1 / 21

baxterbean

www.baxterbean.com. Sales Template Strategic and Sales Manual Tactical. Your Objective, Your measurement ROI - Return on Investment ROTI - Return on time Invested. Region Profile Whales Dolphins Minnows . Region Profile Non -active Testing Tried True.

lada
Download Presentation

baxterbean

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. www.baxterbean.com

  2. Sales Template Strategic and Sales Manual Tactical

  3. Your Objective, Your measurement • ROI - Return on Investment • ROTI - Return on time Invested

  4. Region Profile • Whales • Dolphins • Minnows

  5. Region Profile • Non-active • Testing • Tried • True

  6. Intelligence Gathering Potential, Status • Strength of Relationship • Critical Contacts • Style, • Motivators • Decision stance • Core needs

  7. Sales Manual Key Activities, Exercises

  8. Before anybody buys anything, they have to buy you!

  9. Sales Hierarchy • Transactional • Relational • Collaborative

  10. Prospecting and Probing • First Impression • Qualifying • Demonstrating • Influencing • Closing

  11. Prospecting and Probing • Potential and probability • Key decision makers • Profiling • Listing • Asking

  12. Prospecting and Probing • Don’t sell on the phone • Establish a fit and feel • Fit feel and science • Statistics, patterns

  13. Prospecting and Probing • My commercial • Introduction • Body • Transition statement

  14. First Impressions • Making the connection • Your personal image • Body language and tone • Words education • Body language informs • Tone inspires

  15. First Impressions • Communication style • Introvert • Extrovert • Relationship Style • People focused • Task focused

  16. Qualifying • Effective listening • Client motivators • Decision stance • Core needs • Deadlines

  17. Demonstration • Value proposition • Conveying statement • Hot buttons • Projecting Confidence

  18. Influencing • Reciprocity • Social proof • Internalization • Proof • Persuasion

  19. Closing • Assumptive Close • Puppy dog close • Good, better , best close • Ben Franklin close • Hot button close • Minor point close

  20. The Inner Game • Positive energy • Leading change • Confidence • Engagement • Diversity

  21. Thank you for joining us today

More Related