We don’t sell, we serveSARI KUPARI

Aim is Customer Experience

Service Smile Joy Teamwork Sharing Caring Passion Spirit Drive Trust Loyalty Friendship Honesty Hard work Experience Knowledge Learning Do your best Give Believe Happiness Well-being Meet and fill the needs

For us Sales is

Sales is closing the marketing process Result of an advertisement and experience Sales is a companys lifeline Sales is a continuous process Sales is only one part of the big cake

Our Sales Process

Create image and maintain it Prospecting / initial contact Preapproach - planning the sale Identifying and cross questioning Need assessment Presentation Meeting objections Gaining commitment Follow-up Build client relationship Maintain client relationship

Identify need

Create solution

Approach

Solve problem

Follow up

Create image and maintain it

For customers Presence Interaction Hold promises Be involved Quality of service is not just about

money Logo Name

Colors Price and value Look Quality Renew Develop Stand behind your words

Prospecting

The search for potential customers or buyers. Need? Do you have a solution? Find qualified prospects and move them through the sales cycle from

cold to warm to hot. Marketing tactics bring prospects incrementally closer to you, increase

the awarenessadvertising, public relations, cold calling and networking

Preapproach

Gather relevant information regarding the prospect in order to create a customized presentation.

If the product meets the costumers needs, client has finances to make a purchase and if the audience is the decision-maker.

Point benefits and problem areas to clients.

Identifying and cross questioning

Who are the decision makers? Who could benefit from my product or service? What are my customer have plans? There are always questions to ask. Find product pairs. Do cross-sell analysis. You can reduce total campaign costs, increase response rates and drive

increased sales.

Need assessment

Identify needs – customers needs, not yours Gaps between current conditions and desired conditions or wants Goals – company, employee, customer Self-management to sales management Be customer oriented

Presentation

Practice practice practice

Video CV Elevator pitch Social media (Google your self, this is who you are?) Get feedback and give feedback

Meeting objections

Sales objections are roadblocks, not dead ends Arguments Closing Feedback, learn from it

Gaining commitment

Needs – company , individual, customer, environment Goals - realistic Right people - teamwork Roles - teamwork Reward – also customers and employees Value, not only money – you can’t buy the happiness

Follow-up

Take the client through the next steps - called consolidation. Confirm what has been agreed – delivery process, dates and times,

payment procedures, where appropriate. Write down, make notes. Confirm all the details in an email or letter. Contact details – check check check. Follow up progress. Check that they have received exactly what was agreed and on time. Be available

Build client relationship and maintain it

Customers needs - Respect. Don’t push, win trust Request feedback – Learn from it, use the feedback Thank everyone! Increase your knowledge Research Renew Develop

Thank you for reading this!

Our team is passioned about creating WOW experiences. Long lasting ones! This is our companys lifeline, purpose of existing!

What’s your companys reason for the existence?

Sari KupariSales and Customer Service Coach

founder of www.xperience-chamonix.com / www.xcrew.fi