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Sales- Part Deux Adrien Smith’s Interpretation

Sales- Part Deux Adrien Smith’s Interpretation. What NOT to do: http://www.youtube.com/watch?v=I65l4tZ32CY. The sales model for success. The CALL : Pre-Call. Review past call notes Develop a strategy and POA (Plan of Action) Role-play with self or with manager Visualize sales call

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Sales- Part Deux Adrien Smith’s Interpretation

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  1. Sales- Part Deux Adrien Smith’s Interpretation

  2. What NOT to do: • http://www.youtube.com/watch?v=I65l4tZ32CY

  3. The sales model for success

  4. The CALL:Pre-Call • Review past call notes • Develop a strategy and POA (Plan of Action) • Role-play with self or with manager • Visualize sales call • Prepare selective sales tools (marketing tools) • Provide “pep talk” if need be

  5. Introduction: • Start Personal (small-talk)- how are the kids? • How is your day going? • How was the weekend? • Begin Professional: continue from last time • Issue #1 (problem solving) • Issue #2 (problem solving)

  6. MEAT: 1- Begin with Marketing message: • Situation (lay groundwork) • Problem that is being faced (trial close) • Intro to product (trial close) • Continue to solution (benefit to customer) • Close for agreement • Close sale!! 2- Ask for the business--> Win+Win 3- Exit with personal (like not being sold)

  7. PostCall: • Describe call • Come up with POA for next call • Call in a sale or place sale for customer • Prepare for next customer meeting

  8. ADRIEN’s Personal5 Essential Tools to SALES Success 1- Know your customers/products/company vision “inside and out” 2- Always have a POA (Plan of Action) and execute market of one (personalize) 3- Listen to and provide the customer an EXPERIENCE (CRB) 4- Avoid “burn out” 5- Share BDP’s (Best Demonstrated Practices)

  9. What TO do…: • http://www.youtube.com/watch?v=TbIRedOqDwE

  10. Normal Job Requirement for sales position: • 3 plus years Documented, Proven Track Record of Sales Success utilizing strong consultative and persuasive selling skills • Strong relationship building skills • Sales Experience in similar field is Strongly Preferred • Capacity to manage budgets, expenses and execute marketing plans • Strong organizational, analytical and business planning skills • Excellent written and verbal communication skills • A high degree of flexibility in adapting to a rapidly changing environment • Excellent interpersonal skills to effectively work with many diverse customers

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