Sales Success

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Information about Sales Success

Published on July 30, 2008

Author: knowhownow

Source: slideshare.net

Description

Slides from the Sales Success webinar presented by the Australian Businesswomen's Network on 30/7/08

Finding Sales Tough? Increase your revenue and maximise your profits with great sales strategies. Sales are your business life-line. So, let us show you how to get people to buy! sponsored by: Business Success Webinar Series. Know-How Now!

Suzi Dafnis Australian Businesswomen’s Network Sales Success Webinar Sassy Sales Strategies to Improve Your Bottom-Line

Sales Success Webinar Sassy Sales Strategies to Improve Your Bottom-Line Fiona De Zotti Australian Businesswomen’s Network

Leanne Griffiths Griffin Theatre Company Sales Success Webinar Sassy Sales Strategies to Improve Your Bottom-Line

Information on how to increase your sales How to improve your sales technique Workshops and issues or challenges you have in your company right now Agenda Sales Success Webinar

Information on how to increase your sales

How to improve your sales technique

Workshops and issues or challenges you have in your company right now

New Clients - where are they and how do you get them? Revenue and Profits - what is the right balance? Pricing Structures - what works? Case Study - How a successful small business increased its client base Part One Sales Success Webinar

New Clients - where are they and how do you get them?

Revenue and Profits - what is the right balance?

Pricing Structures - what works?

Case Study - How a successful small business increased its client base

Where are they and how do you get them? Word of mouth - referrals Associations - e.g. ABN, CISPA (purchasing association) Cold call - either employ or outsource this function What are some others? New Clients Sales Success Webinar

Where are they and how do you get them?

Word of mouth - referrals

Associations - e.g. ABN, CISPA (purchasing association)

Cold call - either employ or outsource this function

What are some others?

What is the right balance? Revenue doesn’t necessarily mean you are making money To get the right balance you need to know two things: What is the COST OF SALE to your business (to provide your products or services) ? What profit do you want to make? Revenue and Profits Sales Success Webinar

What is the right balance?

Revenue doesn’t necessarily mean you are making money

To get the right balance you need to know two things:

What is the COST OF SALE to your business (to provide your products or services) ?

What profit do you want to make?

What does your company offer? How do you know how much you will make on sales? How do you calculate your cost of sale? How do you calculate your profit margin? Questions Sales Success Webinar

What does your company offer?

How do you know how much you will make on sales?

How do you calculate your cost of sale?

How do you calculate your profit margin?

What Works? Depending on the product or service you have, competitors in the marketplace and how you position yourself is what will determine your pricing. Examples of pricing structures: Revenue based Set Prices Discounts Pricing Structures Sales Success Webinar

What Works?

Depending on the product or service you have, competitors in the marketplace and how you position yourself is what will determine your pricing.

Examples of pricing structures:

Revenue based

Set Prices

Discounts

Examples? What pricing structures do you use? Sales Success Webinar

Examples?

How a small business increased its client base Travel Agency in Sydney From their business plan created sales target for the next 12 months (revenue AND profits) Discussed different option on how to achieve this Implemented solution and KPIs to measure and monitor success. Case Study Sales Success Webinar

How a small business increased its client base

Travel Agency in Sydney

From their business plan created sales target for the next 12 months (revenue AND profits)

Discussed different option on how to achieve this

Implemented solution and KPIs to measure and monitor success.

No longer ‘sales at all costs’ Get smart about where you spend your time and effort Part Two - Innovative Sales Techniques Sales Success Webinar

No longer ‘sales at all costs’

Get smart about where you spend your time and effort

Questioning techniques Don’t have a predetermined product or service in mind that you want to sell them Ask lots of questions and ‘dig deeper’ with questioning to uncover the clients needs Innovative Sales Technique 1 Sales Success Webinar

Questioning techniques

Don’t have a predetermined product or service in mind that you want to sell them

Ask lots of questions and ‘dig deeper’ with questioning to uncover the clients needs

Killer questions What… How… Explain to me… Give me an example of… I’d like to understand more about when you said… or… What exactly did you mean by… Innovative Sales Technique 2 Sales Success Webinar

Killer questions

What…

How…

Explain to me…

Give me an example of…

I’d like to understand more about when you said… or…

What exactly did you mean by…

Customers buying decision is based on 30% rational thoughts and 70% emotional thoughts Find out what the emotional factors are with your questions to uncover what the emotional needs of the client are You’ll be more likely to win new business this way Innovative Sales Technique 3 Sales Success Webinar

Customers buying decision is based on 30% rational thoughts and 70% emotional thoughts

Find out what the emotional factors are with your questions to uncover what the emotional needs of the client are

You’ll be more likely to win new business this way

What issues or challenges do you have within your business to do with sales? Give us an example Part Three – Workshop Sales Success Webinar

What issues or challenges do you have within your business to do with sales?

Give us an example

Issues / Challenges Solutions? Issues and Challenges Sales Success Webinar

Issues / Challenges

Solutions?

Question Time Sales Success Webinar

Know-How Now! Business Success Webinar Series. How to be an Online Marketing Superstar Success strategies for super web marketing. National – 6 August 2008 sponsored by:

Belonging has Benefits Pay-as-you-go membership is just $20 a month

MentorNet Grow Your Business with the Help of a Mentor. Imagine the success your business could achieve with the help of a Mentor. Hurry! The next MentorNet program starts on 23 September .

Join the The Know-How Now! Community Start a discussion Participate Network What’s Next? Know-How Now! the Online Community Thank you!

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