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PIVOT POINT DISTRIBUTORS MEETING 2013

PIVOT POINT DISTRIBUTORS MEETING 2013. WELCOME! DAY 2. Agenda. MT PRO Funk Up Your Head 2013 Marketing Roundtable Sales Strategies Roundtable. …paying attention to the d etails of teaching…. Program Overview. THE CORE 4. COMMUNICATION COLLABORATION CRITICAL THINKING CREATIVITY.

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PIVOT POINT DISTRIBUTORS MEETING 2013

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  1. PIVOT POINT DISTRIBUTORS MEETING 2013 WELCOME! DAY 2

  2. Agenda MT PRO Funk Up Your Head 2013 Marketing Roundtable Sales Strategies Roundtable

  3. …paying attention to the details of teaching…

  4. Program Overview THE CORE 4 COMMUNICATION COLLABORATION CRITICAL THINKING CREATIVITY

  5. Education and Technology

  6. Program Overview Mindful Teaching®Pro leads to: • Professional licensure success • Entry-level proficiency • Support from connecting with professionals working in the same condition(s)

  7. Program Overview Unique Educational Positioning Based on Mindful Teaching Student-friendly format for all learner-types Focused on implementation Video vignettes put learning into action Intern Guide supports job shadowing Flexible format supports whole group or self-study Exam Ace provides prep for written licensure exam

  8. 7 Areas of Study The 10 components and their benefits to the student

  9. Program Overview

  10. Program Overview 10 Components within Mindful Teaching® Pro, Artist Access • eBook • Artist Access Presentations • Notetakers • Learning Connection Exercises • Learning Connection Assignments • Lesson Assessments • Learning Support Material • Intern Guide (instructor & student) • Audio Glossary • Exam Ace https://da.artist-access.com/login/index.php

  11. How to Use Mindful Teaching® Pro Whole Group Instruction • Instructor-led • Students: Take notes Discuss Complete exercises Complete assessments

  12. How to Use Mindful Teaching® Pro Self-Directed, Individual Study • Course of Study Checklist or Course Map guides learning • Student takes on responsibility for learning • Student is motivated by internal incentives • Self-esteem, curiosity, desire to achieve, satisfaction of accomplishment

  13. How to Use Mindful Teaching® Pro Combination: Whole Group and Independent, Self-Directed Study Some lessons are whole group Some lessons are self-study

  14. Questions

  15. Thank You

  16. Funk Up Your Head 2013 Peggy Passage Pivot Point Benelux

  17. Funk Up Your Head 2013 http://prezi.com/s2xrpby79tpe/funk-up-your-head-bene-2013/?kw=view-s2xrpby79tpe&rc=ref-37237465

  18. Thank You

  19. Marketing Roundtable Marketing Roundtable Judie Maginn VP Marketing

  20. Thank You

  21. Setting the Stage for Strategic Sales Success Guy Harrington VP of Domestic Sales & Field Education

  22. 3 Types of Sales Relationships • Transactional • Consultative • Strategic

  23. Transactional Relationship • Customers know what they need • Contacts company to ask for product • Does not need Account Manager interaction • Views product or service as a commodity • Least desirable customer interface

  24. Consultative Relationship • Create trust • Build rapport and develop ongoing communications • Fully understand the needs of the customer • Provide information & support beyond the scope of the original purchase

  25. Strategic Relationship • Trusted confidant and subject matter expert • Customer values Pivot Point relationship and seeks our advice and guidance • Products & services are unique • We always exceed customer expectations • The Best Way to Sell is to Never Sell • This is where we MUST be positioned

  26. Creating Strategic Partnerships… • Create a plan of action that allows us to move customers to a strategic partnership • What are the customers needs? • What sales activities must be accomplished? • What resources are needed? • Who are the key players?

  27. Defining the Sales Process Guy Harrington VP of Domestic Sales & Field Education

  28. Sales Process • Research the Customer • Pre-Planning • Meetings Initiated • Customer Needs Assessment • Proposal Presentation • Closing the Deal • Customer Service and Follow Up

  29. Research • Detailed account plans for key customers • How many locations? • Number of enrollments? • Current Pivot Point contracts and sales? • What key issues should we be aware of? • Who are the key players and do we have relationships with them? • What competitors are actively engaged with the customer?

  30. How Do You Pre-Plan? • What research do you need to complete the analysis of the customer? • What are the goals of the customer? • Who is the meeting with? What are their key initiatives and interests? • What questions do you prepare for the meeting? • What is the goal of the meeting?

  31. Pre-Planning • The Customer • Needs • Perceptions • Relationships • Gather market intelligence • The value proposition (features, benefits, applications) • Competition

  32. Pre-Planning • Establish the objective and outcome • Opening question • Strategic questions concerning the customer’s needs • Identify and access the true decision-maker

  33. Sales Call Success • The Account Manager is well prepared • Understand the customer and know all of the issues prior to the meeting • Probe for additional intelligence • Purchasing process and requirements • Highlight Pivot Point’s success

  34. Sales Call Success • Asking the right questions: • Cannot be answered with a yes or no. • Do not lead, control or try to manipulate • Begin with the words "when," "what," "how," "why" or "where" • Require thought to be answered • Encourage the customer to reveal information • Build rapport and trust

  35. Sales Call Success • Listening is the key • Position Pivot Point products and services • Set up additional appointments • Ask for additional contacts within their organization • Determine if & when to involve additional members of the team

  36. Post Meeting Thoughts? • List 3 buying signals you heard during your meeting? • What 3 things separated our products and services from our competitors? • List any objections you received and how you responded • What did the client like about our strategic approach? • What additional resources do you need?

  37. Closing the Sale • Identify the key decision makers and define the decision making process • Discover priority motives for using our products and services • Do not lead with pricing • Guide the customer to discover the value of our product/service • Build trust and confidence with the customer

  38. Closing the Sale • Overcome and prevent most objections • Help the customer set the decision making criteria • Include our unique and distinctive selling points in the criteria • Let the customer rule-out and lockout the competition • Let the customer make the claims of performance

  39. Preparing the Proposal • Define Pivot Point products and services to meet the needs of the customer • Enrollment projections and start dates • Deliverables, terms and conditions • Training & professional development needs • Time line for the decision making process • Ask for the business… Close the Deal!

  40. Follow Up • Schedule training & professional development workshops • Make sure order arrives on time and is correct • Follow up to answer any questions that the customer may have • Thank them for the business • Over Deliver in all aspects of the strategic relationship!

  41. Thank You

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