North Cotswold Business Breakfast Club

Key elements of selling!

Jonathan Viney

23rd April 2010

•How do I create a sales strategy?

•What are the important elements I need

from a sales perspective to succeed?

•What are the common errors made when

growing a small business?

•Top tips on what will make your sales

increase

Topics for this morning

How do I create a sales strategy?

If People Know What They Want, Understand How To Achieve It, And Have The Ability To Action This… “The Odds Of Success Increase Dramatically”

How do I create a sales strategy?

What Is Strategy The Oxford English Dictionary, Quote…. “A Plan To Achieve A Long-Term Aim”

“Planning and Directing A Military Activity in A War Or Battle”

How do I create a sales strategy?

Goals The Big Picture Thinking, Blue Sky Objectives The Practical Steps Needed To Achieve The Goals

Goals

Short Term (0 To 12 Months)

Mid Term (12 To 24 Months)

Long Term (24 To 60 Months)

How do I create a sales strategy?

Objectives The Steps Needed To Achieve Goals Specific What Do You Want Measurable What Is Success Achievable Is It Realistic Results Will It Achieve Bus Results Time When Will It Be Done

How do I create a sales strategy?

What Is Your Market Place

Who Do I Sell To?

What Is The Market Size / Potential?

How Mature Is The Market?

What Are My Key Differentiators?

How do I create a sales strategy?

Who Else Operates In This Space

Who Are Your Competitors?

How do They Operate?

What Are There Strengths & Weaknesses?

What Are The Alternatives?

How do I create a sales strategy?

A

C

C

H

awareness

consideration

coverage

hit rate

Key Areas To Consider Prospecting

Sales

Route to market

How Will You Drive Success?

• Setting Sales Targets

• Measures

• Sales Reviews

• Coaching And Motivation

What are the important elements I need from a sales perspective

to succeed?

From The Moment You Pursue A Sale Someone Is trying To Beat You To It…” “From The Moment You Win It Someone Is Trying To Take It From You…”

What are the common errors made when growing a small Business?

Common errors

• Assume employing a sales person will sell more than the owner!

•Treat new customers better than old ones

•Not communicate with existing and old customers

•Ask the customer why they have brought from them

•Don’t approach large customers

•Assume they have to be the best

Additional Supplier

• Good Account Intelligence

• Customer Support, Sponsor

• Good Relationships

• Ability To Respond Well and Quickly

Top tip

Feature • A feature describes the key characteristics of a product or service e.g. What it does ?

Advantage • An advantage describes how a product, or a product feature, can be used or can help the customer e.g. How its applied ?

Benefit • A benefit describes how a product feature or advantage meets an explicit need as expressed by the customer. e.g. What it does for them i.e. saves time, money etc. Unique Selling Points/Differentiators • This is a feature, advantage or benefit that only your product or service provides and this gives you an advantage over your competitors.

Top tip

• We work with….

• Who have a problem with…

• What we do is…

• So that…

• Which means that…

Your “1” Minute Intro

Thank you for your time

Jonathan Viney www.ashviney.co.uk