Sales flow i gip
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SALES FLOW
Objectives
Present all the sales process flow;
Quick tips in sales steps;
Sellers with a holistic view of sales.
SALES FLOWstep by step
ANALYSIS
BEFORESALES
SALESAFTERSALES
SALES FLOWstep by step
ANALYSIS
1. SEGMENTATION• Evaluation of local market• Recognition of groups• CRM
2. TARGETING• Analyses of groups and local needs• Define focus• Define products
BEFORE
SALESSALES FLOW
step by step
1. RESEARCH – you need to know...
• Size of the company;• Values and mission;• Main partners;• Main activities.
AT LEAST!
BEFORE
SALESSALES FLOW
step by step
Where am I going to look for this information?
BEFORE
SALESSALES FLOW
step by step
BEFORE
SALESSALES FLOW
step by step
2. THE APPROACH• Telefone call;• Network events;• Visits; • E-mail
Remember that the objective of the PHONE CALL is to schedule a meeting!
BEFORE
SALESSALES FLOW
step by step
BEFORE
SALESSALES FLOW
step by step
1. Present yourserlf (name and role)2. Be objective and polite3. Concentre!4. Write important things
BEFORE
SALESSALES FLOW
step by step
1. Don’t say that you are a“new member”
2. Don’t use internal acronyms3. Don’t come across as nervous.
SALES SALES FLOWstep by step
1. PREPARING AND PLANNING• Call the company one day before
the meeting in order to confirm.
• Live the meeting, mentally!-Identify the possible needs and doubts;- Make sure you know all the extra information.
• Don’t forget to check: sales material, digital presentation and business card .
SALES SALES FLOWstep by step
Key things for the
first meeting!
Know-how of the product
Dominate the
situation
Understand
client’s context
In the meeting...
Be positive and assertive
Don’t be late!
Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eye contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you don’t know Cross
your arms
Speak too loud
Look at your
watch
Say the essenti
al
Criticize
Disagree
Closing the meeting...
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documents
Negotiate
NEVERget out without setting next steps!
Define a clear deadline for answers
ABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
SALES FLOWstep by step
New accou
nt
Sign the contract
Prepare the
documents for visa
Job descripti
onMatchi
ng proces
s
AFTER SALES
Objectives
• Present all the sales process flow;
• Quick tips in sales steps;
• Sellers with a holistic view of sales.