Sales & Sales Coaching for Small Business

Growth through Sales

& Sales Coaching for

SMEsby Raju Mandhyan

Not giving enough credence to

marketing & sales for a small

business is like not giving enough

credence to exhaling & inhaling for a human being.

You die quickly and surely. . Raju Mandhyan

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Objectives

1. Differentiate between Marketing & Sales

2. Create a Simple Marketing Plan

3. Employ a Sales Process for your Business

4. Know how to Develop Salespersons

5. Align Business to Increase Revenues

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Content

1. Importance of Sales & Marketing for SMEs

2. Pre-Marketing & Sales Needs

3. Economical Marketing Strategies for SMEs

4. Subtle Selling Skills for SMEs (Value Creating, Consultative Selling)

5. Coaching Others to Sell Well & Grow

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First, the Importance of Sales & Marketing for SMEs

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Fills the Chasm

Second, the Difference between Sales & Marketing

Marketing Sales

Competency Required

Positioning Knowledge Knowhow & Process

Strategic Thinking Style Tactical & Agile

Brand Building People Skills Value Creating

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“marketing is everything you do to reach, educate and

allure prospects. sales is the process you follow to provide

fill the need and close the deal.” Raju Mandhyan

Relevance of Marketing & Sales for Transactional Sales vs Consultative Sales

• More effort on Awareness Building, Alluring and Retaining the customers through Marketing for Transactional Sales

• More effort on Educating, Empowering and Enabling the Salesperson for Consultative, Dynamic, big ticket sales.

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Pre-Marketing & Sales Needs

• 1. Market Knowledge & Target Market

• 2. Product Uniqueness & Knowhow

• 3. Collaterals and Sales Tools

• Check 30 Minutes Video: http://goo.gl/iUKg7F

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Quick & Economical Marketing Strategies for SMEs

1. Internet + Social Media, if you need a larger reach.

2. Database & Ethical Listings, if your goal is rifled marketing

3. Attend or Create Events to Network with Prospects

4. Partner with Organizations or Associations

5. Find & Pirate Right Talent

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Subtle Selling Skills for SMEs (Value Creating, Consultative Selling)

• Research & Prepare Diligently

• Know Yourself, Know Customer, Know Customer Business Model, Know Industry, Know Market.

• Listen, Observe, Ask, Engage, Influence

• Focus on providing solutions, creating value, sustaining relationships.

• Make Ethics and Win-Win your Guiding Light

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"I think the biggest mistake that salespeople make today is that they try to pretend they’re not salespeople.“

-- Irreverent Sales Girl, Speaker, Sales Expert

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The HeART of the Close : http://goo.gl/p34Uvd

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Coaching Others to Sell Well & Grow

• Remember Coaching is not Teaching, Not Training, Not Mentoring.

• Being Owner & Coach at the Same Time

– You need to Recruit Right.

– You need to Trust & Empower

– You need to Enable

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A Little Coaching Demonstration (Ten Minutes)

• Need a Volunteer

– Others OBSERVE, LISTEN & SENSE closely.

– Take Notes. Share Observations. Inquire for more.

• Every GOOD question gets Applause.

• Every GREAT question gets a Free Book!

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“ Begin doing what you want to do now. We are not living in eternity. We have only this moment, sparkling like a star in our hand – and melting like a snowflake.”

– Marie Beyon Ray

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Check Power of Intention Video: http://goo.gl/XrXQsl

Your G.I.V.E. Facilitator

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