Maximising opportunities training notes

Win £200 for your businessIntroduce the most new members to The Online Sales Manager in any quarter and you will win £200 to spend on your business.

Full details available at:www.increasesalesnow.co.uk/competitionMore than just a

websitewww.increase-sales-now.co.uk

Maximising Opportunities

More than just a websitewww.increase-sales-now.co.uk

Maximising Opportunities• Do you want to get more from your clients?• What are your objectives for today?• Our topics for discussion:

Understanding opportunitiesUnderstanding your capabilitiesAn engaging dialogue


Understanding opportunities


Before you can maximise an opportunity you must first understand it.•Even experienced sales people often sell too early•You need to understand what they want to achieve, not what they want to buy



•Categorise the solutions you offer•Make a list for each category of:• The customers that use it• The order that customer came to it• The profit it provides



•List the products within each category•Map how your clients buy these products

Understanding capabilities


•This shift of focus enables you to better understand what you do from a customer perspective.•This in turn allows you to create a better map of the customer journey.•As well as better support to customers going through it

An engaging dialogue


•There are two outcomes you want to achieve

In category Cross

category

In category


•Enhance value by selling larger volume•Upgrade to more effective products within the category• Increase the range of products in category

Cross category


•Move from the provision of one solution to the provision of many

Implementation


•Create a solution matrix•Understand how your sales process needs to change to match the buying process •Work out how to upsell and cross sell•Create dialogue

Our next meetingThursday 5th November

Coffee and networking from 9.30 am10.00 – 12.00 am

The Portfolio Centre

PRFinding your story and telling it


Win £200 for your businessIntroduce the most new members to The Online Sales Manager in any quarter and you will win £200 to spend on your business.

Full details available at:www.increasesalesnow.co.uk/competitionMore than just a

websitewww.increase-sales-now.co.uk

Marketing

Maximising opportunities training notes