Notes

Outline

Sales & Marketing in a New World R. Fred Houston President The Intelitech Group

Shut up so I can tell you how to close me! R. Fred Houston President The Intelitech Group

What you will learn today The Sales Profession Six Steps to Sales Mastery

Question

Oxfords Advanced Dictionary To accept reward for doing something that is against your principals To do anything, even something bad or dishonest, in return for money, success, or power A skill in persuading people to buy things they do not want or need Prostitution A fraud or scam

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Hint

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Six Steps to Sales Mastery Learning to diagnose the disease and prescribe the appropriate treatment What to change? What to change to? How to implement the change?

Six Steps to Sales Mastery 1. Target best potential clients Marketing

Marketing

Six Steps to Sales Mastery 1. Target best potential clients Marketing Corporate Profiling

Corporate Profiling Financial strength? Executive strength? Leadership styles? Dynamic or static? Competitive advantage? Major constraints?

Six Steps to Sales Mastery 1. Target best potential clients Marketing Corporate Profiling Decision Makers Profiling

Decision Maker Profiling Authority within organization Aspirations and goals Core competencies Behavioral Style Outside Interest

Six Steps to Sales Mastery 1. Target best potential clients 2. Contacting Know your competitive advantage

Know Your Competitive Advantage What are your competitive uniquenesses? (What can you offer your clients that a competitor can’t?) What are your competitive advantages? (What can you offer that is better than a competitor?) What are your competitive disadvantages? (What do your competitors offer that is better than you?)

Competitive Analysis

Six Steps to Sales Mastery 1. Target best potential clients 2. Contacting Know your competitive advantage Permission marketing

Interruption Marketing Advertising Cold Calls Broadcast Faxes Broadcast Emails Mass Mailings

Permission Marketing & Selling Objective: To gain permission to move forward… Give ‘em some candy

Levels of Permission Marketing Situation Brand Trust Personal Relationships Intravenous

Six Steps to Sales Mastery 1. Target best potential clients 2. Contacting 3. Discovery

Discovery

Discovery Discovery is best accomplished through the art of questioning

Four Types of Questions “How do you feel about…” “What are you looking for in terms of…” “What do you like best/least about…”

Four Types of Questions When you are unclear about the subject or what your client is saying. For example: “Can you give me an example?”

Four Types of Questions When you want to know more about something. For Example: “Tell me more about…”

Four Types of Questions When you want to begin a new line of questioning. For Example: “Okay, I understand that part.  Now let’s move on to another area.  How do you feel about…?”

Six Steps to Sales Mastery 1. Target best potential clients 2. Contacting 3. Discovery 4. Involve perspective client in options and solutions

Involve Perspective Client in Options and Solutions Create options that highlight your competitive advantages Discuss each of the options with the client Review the pros, cons and cost of each option Get the client to choose the best option or help you create additional options that will work better

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Six Steps to Sales Mastery 1. Target best potential clients 2. Contacting 3. Discovery 4. Involve perspective client in options and solutions 5. Solution Resolution

Solution Resolution

Solution Resolution Price Postponement Product/Service Politics Priority Personality

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Six Steps to Sales Mastery 1. Target best potential clients 2. Contacting 3. Discovery 4. Involve perspective client in options and solutions 5. Solution Resolution 6. Delighting clients

Delighting Clients Identify the client’s success criteria Conduct an annual review with each key client Monitor signs of dissatisfaction; handle problems immediately Offer advise to clients learned from other clients Develop links to others who have client contact Up/Cross-sell accounts for greater client retention Ask for referrals and testimonial letters

Delighting Clients Participate in client meetings and trade shows Invite your clients to give seminars to your sales/service personnel about their company and their industry Send sales/service personnel to work at offices of key clients Use the company website as a product catalog, order placement and tracking, company news, client tips, etc.

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Thank You for Attending! Contact us at: Booth 309 360-260-9780 consult@intelitechgroup.com