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Why am I here?
Because I want you to be the best
Why are you here?
Which sport are we competing in?
Understand the business
and
Do it
and
EFFICIENTLY
The most important thing in the business is to
Differentiate
yourself
your product
your service …
To have a competitive advantage the following two conditions must hold
1. You have to be so much better than your competitors that your customers notice the difference
2. Customers have to care about the difference
What to do? 1. Segmentation Not all customers are alike 2. Targeting Not all customers can be our customers 3. Positioning
Establishing and maintaining a distinctive position in the marketplace
4. Developing strategies
How to do it?
Marketing mix – 6 P’s
People
Processes
Product
Placement
Promotion
Price
Buying model
Attention Interest Desire Action Satisfaction
=> Aidas
Total market potential = 100%
Awareness - know
Image - like
Purchase intention – willing to buy
Product availability
Actual purchase
?
What can we compete on?
Quality Conformance Perception
Delivery Speed Reliability
Product design Technology Features/options Range
Flexibility
Service Internal External Image Location Expertise Appearance and
Last key on the piano - Price
What do we have to stress out when talking to the customers? Order winners Those characteristics you have that makes your customers prefer you to your competitors.
Qualifiers Those characteristics that you need to get into the competitive game
Non-issues Those characteristics that do not enter into the competitive picture for that market niche.
What are we actually selling?
Benefits
Profit
Pareto's Law
20% of sales managers create 80% of revenues
Why is it so?
What are their qualities?
Can I join the hall of fame?
Have you ever asked yourself:
“Why are some people 10, 50, 100 times more successful than I am?”
Do you think they are 10, 50, 100 times
smarter than you are?
NO
Can you improve for 10% in a year?
Yes! If you want? If you decide? If you act! If you persist! If you improve only for 10 % a month you will increase your success (and $) more than twice.
1,1x1,1x1,1x1,1x1,1x1,1x1,1x1,1x1,1x1,1x1,1x1,1 = 2,14
Do we use our potential? Scientists have found out that we use less than 10% of our brains – less than 10% of our potential
SO…
How do we know if we effectively use our potential?
Compare yourself with the best in the field. If you are not among the best in the field you are not.
Is it bad?
No
It tells you have open possibilities for improvement
Your beliefs about yourself and the world around you determine your success.
You will never sell more than you believe and you will never be more successful than you believe.
You set your own limits and limitations
If you want to change your success rate you have to change your beliefs your self-picture.
Your self-picture will change your actions ..
…your actions will change your success rate …
Key success factors
1. Positive mental attitude
2. Kind, nice & “simpatic” person
3. Health – good physical condition and appearance
4. Product or service know how
5. Proactive attitude – always in action
6. Persistence
7. Communication and presentation skills
8. Skills of closing the deal
9. Time management
Put yourself in your customer’s shoes.
But remember Before you can walk in another person’s shoes, you
must first take off your own.
What is the No. 1 reason for disappointment and failure?
Fear
Fear from NO This is why 50% of sales people never ask for the order.
I do not know you
I do not know your company
I do not know your product
I do not know your country
I do not …
Do we have a challenge?
Average sales manager works only 20% of his time Average sales manager has no goals Average sales manager has no strategy Average sales manager makes less than 10 calls a day
Average sales manager is warming his turf in the office Average sales manager is not eager to improve … Do you have any idea how to increase sales?
Write down 20 ideas how to improve your sales
Sensing – What to do?
Set your goals!
If you have no goals
you are like ship without compass.
You will end somewhere, but for sure not where you
want to.
Deciding – How to do?
Develop your strategic intent!
Small hint that could produce high results
The old sales model The new sales model
Get in contact with the customer
Finding out his needs
Present your product
Persuade and persuade and persuade and persuade and …
Listen to the customer Find out his needs
Understand the customer
Build on understanding
Create trust
Present your solutions
Close the deal
Live the doors open
Know your customers
Know your competitors
Know your market
Know yourself
Be known
Be creative, bold and determined
And before all
Just do it.
Green
Blue
Yellow
Red
Black
How many customers did you visit last week?
Be always one step in front of the competition!
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