Sales Strategies I Didn’t Learn From a Sales Textbook
•Als PPTX, PDF herunterladen•
2 gefällt mir•531 views
Selling is easy and often times common sense. Trust me, there are many business books out there that will provide the "secret to sales succes." But none of them really address the unique situations that come up and that you must address that really lead to a closed sale. These stories and recommendations stem directly from my experience in Business Development and how they can be applied to an office of 1 to 100+. Like I said, selling is easy. You must be genuine, confident, memorable and know how to hustle. And if you are missing just one, you will see a direct impact on your sales. Period. I had the pleasure of presenting this discussion to the amazing and inspiring folks at the Co-Inside Houston Launch Party, supporting local start-ups and entrepreneurs in the Houston community.
Empfohlen
Weitere ähnliche Inhalte
Was ist angesagt?
Was ist angesagt? (19)
Andere mochten auch
Andere mochten auch (18)
Ähnlich wie Sales Strategies I Didn’t Learn From a Sales Textbook
Ähnlich wie Sales Strategies I Didn’t Learn From a Sales Textbook (20)
Mehr von Courtney Hood
Mehr von Courtney Hood (7)
Kürzlich hochgeladen
Kürzlich hochgeladen (20)
Sales Strategies I Didn’t Learn From a Sales Textbook
- 1. Things I Didn‟t Learn from a Sales Textbook Presented by: Courtney Pemberton @cpembyrun
- 2. Let’s chat
- 3. What we‟re going to talk about today: 1. Selling is easy 2. Successful sales strategy 3. Efficient time management for sales
- 4. Selling is…
- 5. Be Genuine
- 6. Confident
- 7. Memorable
- 8. Need I say more?
- 11. And then there‟s the 2nd, 3rd, 4th…
- 12. Who wants to be “that guy?”
- 14. Confident
- 15. Everything Else 1. Website 2. Grammar 3. Social media profiles 4. Employees
- 16. Qualifying Leads
- 17. Sales is like dating… 1. Who is your ideal client? Write it down 2. What do you have in common? 3. What are their interests? 4. What is important to them?
- 18. “Why?” 1. Identifies how serious they are about buying 2. Assists with your future research and meeting preparation 3. Gears the conversation directly to their needs (versus the lame sales pitch)
- 19. Things you will forget, so don‟t 1. Remember their name 2. Take down their contact info – phone and email 3. Make sure they have your direct contact info 4. Ask what the next step is – your goal is to setup a face-to-face meeting
- 20. It‟s OK to say "No”
- 21. The Meeting
- 22. Preparation 1. Research…and make it apparent that you did 2. Know who you are presenting to 3. Google is your friend 4. Personal commonalities 5. Relevant examples
- 23. LISTEN
- 24. Paint the picture – Show Value
- 25. Educate
- 26. Humor
- 27. Memorable
- 28. Additional Sales Meeting “Gems” 1. Ask the right questions 2. Mobile Devices…this is an “iffy” 3. Use real examples and scenarios 4. Take note of artifacts in the room or office 5. Provide the answer even if you are not the answer 6. Give a tangible take-away or resource that will help them immediately
- 29. Follow-up
- 30. Need I say more?
- 31. Don‟t Let Them Forget You 1. Hand written „Thank You‟ cards 2. Links to resources that made you think of them 3. Detailed voicemails 4. Happy Birthday 5. “Independents do it differently”
- 32. Memorable
- 33. Help them help you
- 34. Won? Loss? 1. Closed Won a. Why did they buy from you? b. Referral 2. Closed Loss a. Why did they not buy from you? b. Keep their information and check back in at a later date
- 35. Don’t forget about the people that already trust you
- 36. “Time Is Money”
- 37. DON’T WASTE YOUR TIME
- 38. Sales is like dating…
- 39. Wearing multiple hats? 1. No matter your position, you must always take advantage of a sales opportunity 2. Prioritize what will directly bring in new business
- 41. Invest in a CRM
- 43. Resources(Yes, Sales Books) 1. “How to Win Friends and Influence People” – Dale Carnegie 2. “The Sales Bible” – Jeffrey Gitomer 3. “Crush It!” – Gary Vaynerchuck
- 44. Thank you! Questions? Courtney Pemberton Business Development Manager 281.497.6567 x537 cpemberton@schipul.com Schipul – The Web Marketing Company www.schipul.com Blog.schipul.com Tendenci www.tendenci.com Blog.tendenci.com
Hinweis der Redaktion
- Introduce the topic and yourself. – started as a Sales Assistant so I was lucky enough to actually sit back and watch first…going from an office of 20 to an office of almost 40. What were our prospects responding to? What did they really like about our product? We sell websites and software, something that is not necessarily tangible. How many folks in here are in similar situations?
- “Talk to me.” What do you want to get out of today’s presentation? What obstacles are you experiencing selling your product or service?
- Selling is easy if…These are all things that need to be applied throughout every aspect of the selling process and thereafter.
- Genuine – the relationship comes first and then the paycheck
- Confident – always act like you have a million dollars in your back pocket
- Memorable – understanding what makes you and your product unique, and then applying that to generating new business is invaluable
- Hustle – You have to be self motivated, be your own coach and be your own support system
- I have found that those characteristics are key to your sales strategy and to generating more business. If you think about it, take out one and it is clear that you might not be that successful. [while still being genuine, confident, memorable and hard-working]
- We’ve all heard it before, impression is everything. But in sales that is really true. It is true while you are networking, qualifying prospects, holding sales meeting and everything in between and after. Story about being judged on my age
- First impressions – apply impressions to every aspect of your life. This could be dating, when you are out networking, etc. This can also apply to every step within your sales process. The first phone call, the first meeting with the decision maker, etc. Impressions are something that last beyond just the initial phone call or meeting and you have to be prepared for each one. Story of AVANCE…out in the car listening to my radio and parked by a board member. I was reviewing my notes for the big presentation….and I waved as to say hello. I didn’t know that this was a board member
- I always tell myself…never ever become the epitome of your typical sales guy. If I have that notion in the back of my head at all times, I am doing something right.
- Appearance – don’t try and dress the part…you will lose all confidence right away. For prospects that aren’t local I will give an online demo. I dress up even for an online demo because I feel more confident that. Who wakes up in the morning in their PJ’s and says, I’m going to rule the world?
- Sets the stage for your entire process. Crucial part because it is important to spend your time with the leads that are a good fit for your company
- Reference that sales is just like dating; begin attending events that you know your market will be at. And flirt.
- Why did they contact you?
- Common things you will forget in an initial phone call or brief meeting; ----- Meeting Notes (8/29/12 15:05) -----Opened Cali office bc of the face to face importance
- RFP example; Even if you are not a good fit right away, make sure you get their contact information and point them to the best referral you have
- It’s ok to bring a detailed “spec sheet” that goes over the points you are looking to address; I don’t know how many times I have been in a meeting with my projector pulling up live examples and they will say to me, wow Courtney, you are the only one who has shown us real examples regarding your process. Find those instances that set you a part from the rest. AAF Houston example
- If you listen first, you can always address their initial point in context with your product demo. The prospect should be doing most of the talking
- Create scenarios where your product/service will help them in a particular situation
- Tell them something they didn’t know; Prospects not only want you to tell them about their business, tell them about you…they also want you to educate them----- Meeting Notes (8/29/12 15:05) -----Dallas Cowboys fan - I get made fun of all the time
- Who in hear hates to laugh? People want to work with people they like; stories----- Meeting Notes (8/29/12 15:05) -----Dallas Cowboys fan - I get made fun of all the time
- Memorable
- Tangible resource example is the kickoff doc
- Hustle – add networking here
- What’s some unique follow-ups you have done? Be memorable – written thank you notes, sending over educational info; “flirt”
- Memorable
- Provide necessary resources and detailed follow up so they have all of the correct information to communicate to their team
- Identify why they bought from you…also identify why they did not buy from you; ask for a referral; actually meet the people that do the work (SEO example)
- “Check your back door” – our current clients still make up the most sales ex. when I first began at Schipul, I pulled our client list and just started calling…
- Reference that sales is just like dating; begin attending events that you know your market will be at. And flirt.
- Even Ed, who is a self proclaimed introvert tells his war stories of going door to door in the early days to get business. Your brand, logo etc is nothing without your first sale
- Don’t forget to Celebrate!