SlideShare ist ein Scribd-Unternehmen logo
1 von 15
Downloaden Sie, um offline zu lesen
An introduction to sales
Vs
Vs
Vs
An introduction to sales
An introduction to sales
An introduction to sales
High
touch
sales
Marketing -
lead
generation
Sales - lead
development
and closing
Zero
contact
sales
3 Roles on the customer side
Decision maker
Budget holder
Influencer
Exercise
Sell your partner a piece of fruit
● 1 minute to prep
● 3 minutes per person
● Swap roles, and repeat
Use your phone to record the “sale”!
What did you learn?
Review recording of your session
● Count each question you asked
● What question words did you use?
○ How, why, what, where, when....
● What percentage of the time were you talking?
An introduction to sales
SPiN Selling
● Situation questions
● How many customers do you serve on an
average day?
● What is the biggest challenge you face in
fulfilling customer orders?
● What happens when customer orders
aren't fulfilled properly?
● If you could fulfill 10% more customer
orders each day, would you consider
making a small change?
● Problem questions
● Implication questions
● Need-payoff questions
Questions?
Mike Bradshaw
Head Coach at Sampo Accelerator

Weitere ähnliche Inhalte

Was ist angesagt?

Content marketing - DYF
Content marketing - DYFContent marketing - DYF
Content marketing - DYFAhmed Salah
 
Streamline your sales - Syed Asad Hussain
Streamline your sales - Syed Asad Hussain Streamline your sales - Syed Asad Hussain
Streamline your sales - Syed Asad Hussain Syed Asad Hussain
 
Streamline your sales funnel - Syed Asad Hussain
Streamline your sales funnel - Syed Asad Hussain Streamline your sales funnel - Syed Asad Hussain
Streamline your sales funnel - Syed Asad Hussain CallPage
 
Follow up strategies
Follow up strategiesFollow up strategies
Follow up strategiesDave Kirk
 
Mallrats, Mythbusting, and the March Madness of Email Marketing: HigherEdWeb ...
Mallrats, Mythbusting, and the March Madness of Email Marketing: HigherEdWeb ...Mallrats, Mythbusting, and the March Madness of Email Marketing: HigherEdWeb ...
Mallrats, Mythbusting, and the March Madness of Email Marketing: HigherEdWeb ...Melissa Cox
 
The 7 Traits of Successful Sales Hunters
The 7 Traits of Successful Sales HuntersThe 7 Traits of Successful Sales Hunters
The 7 Traits of Successful Sales HuntersSam Mitchell
 
Flipp - Driving Engagement and Store visits
Flipp - Driving Engagement and Store visitsFlipp - Driving Engagement and Store visits
Flipp - Driving Engagement and Store visitsAbhishek Joshi
 
11 Moments of Hitting the Sales Wall and How to Get Over It
11 Moments of Hitting the Sales Wall and How to Get Over It11 Moments of Hitting the Sales Wall and How to Get Over It
11 Moments of Hitting the Sales Wall and How to Get Over ItMichael Lang
 
Marketing Experiments | Test your marketing techniques for effective results
Marketing Experiments | Test your marketing techniques for effective resultsMarketing Experiments | Test your marketing techniques for effective results
Marketing Experiments | Test your marketing techniques for effective resultsRon Bentata
 
Mixergy Telesales presentation
Mixergy Telesales presentationMixergy Telesales presentation
Mixergy Telesales presentationJames Kennedy
 
10mistakesthatkillsalescalls arise roby
10mistakesthatkillsalescalls  arise roby10mistakesthatkillsalescalls  arise roby
10mistakesthatkillsalescalls arise robyArise Roby
 
Footloose: Evaluation
Footloose: Evaluation Footloose: Evaluation
Footloose: Evaluation js00523128
 
Scaling Customer Expectations | BarCamp Miami
Scaling Customer Expectations | BarCamp MiamiScaling Customer Expectations | BarCamp Miami
Scaling Customer Expectations | BarCamp Miamigregrollett
 
Ten tips for cold calling success
Ten tips for cold calling successTen tips for cold calling success
Ten tips for cold calling successClose.io
 
SalesTipFive
SalesTipFiveSalesTipFive
SalesTipFiveRaju jha
 

Was ist angesagt? (19)

Content marketing - DYF
Content marketing - DYFContent marketing - DYF
Content marketing - DYF
 
Sales
SalesSales
Sales
 
Streamline your sales - Syed Asad Hussain
Streamline your sales - Syed Asad Hussain Streamline your sales - Syed Asad Hussain
Streamline your sales - Syed Asad Hussain
 
Streamline your sales funnel - Syed Asad Hussain
Streamline your sales funnel - Syed Asad Hussain Streamline your sales funnel - Syed Asad Hussain
Streamline your sales funnel - Syed Asad Hussain
 
Follow up strategies
Follow up strategiesFollow up strategies
Follow up strategies
 
Mallrats, Mythbusting, and the March Madness of Email Marketing: HigherEdWeb ...
Mallrats, Mythbusting, and the March Madness of Email Marketing: HigherEdWeb ...Mallrats, Mythbusting, and the March Madness of Email Marketing: HigherEdWeb ...
Mallrats, Mythbusting, and the March Madness of Email Marketing: HigherEdWeb ...
 
The 7 Traits of Successful Sales Hunters
The 7 Traits of Successful Sales HuntersThe 7 Traits of Successful Sales Hunters
The 7 Traits of Successful Sales Hunters
 
Flipp - Driving Engagement and Store visits
Flipp - Driving Engagement and Store visitsFlipp - Driving Engagement and Store visits
Flipp - Driving Engagement and Store visits
 
11 Moments of Hitting the Sales Wall and How to Get Over It
11 Moments of Hitting the Sales Wall and How to Get Over It11 Moments of Hitting the Sales Wall and How to Get Over It
11 Moments of Hitting the Sales Wall and How to Get Over It
 
Marketing Experiments | Test your marketing techniques for effective results
Marketing Experiments | Test your marketing techniques for effective resultsMarketing Experiments | Test your marketing techniques for effective results
Marketing Experiments | Test your marketing techniques for effective results
 
Mixergy Telesales presentation
Mixergy Telesales presentationMixergy Telesales presentation
Mixergy Telesales presentation
 
Five Ways
Five Ways Five Ways
Five Ways
 
10mistakesthatkillsalescalls arise roby
10mistakesthatkillsalescalls  arise roby10mistakesthatkillsalescalls  arise roby
10mistakesthatkillsalescalls arise roby
 
Sales
SalesSales
Sales
 
Footloose: Evaluation
Footloose: Evaluation Footloose: Evaluation
Footloose: Evaluation
 
Scaling Customer Expectations | BarCamp Miami
Scaling Customer Expectations | BarCamp MiamiScaling Customer Expectations | BarCamp Miami
Scaling Customer Expectations | BarCamp Miami
 
Ten tips for cold calling success
Ten tips for cold calling successTen tips for cold calling success
Ten tips for cold calling success
 
SalesTipFive
SalesTipFiveSalesTipFive
SalesTipFive
 
10 Reasons Why People Don't Buy From You
10 Reasons Why People Don't Buy From You10 Reasons Why People Don't Buy From You
10 Reasons Why People Don't Buy From You
 

Ähnlich wie An introduction to sales

Selling benefits and ROI
Selling benefits and ROISelling benefits and ROI
Selling benefits and ROIGlenn Schindo
 
Sales Management Practices: Learn How Sales Managers Can Be Force Multipliers...
Sales Management Practices: Learn How Sales Managers Can Be Force Multipliers...Sales Management Practices: Learn How Sales Managers Can Be Force Multipliers...
Sales Management Practices: Learn How Sales Managers Can Be Force Multipliers...Apttus
 
SLS07. Buying Has Changed: Sellers Have Not
SLS07. Buying Has Changed: Sellers Have NotSLS07. Buying Has Changed: Sellers Have Not
SLS07. Buying Has Changed: Sellers Have NotSalesLoft
 
Session 2 - Interviews techinques
Session 2 - Interviews techinquesSession 2 - Interviews techinques
Session 2 - Interviews techinquesCo-founder Ignitor
 
Recovering Revenue in a Changing Economy
Recovering Revenue in a Changing EconomyRecovering Revenue in a Changing Economy
Recovering Revenue in a Changing EconomyDavid Rosendahl
 
X-Sell™ for beginners
X-Sell™ for beginnersX-Sell™ for beginners
X-Sell™ for beginnersSanjay Singh
 
X-Sell™ for beginners
X-Sell™ for beginnersX-Sell™ for beginners
X-Sell™ for beginnersSanjay Singh
 
How to Get Around Sales Objection | The SMART Sales Systems
How to Get Around Sales Objection | The SMART Sales SystemsHow to Get Around Sales Objection | The SMART Sales Systems
How to Get Around Sales Objection | The SMART Sales SystemsSalesScripter
 
10 Tips For Effective Sales and Marketing Alignment
10 Tips For Effective Sales and Marketing Alignment10 Tips For Effective Sales and Marketing Alignment
10 Tips For Effective Sales and Marketing AlignmentMarketo
 
Sales communication in a Global Crisis
Sales communication in a Global Crisis Sales communication in a Global Crisis
Sales communication in a Global Crisis Jennifer Ferguson
 
The Value Conversation - Month of Marketing webinar
The Value Conversation - Month of Marketing webinarThe Value Conversation - Month of Marketing webinar
The Value Conversation - Month of Marketing webinarBizink
 
7-Step Framework for Crafting a Bullet-Proof Sales Strategy in 2019
7-Step Framework for Crafting a  Bullet-Proof Sales Strategy in 20197-Step Framework for Crafting a  Bullet-Proof Sales Strategy in 2019
7-Step Framework for Crafting a Bullet-Proof Sales Strategy in 2019Sales Hacker
 
Smarketing Guide: How to align sales and marketing
Smarketing Guide: How to align sales and marketingSmarketing Guide: How to align sales and marketing
Smarketing Guide: How to align sales and marketingSalesIntel
 
Three Ways Fast Human Insight is Revolutionizing Marketing
Three Ways Fast Human Insight is Revolutionizing Marketing Three Ways Fast Human Insight is Revolutionizing Marketing
Three Ways Fast Human Insight is Revolutionizing Marketing UserTesting
 
Cold Call Script for Leads From Events
Cold Call Script for Leads From EventsCold Call Script for Leads From Events
Cold Call Script for Leads From EventsSalesScripter
 
Interviewing Skill is the Most Important Skill for Success Today!- Brookdale ...
Interviewing Skill is the Most Important Skill for Success Today!- Brookdale ...Interviewing Skill is the Most Important Skill for Success Today!- Brookdale ...
Interviewing Skill is the Most Important Skill for Success Today!- Brookdale ...5 Tool Group
 
Growth Sprint by Nadia Udalova (UX Camp Amsterdam 1Jun2019)
Growth Sprint by Nadia Udalova (UX Camp Amsterdam 1Jun2019)Growth Sprint by Nadia Udalova (UX Camp Amsterdam 1Jun2019)
Growth Sprint by Nadia Udalova (UX Camp Amsterdam 1Jun2019)Nadia Udalova
 
How to Ace Your Next Finance & Accounting Interview - CPA Networking 4 Success
How to Ace Your Next Finance & Accounting Interview - CPA Networking 4 SuccessHow to Ace Your Next Finance & Accounting Interview - CPA Networking 4 Success
How to Ace Your Next Finance & Accounting Interview - CPA Networking 4 SuccessLannick
 
Prospecting webinar
Prospecting webinarProspecting webinar
Prospecting webinarmr_jazzy
 

Ähnlich wie An introduction to sales (20)

Selling benefits and ROI
Selling benefits and ROISelling benefits and ROI
Selling benefits and ROI
 
Sales Management Practices: Learn How Sales Managers Can Be Force Multipliers...
Sales Management Practices: Learn How Sales Managers Can Be Force Multipliers...Sales Management Practices: Learn How Sales Managers Can Be Force Multipliers...
Sales Management Practices: Learn How Sales Managers Can Be Force Multipliers...
 
B2B Sales Overview 2009
B2B Sales Overview 2009B2B Sales Overview 2009
B2B Sales Overview 2009
 
SLS07. Buying Has Changed: Sellers Have Not
SLS07. Buying Has Changed: Sellers Have NotSLS07. Buying Has Changed: Sellers Have Not
SLS07. Buying Has Changed: Sellers Have Not
 
Session 2 - Interviews techinques
Session 2 - Interviews techinquesSession 2 - Interviews techinques
Session 2 - Interviews techinques
 
Recovering Revenue in a Changing Economy
Recovering Revenue in a Changing EconomyRecovering Revenue in a Changing Economy
Recovering Revenue in a Changing Economy
 
X-Sell™ for beginners
X-Sell™ for beginnersX-Sell™ for beginners
X-Sell™ for beginners
 
X-Sell™ for beginners
X-Sell™ for beginnersX-Sell™ for beginners
X-Sell™ for beginners
 
How to Get Around Sales Objection | The SMART Sales Systems
How to Get Around Sales Objection | The SMART Sales SystemsHow to Get Around Sales Objection | The SMART Sales Systems
How to Get Around Sales Objection | The SMART Sales Systems
 
10 Tips For Effective Sales and Marketing Alignment
10 Tips For Effective Sales and Marketing Alignment10 Tips For Effective Sales and Marketing Alignment
10 Tips For Effective Sales and Marketing Alignment
 
Sales communication in a Global Crisis
Sales communication in a Global Crisis Sales communication in a Global Crisis
Sales communication in a Global Crisis
 
The Value Conversation - Month of Marketing webinar
The Value Conversation - Month of Marketing webinarThe Value Conversation - Month of Marketing webinar
The Value Conversation - Month of Marketing webinar
 
7-Step Framework for Crafting a Bullet-Proof Sales Strategy in 2019
7-Step Framework for Crafting a  Bullet-Proof Sales Strategy in 20197-Step Framework for Crafting a  Bullet-Proof Sales Strategy in 2019
7-Step Framework for Crafting a Bullet-Proof Sales Strategy in 2019
 
Smarketing Guide: How to align sales and marketing
Smarketing Guide: How to align sales and marketingSmarketing Guide: How to align sales and marketing
Smarketing Guide: How to align sales and marketing
 
Three Ways Fast Human Insight is Revolutionizing Marketing
Three Ways Fast Human Insight is Revolutionizing Marketing Three Ways Fast Human Insight is Revolutionizing Marketing
Three Ways Fast Human Insight is Revolutionizing Marketing
 
Cold Call Script for Leads From Events
Cold Call Script for Leads From EventsCold Call Script for Leads From Events
Cold Call Script for Leads From Events
 
Interviewing Skill is the Most Important Skill for Success Today!- Brookdale ...
Interviewing Skill is the Most Important Skill for Success Today!- Brookdale ...Interviewing Skill is the Most Important Skill for Success Today!- Brookdale ...
Interviewing Skill is the Most Important Skill for Success Today!- Brookdale ...
 
Growth Sprint by Nadia Udalova (UX Camp Amsterdam 1Jun2019)
Growth Sprint by Nadia Udalova (UX Camp Amsterdam 1Jun2019)Growth Sprint by Nadia Udalova (UX Camp Amsterdam 1Jun2019)
Growth Sprint by Nadia Udalova (UX Camp Amsterdam 1Jun2019)
 
How to Ace Your Next Finance & Accounting Interview - CPA Networking 4 Success
How to Ace Your Next Finance & Accounting Interview - CPA Networking 4 SuccessHow to Ace Your Next Finance & Accounting Interview - CPA Networking 4 Success
How to Ace Your Next Finance & Accounting Interview - CPA Networking 4 Success
 
Prospecting webinar
Prospecting webinarProspecting webinar
Prospecting webinar
 

Mehr von Mike Bradshaw

Introduction to pitching-v6
Introduction to pitching-v6Introduction to pitching-v6
Introduction to pitching-v6Mike Bradshaw
 
Hammersmith fundamentals html fundamentals
Hammersmith fundamentals   html fundamentalsHammersmith fundamentals   html fundamentals
Hammersmith fundamentals html fundamentalsMike Bradshaw
 
Introduction to pitching
Introduction to pitchingIntroduction to pitching
Introduction to pitchingMike Bradshaw
 
Introduction to pitching
Introduction to pitchingIntroduction to pitching
Introduction to pitchingMike Bradshaw
 
Startup sauna and_aaltovg_v3
Startup sauna and_aaltovg_v3Startup sauna and_aaltovg_v3
Startup sauna and_aaltovg_v3Mike Bradshaw
 

Mehr von Mike Bradshaw (10)

Introduction to pitching-v6
Introduction to pitching-v6Introduction to pitching-v6
Introduction to pitching-v6
 
Gtm intro
Gtm introGtm intro
Gtm intro
 
Unconference rules
Unconference rulesUnconference rules
Unconference rules
 
Hammersmith fundamentals html fundamentals
Hammersmith fundamentals   html fundamentalsHammersmith fundamentals   html fundamentals
Hammersmith fundamentals html fundamentals
 
Introduction to pitching
Introduction to pitchingIntroduction to pitching
Introduction to pitching
 
TEDxAalto_ts2leweb
TEDxAalto_ts2lewebTEDxAalto_ts2leweb
TEDxAalto_ts2leweb
 
Iesaf careers
Iesaf careersIesaf careers
Iesaf careers
 
Introduction to pitching
Introduction to pitchingIntroduction to pitching
Introduction to pitching
 
Startup sauna and_aaltovg_v3
Startup sauna and_aaltovg_v3Startup sauna and_aaltovg_v3
Startup sauna and_aaltovg_v3
 
PyConFI - dostuff()
PyConFI - dostuff()PyConFI - dostuff()
PyConFI - dostuff()
 

An introduction to sales