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Release your inner sales guru 18.05.12
- 1. Welcome to RELEASE YOUR INNER SALES GURU
- 2. SECRETS OF SALES SUCCESS! Fiona Pascoe, General Manager Sales Staging Connections
- 4. FORUM Research - The Best Sales People Attributes How They Attitudes and Beliefs Conduct Sales Calls How They Selling Advance Skills Sales Situations
- 5. Key Elements of Sales Success! Focus on the Customer Persuade Earn the Through Right to Involvement Advance
- 6. Consultative Selling Process Buying •Handling Objections/Closing Convinced •Presenting Solutions Strong Interest •Exploring Needs •Motivations/concerns •Buying Criteria Low Interest •Capability Statement No Interest
- 7. Elevator Pitch • Purpose is to provide a 30-60 second overview of your offering to get a conversation started between you and a prospective customer • Key C’s of an Elevator Pitch include: • Concise – as few words as possible • Clear – be able to be understood by a perfect stranger • Compelling – explains the problem your service solves • Credible – position yourself as qualified (pitch you over your ideas) • Conversational – offers a hook to get you interested
- 8. Elevator Pitch • Who are You? • I’m from Staging Connections, Australia’s only national event production company • What problem do you solve? • We believe that events can be much more successful in achieving business outcomes if the right production is utilised to impact audiences • How Do We deliver that? • By creating environments online and off that impact people’s senses and engage their hearts and minds to change the way they think, feel and act
- 9. Elevator Pitch • Who are You? • I’m from Lauretana Australia, an importer of the world’s purest organic water from Piedmont, Italy • What problem do you solve? • We believe that Sydneysiders need the healthiest possible alternative to Sydney tap water which contains chemicals • How do you do it? • Lauretana has no chemicals in the water or the packaging, it is pure from spring to mouth due to the location of the spring and the non-PET plastic bottle!
- 10. Capability Statement A Capability Statement links a customers probable needs to your core capabilities! •Customers probable needs for drinking bottled water? • Health • Weight • Convenience • Environment • Elegance •Product’s core capabilities? • Health - Because of its purity/lightness it doesn’t harm the body chemistry • Weight - Drinking enough pure water re-hydrates your body and enhances your metabolic rate causing bodies to let go of additional weight • Convenience - bottles are plastic so light to carry and easy to dispose of • Environment – available in glass bottles completely recyclable • Elegance – styled by Italy’s most famous designer
- 11. Selling Skills • Connect with Rapport • play game with person next to you • Questions • ask questions to get understanding • Clarify • what does it mean to them – don’t assume!
- 12. Presenting Solutions using Benefits • A need is what a customer imagines will solve a problem when it’s actually the benefit that provides the solution • Link those needs to the benefits of your products or services – WHY CHOOSE US! • (N) _____________(B) _____________________________________
- 13. THANK YOU! Fiona Pascoe, General Manager Sales Staging Connections
- 14. Thank you to our valued sponsors
Hinweis der Redaktion
- NOT THIS POOR GUY DCIM SALES PLANNING