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How to Sell to Small and Mid-Size Businesses in Tough Economic Times. Bruce Rasmussen [email protected]. What is sales – really? F undamental tenets Sales process Sales tracking tool. Sales Philosophy. - PowerPoint PPT Presentation
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How to Sell toSmall and Mid-Size Businesses in Tough Economic Times
Bruce Rasmussen
• What is sales – really?• Fundamental tenets• Sales process• Sales tracking tool
Copyright © Bruce Ian Rasmussen, 2008
Sales Philosoph
y
Sales - a UN sponsored activity“Selling” occurs when 1
human being brings to the attention of another human being a problem that they
may be experiencing;
and then goes on to support them to remove the
problem
with some commercial benefit accruing
FRESH OPPORTUNITIES
FRESH OPPORTUNITIES
1 and ONLY
FRESH OPPORTUNITIES
1 and ONLY
NOT about PRODUCTS ✗
Upgrade the desktop, and get more for less.
NameTitleCorporation
Challenges for your people:
Business challenges Technical challenges
Collaboration Network bandwidth
Information overload Help-desk call reduction
Confidence in data Security maintenance
Managing content Storage capacity
Software to address your challenges:
Simplify how people work together.
Find information and improve business insights.
Help protect and manage content.
Reduce IT costs and improve security.
FRESH OPPORTUNITIES
1 and ONLY
NOT about PRODUCTS
COMPELLING EVENT
FRESH OPPORTUNITIES
1 and ONLY
NOT about PRODUCTS
COMPELLING EVENT
DECISION MAKER
FRESH OPPORTUNITIES
1 and ONLY
NOT about PRODUCTS
COMPELLING EVENT
DECISION MAKER
BUYING INFLUENCES
FRESH OPPORTUNITIES
1 and ONLY
NOT about PRODUCTS
COMPELLING EVENT
DECISION MAKER
BUYING INFLUENCES
BUSINESS + PERSONAL
FRESH OPPORTUNITIES
1 and ONLY
NOT about PRODUCTS
COMPELLING EVENT
DECISION MAKER
BUYING INFLUENCES
BUSINESS + PERSONAL
MEASURE + RECORD
FRESH OPPORTUNITIES
1 and ONLY
NOT about PRODUCTS
COMPELLING EVENT
DECISION MAKER
BUYING INFLUENCES
BUSINESS + PERSONAL
MEASURE + RECORD
PROSPECT BUY-IN
FRESH OPPORTUNITIES
1 and ONLY
NOT about PRODUCTS
COMPELLING EVENT
DECISION MAKER
BUYING INFLUENCES
BUSINESS + PERSONAL
MEASURE + RECORD
PROSPECT BUY-IN
EVIDENCE
Marketing and sales process
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