New Clients - where are they and how do you get them?
• Revenue and Profits - what is the right balance?
• Pricing Structures - what works?
• Case Study - How a successful small business increased its
client base

8. Sales Success
Sassy Sales Strategies to Improve Your Bottom-Line
New Clients
Where are they and how do you get them?
• Word of mouth - referrals
• Associations - e.g. ABN, CISPA (purchasing association)
• Cold call - either employ or outsource this function
• What are some others?

9. Sales Success
Sassy Sales Strategies to Improve Your Bottom-Line
Revenue and Profits
What is the right balance?
• Revenue doesn’t necessarily mean you are making money
• To get the right balance you need to know two things:
1. What is the COST OF SALE to your business (to provide your
products or services) ?
2. What profit do you want to make?

10. Sales Success
Sassy Sales Strategies to Improve Your Bottom-Line
Questions
• What does your company offer?
• How do you know how much you will make on sales?
• How do you calculate your cost of sale?
• How do you calculate your profit margin?

11. Sales Success
Sassy Sales Strategies to Improve Your Bottom-Line
Pricing Structures
What Works?
• Depending on the product or service you have, competitors in the
marketplace and how you position yourself is what will determine your
pricing.
Examples of pricing structures:
• Revenue based
• Set Prices
• Discounts

12. Sales Success
Sassy Sales Strategies to Improve Your Bottom-Line
What pricing structures do you use?
Examples?

13. Sales Success
Sassy Sales Strategies to Improve Your Bottom-Line
Case Study
How a small business increased its client base
• Travel Agency in Sydney
1. From their business plan created sales target for the next 12
months (revenue AND profits)
2. Discussed different option on how to achieve this
3. Implemented solution and KPIs to measure and monitor
success.

14. Sales Success
Sassy Sales Strategies to Improve Your Bottom-Line
Part Two – Innovative Sales Techniques
• No longer ‘sales at all costs’
• Get smart about where you spend your time and effort

15. Sales Success
Sassy Sales Strategies to Improve Your Bottom-Line
Innovative Sales Techniques 1
Questioning techniques
• Don’t have a predetermined product or service in mind that you
want to sell them
• Ask lots of questions and ‘dig deeper’ with questioning to uncover
the clients needs

16. Sales Success
Sassy Sales Strategies to Improve Your Bottom-Line
Innovative Sales Technique 2
Killer questions
• What…
• How…
• Explain to me…
• Give me an example of…
• I’d like to understand more about when you said… or…
• What exactly did you mean by…

17. Sales Success
Sassy Sales Strategies to Improve Your Bottom-Line
Innovative Sales Technique 3
Customers buying decision is based on 30% rational
thoughts and 70% emotional thoughts
• Find out what the emotional factors are with your
questions to uncover what the emotional needs of
the client are
• You’ll be more likely to win new business this way

18. Sales Success
Sassy Sales Strategies to Improve Your Bottom-Line
Part 3 - Workshop
What issues or challenges do you have within your business to do with
sales?
• Give us an example

19. Sales Success
Sassy Sales Strategies to Improve Your Bottom-Line
Issues and Challenges
• Issues / Challenges
• Solutions?

20. Sales Success
Sassy Sales Strategies to Improve Your Bottom-Line
Question Time

21. Sales Success
Sassy Sales Strategies to Improve Your Bottom-Line
Next Steps
• Join the Know-How Now Community
• Start a discussion
• Participate
• Network

22. Sales Success
Sassy Sales Strategies to Improve Your Bottom-Line
Next Know-How Now! webinar – Email Liaisons
Building an online community of loyal customers is like romancing
your soul mate yet if you do it wrong you can make your
customers feel cheap and used like a discarded one-night stand!
20 May – 10.30am AEST
Free for ABN Members

23. Sales Success
Sassy Sales Strategies to Improve Your Bottom-Line
MentorNet
Grow Your Business with the Help of a Mentor.
Imagine the success your business could
achieve with the help of a Mentor.
Hurry! The next MentorNet program starts on 22 July.
Register by 8 May and save!
Not sure if the program is for you? Ask about your free 30-minute consultation.