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Networking - Relationships and Profit Selling Ron Berardino

1970’s
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Arrive in customer’s office with little or no knowledge about the prospect
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Cold Calls/ Referrals

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1980’s-We Used the Library to research
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Cold Calls / Referrals

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1990’s- We started Networking and using the internet
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Less Cold Calls / But keep referrals coming!

2000’s
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Networking, Referrals and Preplanning. Research Web Sites online

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Use online resources with sophisticated targeting capabilities. Cold Calls (15%)windshield time

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30 years of Selling
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Attitude + Knowledge + Relationships = Sales

Attitude;
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Is a little thing that makes a

BIG DIFFERENCE !!

1st IMPRESSIONS
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7% Verbal
38% Vocal 55% Body Language

45 Sec.
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Elevator Speech

Hi Ron Berardino with Occupations Inc. Occupation's is a Contract Packager, we help our customers make a better looking products. Over 40 years of experience and 175 employees, we do shrink wrapping, blister packaging, tipping with fugitive glue, hand assembly, Gifts Sets and salvage rework . Our highly competitive pricing structure allows us to meet even the most cost-sensitive budget while taking the extra steps necessary to ensure continued customer satisfaction. We include pick up and delivery options. Our Quality work, Experience staff, Competitive pricing. Means you save time and money by outsourcing to Occupations Inc.

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Relationships & Networking
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1. Project a winning attitude 2. Participate actively in groups & organizations. 3. Serve others in your network. 4. If you refer someone, make sure they use your name. 5. Don’ t refer everyone you meet.

Relationships & Networking
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6. Keep your name in front of people. 7. Send promotional items that people will keep and use. 8. Use colorful business cards. 9. Listen CAREFULLY. 10. Make Rapport-building phone calls 11. Take advantage of daily opportunities to meet people.

Relationships & Networking
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12. Treat everyone you meet with equal consideration. 13. Mingle, Mingle 14. Step out of your comfort zone. 15. Send follow-up notes when meeting promising contacts. 16. Tell people how they’ve helped you

Relationship & Networking
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17. Acknowledge great performance when ever you see it. 18. Show your eternal gratitude. 19. Send congratulatory cards and letters. 20. No one achieves success singlehandedly………………………..

Quote: Robert Lewis Stevenson
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“ Don’t judge each day by the harvest you reap, but by the

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SEEDS YOU PLANT”

Where to Meet New People
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Chamber of Commerce Associations Meetings 3’ Rule when you are doing business everyday. ( referrals ) Trade Shows www.javitscenter.com (Events)

Where to look NEXT
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Contracts recently won press releases, check www.businesswire.com Product launch press releases, check www.prnewswire.com Employment Classified ads Company Cars & Trucks Newsletters about Business as: www.tristatetechnewswire.com www.newenglandtechnewswire.com Execs on the move @ www.newsletter@communications.hoovers.com

Keep Looking !
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Weekend local papers, many new local companies are featured in them. Free Magazines, Industry Types (CPC) Trade Show Directories( the Gourmet House wares Show in Las Vegas )

Try This Show Web Site
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www.thsegourmetshow.com Click on Attendees, Exhibitor Search, Full Listings of Exhibitors, Click on a c company's Name It will give you a City State Phone # and what categories of items Do a Phone # search for complete address

Still more Ways
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Contact Past Customers Again.( the good ones. ) Equipment, and Supply people. Networking Groups/Lead Exchange Groups www.bni.com Association Web sites & membership directories. www.rehabmarketing.com

Cost for service
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Hoovers Online --Sophisticated Targeting Service. $2,500 per year = 5 seats 1 seat Sales 1 seat Public Relations 1 seat Finance 1 seat Government contracts 1 seat Director or VP 2500/12mon.=$ 208.34/5seats=$41.67m

SELL
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YOURSELF YOUR COMPANY

2.

3.

YOUR SERVICE

Quote: Founder of Lands End
“Worry about being better, Bigger will take care of itself.

Think one customer at a time
and take care of each one the best way you can.”

Profits Selling Skills
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P- Prepare to Sell R- Relate to The Customer O- Open the Presentation F- Feature the Benefits I- Interact with the Customer T- Tackle Objections S- Seal the Deal

P- PREPARE TO SELL
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1. Analyze your customer’s needs 2. Set a specific sales call objective Develop an action plan

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R- RELATE TO THE CUSTOMER
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1. Greet the customer personally with a question.
2. Redirect attention to business.

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O- OPEN THE PRESENTATION
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1. 2. 3. 4. 5.

Make a customer need statement Ask a confirming question Briefly introduce your feature Briefly describe the benefits As a confirming question

F- FEATURE THE BENEFITS
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1. Features--are what your services are. While features are the meat of your presentation, they are most often greeted with a “So What” 2. Benefits—are what the features will mean to your customer. The benefits most always come down to money. But benefits include saving time or effort, enjoyment or ego satisfaction.

I—Interact with the customer
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Open Questions

2.

Closed Questions

T- TACKLE OBJECTIONS
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1.Ask a confirming question on the objection 2. What type of objection is it? 3. What type of response should I use?

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S- SEAL THE DEAL
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1. Remind the customer of the benefits 2. Ask a confirming question 3.Ask a CLOSING question

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Protect your KEY ACCOUNTS
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Make your relationship personal. Socially, Ball game, golfing one on one, even get to know family if you can. Close all doors at your account. (Lingering issues, up to services, update your on info they should know.) Hold regular Business reviews.( at least twice a year with lunch) review sales, account receivables and service levels.

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Follow UP
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Remember, Prospects Become Customers and Customers are Prospects Proactive service & follow up, not all cold calls have to be Cold. Word of mouth REFERRALS! Get them from everyone and anyone……

REFERRALS
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20% will give without asking
20% will NEVER GIVE 60% will give when ASKED

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Will Rogers

1879-1935

“Even if you’re on the right track,
you’ll get run over if you just sit there.”

THE END

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THANK YOU!

WHY OUTSOURCING?
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Reduces your employee benefits and training costs. Reduces unemployment insurance and workers comp costs. Reduces human resources costs. Reduces overtime costs. Reduces investment in equipment.

Smart Move OUTSOURCING!!
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Increases the efficiency of your own labor force. Increases your capacity. Stabilizes your product cost. Increases your Profitability! Thanks “21centurymarketing.com”


				
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