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TEN FIFTEEN mistakes in selling your services in US and beyond.

Женя Розинский_2, Outsource People_2016_Minsk

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Page 1: Женя Розинский_2, Outsource People_2016_Minsk

TEN FIFTEEN mistakes in selling your services in US and beyond.

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Zhenya RozinskiyTechnology Leader

24+ years in ITNearly 20 years in Outsourcing

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I am your CUSTOMER

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1. You don’t sell a solution

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2. You don’t research your audience

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3. You don’t target right customers

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4. You think you know everything

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HealthCare

Payer

Self

Pay

Insurance

Self

Insured

Managed

Self Insured

3r

d Party

HMO

Provider

Hospital

HMO

Doctor

Medical Group

Equipment

Facility

In-home Support

Lab

Therapy

Pharmacy

Hospice

Insured

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5.You badmouth your competition

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Tata 335,000

Cognizant 220,000

Infosys 190,000

Wipro 160,000

HCL 105,000

TOTAL 1 million plus

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6. You are arrogant

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7. You talk to much

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8. You focus your sales pitch on you, not your customer

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WIIFM

hat’sntore?

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9. You are not friendly

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10. You are selling instead of helping

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11. You come across as a foreigner.English ≠ English

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12. Your have poor communication skills

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13. You don’t follow up

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14. You don’t ask for help

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15. You don’t unite

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Zhenya Rozinskiyhttp://www.rozinskiy

[email protected]