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Want to know about selling? Here you go.
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Show Me The Money(Sell More Effectively)Daniel SchwartzManaging DirectorNetworking for Success+66 89 444 8996 (M)[email protected]
OverviewMy BackgroundSellingSales FunnelLead Generation Let Buyers Buy (Covered in half-day Seminar)SPIN SellingQuestion Based SellingBuyer InfluencesTools
Biography Daniel SchwartzManaging Director Networking for Success, President and CEO, Aviation Unlimited, Inc. and Managing Director, DPS Worldwide Company Ltd.
24 Year Management CareerTechnologyAviationSecuritySalesMarketingBusiness Development
Led Sales TeamsSold over $200M USD in Contracts
Thailand Resident since 2004
SellingNothing Happens Until Something is Sold!
Focus on the Customer
What is in it for Me!That is what the Customer is thinking
Some Practical Techniques
Using the Sales FunnelWhat is the Sales Funnel?
Determine Your Own Conversion RatiosSuspects (Leads) to ProspectsProspects to ProposalsProposals to Contracts
Then Get Better atFinding LeadsMoving Through the ProcessWin or Close them Out
Lead Generation
Lead GenerationKey Question To Ask:
What happens to create a need for what you sell?
Referrals
Growth EventsPress Releases
Real Lead Generation ExamplesReal Estate AgentCompany expansion announcementCompany relocationMNC opening up in Thailand
Life Insurance AgentBirthNew Company FormationMarriage
Real Lead Generation TechniquesGovernment ContractingPress release of Prime Contract AwardYou are SME sell services/products to PrimeRFI By GovernmentFind teaming partners
Aviation BusinessNew RoutesNew Aircraft Accident or near accident (be tasteful)
Lead Generation ExerciseLead Generation
Turning Leads Into Prospects and Closing Sales
SPIN Selling by Neil RackhamS Situation
P Problem
I Implication
N Need Payoff (Benefit)
SPIN In Detail
Selling Through QuestionsIf you want better answers, guess what!Ask better questions
Question Based SellingAuthored by Tom FreeseProvides a Question Based Approach To SellingReinforces Concepts Used In SPIN, just puts a different Spin on them!Question Based Selling
Buying Influences and Major Account Selling
Buying InfluencesMultiple Levels When Selling Major AccountsEnd UserSupport DepartmentsPurchasingManagementSenior Management
Example From Aviation BusinessSelling Airborne Communication EquipmentNot Required by Regulatory AuthoritiesSold Based on Value PropositionCost is $75,000 Per Aircraft
Buying InfluencersEnd UsersFlight Operations DepartmentPilotsDispatchersManagementInflight Services DepartmentFlight AttendantsInflight ManagementCustomer Service
Buying InfluencersSupport DepartmentsMaintenanceEngineeringPurchasingNegotiate ContractsBuyersSenior ManagementProject is more than $1M USDCapital InvestmentBoard of Director Approval
Each Has Their Own GoalsEnd UsersNeed the product and what the product providesSupport DepartmentsConvince them of the benefitsCreates more work for themPurchasingGet best deal for the airlineSenior ManagementReturn on InvestmentCompeting Uses of Capital
To Close SalesYou Must Focus on All GroupsGet Necessary SupportUtilize All Levels of Your CompanySales Team Direct With End UsersPurchasingSenior Management Support for Meeting Customer Senior Management
Tools To Use
Some Tools To UseOpportunity ReviewOpportunity PipelineAccount Management Templatewww.Salesforce.comwww.justsell.comwww.MarketingSherpa.com
Opportunity Review
Opportunity ReviewUsed for Larger Selling EffortsOrganized Way to Present OpportunityMarshal Necessary ResourcesGain Commitment to Bid and WinExample Opportunity Review
Account Management
Account ManagementMajor AccountsMust Know The AccountSet StrategyAction PlansExample
Opportunity Pipeline
Opportunity PipelineWhy Use It?What are the Components?Practical Example
Salesforce.com
Salesforce.comFantastic ToolI participated in first implementation with ARINC in 1999-2000Makes Sales Tracking, Opportunity Tracking and Sales Management EasyNo SoftwareGreat Support for Far Flung Operations
Some Great WebsitesMarketing Sherpa www.marketingsherpa.comJustSell www.justsell.comBusiness Book Summaries www.bizsum.com
Up Your Bottom LineBob Urichuck
Up Your Bottom LineFeatures the ABC, 123 Sales Results SystemGreat Tool for IndividualsABC
Wealth Dynamics
What Is Wealth Dynamics?Eight ways to create true wealthEach has certain rules which should be followed to achieve optimal results The two questions that we need to ask ourselves are:Which path to wealth suits our natural character and personality best?Once we know which path to wealth is best for us, what are the steps we should take, and the rules for that particular wealth creation game?
Background of Wealth ProfilingBased on a 5000 year old technology called the I-Ching. Wealth Profiling uniquely links previously missing elements into the mix
Ancient Chinese philosophies show five natural energies.Dynamo: Spring/ woodEnergized, dynamic, creative, great at getting things started, but terrible at getting things finished.Blaze: Summer/FirePassionate, outgoing, great at networking and meeting new people, but easily distracted from task at hand.Tempo: Autumn/EarthCompassionate, great team player and reliable at getting things done with the team. Will often seek direction from others.Steel: Winter/MetalOrderly, systems oriented with a good eye for detail. Strong at completing, but finds it tough to start new things.Wizard: Transition/WaterConnected, tranquil and spiritual. Focused at the why behind everything.
Wealth Dynamics Overview
Wealth DynamicsLink to Wealth Dynamics including information and link to order your own profilehttp://www.wealthdynamics.org/?r=s8sbjdb8Understanding The ProfilesDeal better with Customers/ProspectsMore Information on XL Results FoundationContact Me or Callum Laing
Further Personal DevelopmentBrian Tracywww.briantracyu.comSuccess UniversityOnline resource for youBonuses greater value than the cost of joiningwww.asiawealth.successuniversity.com
Apply The Tools Leading To:
Concluding RemarksSelling is a ProcessPassionFor ProductFor CompanyFor CustomersFind Your Path To Wealth CreationContinue Your Own Personal DevelopmentSet GoalsUse and Adapt The ToolsYou Are On The Way To Selling Success
Contact InformationDaniel SchwartzManaging Director DPS Worldwide Company LimitedLevel 17 Silom Center Suite 1122 Silom RoadBangkok 10500 Thailand+66 (0) 2632 6717 X112 (O)+66 (0) 2632 6718 (F)+66 8 9444 8996 (M)[email protected]
DPS Worldwide
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