10 Steps to

Successful selling

Gagan, Charissa, Triston

Agenda

• Introduction

• Knowing your job

• Types of Sales

• Selling Strategies

• Conclusion

Know Your Job and Your Role

• Ask you’re self-question?

• Know what you want and why?

• What do you enjoy?

Satisfaction of selling

• Personal satisfaction

• Personal control

• Serving others

• High compensation

Know the goals expected of you

• Keep it professional

• Product knowledge

• Industry knowledge

• Selling skills

Know how

Sales strategies

Are created

• Face to face

• Activities

• Position of company

• Growth Plans

3 Keys To

SUCCESSFULSelling

Commitment Persistence Perseverance

Sales

Strategy

• Sales territories

• Sales positions

Types

Of

Sales

• Product sales

• Service sales

• Add-on sales

Know

YourPortfolio

Ways to

Segment

4

Geographic

Segmentation

1

Account

Segmentation

2

Vertical

Market

Segmentation

3

• Business-to-business

• Business-to-consumer

• Business-to-government

• Business-to-association

Channel

Segmentation

4

TwoSelling

Strategies

Direct Selling

1) Retail

2) Online

3) Field/Personal

4) Inside

1

Indirect Selling

1) Reseller

2) Partner

3) Alliance

2

Functions

7

Of

Any

Sales Job

Strategic Planning

• Lead efforts in to making an appealing message to the

buyer that will understand and appreciate the message

• Knowledge of corporate strategy and buyer needs to

make solutions to fill and meet the needs

• See big picture, straight-forward, problem solver, fact

finder, highly intellectual

Client Focused Messaging • Identify benefits the buyer will purchase, bridge the

marketing and selling gap

• Wants to understand the organization and prospects mind and their needs

• strategic, emotional strength, customer focused, creative, ability to improvise and take abstract ideas and make them concrete

Communicating Persuasively

• focused on presenting, questioning and managing sales communications with the buyer

• articulate the selling organizations recommendations, approach, strategies

• needs to be realistic, not over promise the company's abilities

• Validate what is being sold

Focused Seller

• Identify the prospect or buyers issues

• Bridging the “sales to service” gap

• Requires: resilience, doesn’t take no personally, ambition, willpower, confidence, high energy

• http://www.youtube.com/watch?v=Ryas9OANw-E

Concerted Facilitating

• Deals with post-sales activities implementing, installation, delivery, and other support

• Facilitates the transfer of information, specifications, data

• level headed, sensitive, open, precise, consistent, detail oriented

Managing Effectively

• Focuses on the entire process and making sure goals are met

• Fulfills administrative duties

• Expected to be a great learner and teacher, influencing others in a positive manner

• accountable for results, dependable, loyal, empowering, problem solver, strategic

• http://www.youtube.com/watch?v=HS6rLnFLEuo

Value Driven Advising

• Keeps and maintains relationships

• Expanding new opportunities with current relationships

• Understand when ethical issues arise and tackle them appropriately

• Diligent, build credibility, professionalism, display belief in the selling organization, products and or service sold

Conclusion

• Know your job• Satisfaction of Selling• Know the goals expected of you• 3 Keys to Successful Selling• Types of Sales• Know your Portfolio• Segmentation• 2 Selling Strategies• 7 Functions of any Sales Job