Caroline Esterson Martyn Kinch

1. Caroline EstersonMartyn Kinch Sales Masterclass – July 2014

2. Business Rules • Know your Product or Service! • Understand how your customer buys • On a Whim • Reviews and Articles • Research • We need to be wherever they go • Ensure you are in their top 3 • Target a competitor you want to beat!

3. The Zulu Principle.. 1

4. 2 If you can’t draw it with a crayon you can’t sell it.. Focus on your key product or service and use this as your ‘arrow’

5. Pareto’s Law 3 • 80% of your profits come from 20% of your customers • 80% of your complaints come from 20% of your customers • 80% of your profits come from 20% of the time you spend • 80% of your sales come from 20% of your products • 80% of your sales are made by 20% of your sales staff

6. 4 The main thing is to keep the main thing, the main thing at all times… the thing that fuels us, that motivates us, that keeps us engaged and interested in life

7. What would your potential buyer type in on a search engine to find you?

9. People and Personality Styles

10. Guess the colour preferences Cautious Precise Deliberate Questioning Formal Analytical Competitive Demanding Determined Strong-willed Purposeful Driver Caring Encouraging Sharing Patient Relaxed Amiable Sociable Dynamic Demonstrative Enthusiastic Persuasive Expressive

11. Guess the colour preferences Cautious Precise Deliberate Questioning Formal Analytical Competitive Demanding Determined Strong-willed Purposeful Driver Caring Encouraging Sharing Patient Relaxed Amiable Sociable Dynamic Demonstrative Enthusiastic Persuasive Expressive

12. Guess the colour preferences Cautious Precise Deliberate Questioning Formal Analytical Competitive Demanding Determined Strong-willed Purposeful Driver Caring Encouraging Sharing Patient Relaxed Amiable Sociable Dynamic Demonstrative Enthusiastic Persuasive Expressive

13. Guess the colour preferences Cautious Precise Deliberate Questioning Formal Analytical Competitive Demanding Determined Strong-willed Purposeful Driver Caring Encouraging Sharing Patient Relaxed Amiable Sociable Dynamic Demonstrative Enthusiastic Persuasive Expressive

14. Guess the colour preferences Cautious Precise Deliberate Questioning Formal Analytical Competitive Demanding Determined Strong-willed Purposeful Driver Caring Encouraging Sharing Patient Relaxed Amiable Sociable Dynamic Demonstrative Enthusiastic Persuasive Expressive

15. Guess the colour preferences Cautious Precise Deliberate Questioning Formal Analytical Competitive Demanding Determined Strong-willed Purposeful Driver Caring Encouraging Sharing Patient Relaxed Amiable Sociable Dynamic Demonstrative Enthusiastic Persuasive Expressive

16. Guess the colour preferences Cautious Precise Deliberate Questioning Formal Analytical Competitive Demanding Determined Strong-willed Purposeful Driver Caring Encouraging Sharing Patient Relaxed Amiable Sociable Dynamic Demonstrative Enthusiastic Persuasive Expressive

17. Guess the colour preferences Cautious Precise Deliberate Questioning Formal Analytical Competitive Demanding Determined Strong-willed Purposeful Driver Caring Encouraging Sharing Patient Relaxed Amiable Sociable Dynamic Demonstrative Enthusiastic Persuasive Expressive

18. Cold Calling Get Set up to start calling: Brochures, web site, email address Business cards, Letter heads • Be Polite at all times • Be in a good place – calm and at ease • Start early • Know what you are selling • Keep it simple • Practice to be perfect • Get on your feet! • Start the day with a good call – team member or friend • Enjoy the positives • Learn from the negatives • Be organised and always always follow up

19. Finding Leads • Membership organisations • Associations, Special Interest Groups • Build on any existing verticals • Training Managers Yearbook • Same for Purchasing, Marketing etc • Linkedin • Google • Chamber of Commerce/Network groups • UKTI

20. What is a Value Proposition “A business or marketing statement that summarises why a consumer should buy a product or use a service. This statement should convince a potential customer that one particular product or service will add more value or better solve a problem than other similar offerings. ”

21. Example Value Propositions • “Winners is a department store that offers fashion conscious consumers the latest brand names for up to 60%off.” • “Winners is an off-price department store owned by TJX that employs international sourcing and buying power.” What is it?, For whom?, Values? “Winners is a department store that offers fashion conscious consumers the latest brand names for up to 60% off.”

22. Example Value Propositions • “A1 Industries has developed an economical and easy-to-use chemical additive that allows paint manufacturing companies to reduce the environmental impact of their products • “A1 Industries has discovered a chemical isomer additive that allows for a reduction of VOC emissions.” What is it?, For whom?, Values? “A1 Industries has developed an economical and easy-to-use chemical additive that allows paint manufacturing companies to reduce the environmental impact of their products

23. Example Value Propositions • “Google is the world’s largest search engine that allows internet users to find relevant information quickly and easily.” • “Google uses a patented page- ranking algorithm to make money through ad placement.” What is it?, For whom?, Values? Consumers: “Google is the world’s largest search engine that allows internet users to find relevant information quickly and easily.” Corporates: “Google is the world’s largest search engine that automatically provides advertisers with potential customers tailored to the ad content, increasing click-through rates and conversion rates.”

26. What would Ryanair’s VP be?

29. Ryanair Value Proposition • We guarantee to give you the lowest airfare. You get a safe flight. You get a normally on-time flight. That’s the package. We don’t and won’t give you any more on top of that. We care for our customers in the most fundamental way possible – we don’t screw them every time we fly them

30. USP Samples Mind Mapping organisations – examples of their USP • 1. MindMeister– “The leading online mind mapping software. (no signup required for the demo)” • 2. Xmind– “Professional & powerful. World’s coolest mind mapping software, best way to brainstorm, most efficient solution for saving time.” • 3. MindGenuis– “Designed to meet your business needs. Thousands of people worldwide have been using MindGenuis for more than 10 years.” • 4. Visual Mind – “Improves effectiveness and productivity. Every day.” • 5. Mindomo– “Mind Mapping Made Easy. Thousands of people are using Mindomo to organize their work, solve problems and find the next big idea.” • 6. Bubbl.us – “2 million mind maps created, 1.5 millions users and counting.” • 7. MindJet– “83% of the Fortune 100 use Mindjet to be work inspired. (move ideas to execution quickly and confidently)”

31. Social Media Explained • Twitter – I am eating a #doughnut • Facebook – I like Doughnuts • Foursquare – This is where I eat Doughnuts • Instagram – Here's a vintage photo of my Doughnut • You Tube – Here I am eating a Doughnut • Linkedin – My skills include eating Doughnuts • Pinterest – Here's a Doughnut recipe • Last FM – Now listening to ‘Doughnuts’ • G+ - I am a Google employee who eats Doughnuts

32. Scoop It

33. Social Media Explained

34. The Sales Corridor Some Rules! If more than one of you be clear of the roles Do not jump in! Remember the Lollipop Rule!

35. The Sales Corridor (example) Budget Solution Authority Timescale Run through and confirm the requirement of the customer Listen – Listen – Listen – confirm

36. The Sales Corridor So we understand the budget or sign off details What is the Number of people that will be using x? Do you have a budget that you are working to? If you decide to proceed, what is the decision process?

37. The Sales Corridor They are happy that the solution we are proposing meets their requirements Demonstrate or show your product or service Ensure you cover all the points the customer raised

38. The Sales Corridor We can meet your timescale

39. The Sales Corridor And you are able to sign this off if you are happy with the proposed solution

40. The Sales Corridor So given we can meet your requirements when would it be possible to get an order from you so we can get everything organised?

41. The Sales Corridor Exit! “yes – we like your proposed solution however I have to get sign off from My manager before we can proceed