Slides from the Power Series Business Breakfast - Future Rep

1. Future Rep
The Future of
Selling
by Richard Mulvey &
Charlotte Kemp

2. Power Prospecting - February
Exceptional Customer Service - March
The Power Close - April
Future Rep - May
Powerful Sales Presentations - June
Selling at your Higher Price - July
Power Sales Motivation - August
Telephone Selling - September
Power Selling – Face to Face - October
Power Negotiation - November
The Power Series

4. The Second Oldest Profession

5. History of Selling

6. History of Selling

7. History of Selling
J.H. Patterson
Sales Primer 1887
The Book of Arguments 1894

8. Sale Primer
Sell to Anybody who wants to Buy
Focus on your Product and its benefits
Use the Selling Scripts
Handle Objections this way
Always Be Closing

9. Sale Primer
Sell to Anybody who wants to Buy
Focus on your Product and its benefits
Use the Selling Scripts
Handle Objections this way
Always Be Closing
The Hunter

10. History of Selling
Frank Watts 1975
Michael Bosworth 1984

11. Selling Solutions
Prospecting
Diagnosing customer needs
Crafting a potential solution
Establishing value
Bargaining for access to decision-makers
Proof, ROI and the total solution
Negotiating to Win-Win
Following up to ensure customer success

12. Selling Solutions
Prospecting
Diagnosing customer needs
Crafting a potential solution
Establishing value
Bargaining for access to decision-makers
Proof, ROI and the total solution
Negotiating to Win-Win
Following up to ensure customer success
The Farmer

13. The Future of Selling

14. The Future of Selling
Email is on it's way out
Face to face visits are on their way out
Skype will soon translate on the fly
Your Desk has gone

15. The office of Today

16. The Future of Selling
Your entertainment allowance has gone
"Big Data"
Everything is interconnected.
Email is on it's way out
Face to face visits are on their way out
Skype will soon translate on the fly
Your Desk has gone

17. The Future of Selling
New Prospecting
Research - Research - Research
Becoming a Colleague
Working with the Clients Solutions
Regular long Distance Contact
Becoming part of their Team
Becoming Part of their Business Profitability

18. The Future of Selling
New Prospecting
Research - Research - Research
Becoming a Colleague
Working with the Clients Solutions
Regular long Distance Contact
Becoming part of their Team
Becoming Part of their Business Profitability
The Chef

19. Uses expert knowledge to create unique solutions
Constantly researching new ideas
Every customer is different
Is always looking for creative solutions
Modern Chefs are Business People
Is an outsider working with the client’s team
The Chef

20. Old Prospecting
Cold Calling
Advertising
Referrals
Walk Ins / Phone Ins
Networking

21. New Prospecting
Hot Calling
Branding Yourself the Expert
Targeted Referrals
Click Ins
Social Networking

22. Research - Research - Research
Google - Alerts
Company and Decision Makers
Who Owns Whom
LinkedIn
Financial Statements
Blogs

23. Becoming a Colleague
LinkedIn
Facebook
Skype Address
Cell Number for WhatsApp
Regular Contact

24. Working with the client’s
solutions
Focus on the end result

25. Regular Long Distance Contact
Soft Contact
Hard Contact

26. Becoming part of their Team
Learn their Language
Get an Office with your name on it

27. Good Morning Sir, Please sit and wait for Mr Smith
Good Morning Sir, are you here for Mr Smith?
Morning John, Mr Smith said go right through
Hi John, You know where to go
Hi John, How was your weekend?
The Reception Test
Becoming part of their Team

28. Becoming part of their Business
Financial Results
Familiar with the whole team
Provide experience in other things

29. Future Rep
The Future of
Selling
by Richard Mulvey &
Charlotte Kemp
www.powerseries.co.za