“You do not have salesman!”

Describe a good salesman !

• self-confident • eloquent • solid • appealing • extrovert • optimist • fancy good life • cheerful

What do you expect

from a seller?

That only the seller is responsible for the company's profit?

What are the difference between

marketing, sales and customer service?

What is marketing?

Marketing is the ability to sell smoothly?

Marketing- to find out

customers needs and

satisfy them?

Marketing is it the survival in

the market strategy and

tactics? Mistake can be

costly!

Marketing is it the sales of tomorrow?

Marketing up to TOC: To influence the market so that it would want to buy your service/product. In other words to CREATE Mafia offer- so good that

the client could not refuse.

Sales essence: To close the deal

Customer service purpose is to serve the customer so well that customer would not

desert!

If you are in business for more than 3

years, it means that you no

longer have the sellers!

There is a growing pressure to find new customers.210

Company's profitability and competitiveness is falling. 200

Declining number if new customers destroys companies flexibility, the only way to grow if

old clients grow.430

Over time, sales for new customers decreases.420

There is an increasing pressure to lower prices. 180

175

The main rivalry form is to lower prices

Over a span of several years of works the largest

clients are “taken”400

130 The seller already doesn't have

enough time to serve every client

Experienced salesman has his own client portfolio for

which he gets this commissions. 300

Salesman sells every order separately. 100

The fastest way to keep the client is to give discount! 170

160

Competitors always are offering their

products or services

It requires much more effort to keep already existing clients because clients

are looking for the alternatives. 150

Some clients feels that they are ignored or they are

receiving bad service.140

Salesman unwillingly takes small clients 310

Fulfilment of orders takes lots of time 120

Most of the time almost every order requires extra negotiation or calculation (bulk discounts,

availability of the product and etc.)110

230 Most of the time the seller has to fight in side the company for the priority of his

New sales perspective, viewed through the prism of the commission is vague.410

Sellers are overloaded with work.220

Sellers are ready to fight for new customers by giving them

discounts. 230 Commissions are paid depending on turnover. 190

Pregnancy test• How many new customers you gain in one month time?

• In one week? • What is the % of

sales brought by your new clients per year?

• If less then 10% then you dont have sellers!

You can! For most

companies training doesn’t

work - one seller at a field is not a soldier.

Do you know your customers?

How many there are segments in

the market?

Just two segments!

B2B – this is business train

B2C just a train. . .

Let us examine B2B• What is the most important for business

organisations? • What is important for marketing?

• To attract and to retain customers! • How? • To understand the problems. • And how to segment it? • Through problem understanding!

The Teacher comments(Tadao Jamaguchi) (1)

One time a student came to the Teacher and presented this situation, “Teacher, I’ve noticed that I often lose customers in entirely the same manner. I sell the customer the goods. Later, when I notice that this person hasn’t bought anything from me for a long time – and, after all, I do know that this buyer needs my goods all the time – I visit and make an offer for another buy. However, very often, the customer says a new load of goods has already been purchased from my competitor.”

“Are the goods you sell actually good?” asked the Teacher.

“Yes and not only that – I am certain my goods are better than those my competitors carry. Only sometimes, I don’t sell them at a lower price than they do. Often my products are more expensive. However, nearly all the buyers believe this is fair. . . But now I’ve started to have doubts about this. Perhaps the reason is price after all.”

“The reason is time. Go to them one day sooner.”

“Sooner than my competitor does? How am I supposed

to know when the competition is going to get there?”

“Well, how do you think the competitor determines when

to come? Simply go one day sooner.”

“But how?!”

“When all’s said and done, go yesterday,” replied the Teacher and, with a wave of his hand, ushered the student out to go home.

Do you know solution? Yes? Send an answer or ask: darusinmac@mac.com

Sellers must be focused especially now when they are operating in

surplus era

• How to segment not the end-user, but buyers in business 2 business segment?

• How to obtain the synergy effect when 2+2=22?

Lets specialise narrowly, but through clearly established clients problems!!!

In conclusion: Business clients segment are defined by

commonality of problems. What kind of business (industry), where it is located, what its size – it is not important. It’s important to understand that companies are united by problems that are caused by Your and Your colleagues (competitors) business model!!!

Mafias proposal can be created and implemented only with the help of the

family, but not individual family members..

Be different otherwise you will disappear!

Author of “God, Quantum physics, Organizational structure and Management style” http://www.amazon.co.uk/Quantum-Physics-Organizational-Structure-Management/dp/9955689234/ref=sr_1_1?

ie=UTF8&s=books&qid=1266446827&sr=1-1

You can order a Mafia offer, book, workshop or lecture, or just a dream

at:

darius@versloknyguklubas.lt

+37069841027 ! Darius  Radkevičius  

www.god-­‐physics-­‐management.com

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