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Sales 101 - Version 1

Mike Macioci, CRPC速
Mike Macioci, CRPC速

Charts for Sales 101 session I did on behalf of SCORE. SCORE is a 501 nonprofit that provides free business mentoring services to small business owners .

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Sales 101 Dec 19, 2018 Mike Macioci
Who Am I? 35 Years of Sales experience 1000 + Coaching Sessions CRPC Designation Advanced Sales Coaching - Foundations Digital Learning Transformation Masters, Human Resource Management Score Volunteer
Why am I here? Review basic sales principles Share best practices of highly successful sellers Inspire you to learn more about the science of sales
WHAT IS SALES? SALES/SELLING IS THE PROCESS OF CONVINCING A PROSPECTIVE BUYER THAT YOUR PRODUCT OR SERVICE FULFILLS A PERCEIVED NEED OR A WANT
Marketing BROAD RANGE OF ACTIVITIES GENERATE DEMAND LONGER TERM PERSPECTIVE BRAND IMAGE ONE ON MANY INDIRECT INTERACTION
TYPES OF SALES Types of Sales B 2 B - Business to Business B 2 C Business to Consumer B 2 I Business to Influencer All Enabled by: Internet Telesales Face to Face
How has Sales Been Transformed? 75% of US Buyers research products and services 50 % of B2B buyers begin the buying process by conducting informal research focused on business challenges Buyers are 66% to 90% through their buying journey before they reach out to a vendor More Buyers are millennials Information Overload More Buyers involved and Buying Process is more complex Customers more vocal/social
BUYERS JOURNEY Step 1 Realization that a need or want exists Step 2 Research Step 3 Option Identification Step 4 Assess Evidence Step 5 Compare Alternatives Step 6 Make Decision Step 7 Review decision and outcome
What Sales is not about YOU Talking Making claims Focusing on what you have to sell Being manipulative
WHAT IS SALES ABOUT Having a mutually beneficial conversation Adding Value by solving customer problems/meeting challenges etc Relationship Building
Decision Making Roles Gatekeepers Influencers Decision Maker Blocker Reviewers
Qualifying Opportunities Resources Authority Needs Timeline Decision Criteria Decision Process
7 Cs of Sales Communication Clear Concise Compelling Correct Courteous Confident Creative
WHAT SALES ABILITIES ARE ESSENTIAL Trustworthiness Confidence Empathy Active Listening Concise communication and language appropriate for the audience Strong Questioning Skills
VALUE PROPOSITION Relevant Quantified and specific benefit Unique differentiation promise of value to be delivered and a belief from the customer that value will be delivered and experienced
How to Create A Value Proposition Who is your target customer? What is the positive outcome that a customer can expect to achieve? What makes whatever you are selling unique and different from other customer options?
ACTIVE LISTENING Attentiveness (Undivided Attention) Acknowledge what they are saying (verbally and body language) Show engagement (verbally and body language) Test your understanding (question) Provide Feedback (summarize) Defer Judgment (dont jump to conclusions) Respond Appropriately (relevant)
Sales 101 - Version 1
MAKING STORIES MEMORABLE STRONG IMAGERY DEADLINES ABNORMALITY RISK
STORYTELLING ELEMENTS Disruptive Event - Causes action Hero - Achieving something Action - Obstacle Outcome - Clear
THE POWER OF THE ? Questions don't just get you information. They can be used to: Inform Clarify Express interest/empathy Make a point Influence conversation Validate
Closed Ended Questions Generates a limited amount of responses Example: Yes/No , More/Less Specific **** Be aware that you don't turn your closed- ended questions into a leading question. Open Ended Questions Generates a wide range of responses Open questions deliberately seek longer answers Understand how your respondent thinks Ask without knowing the answer (unlike closed- ended questions, where all possible options are given) Will give you opinions and feelings, adding value to the answer
Think like a news reporter
Embrace Objections! 1. Seek first to Understand 2. Clarify 3. Validate 4. Address 5. Confirm
Know your audience (Millennial Example) Early adopters of new technologies Bite size information Social and Vocal Ease, immediacy and convenience Community-focused and socially interested Responsive to sellers who are authentic, relatable, and easy to reach
Negotiating What is important to customer What is important to seller What tradeables exist What Standards exist Best alternatives Commitment
Negotiating Best Practices Goal: a mutually beneficial agreement Determine the clients positions and underlying interests before trading Then trade effectively by: Making conditional propositions: If I would offer you X; would you be willing to give me Y Package tradeables together
Takeaways Pick One Best Practice to focus on Engage your Score mentors as appropriate My Contact Info Linkedin: https://www.linkedin.com/in/mikemacioci Twitter: @mikemacioci Download Charts at : /mmacioci

More Related Content

Sales 101 - Version 1

  • 1. Sales 101 Dec 19, 2018 Mike Macioci
  • 2. Who Am I? 35 Years of Sales experience 1000 + Coaching Sessions CRPC Designation Advanced Sales Coaching - Foundations Digital Learning Transformation Masters, Human Resource Management Score Volunteer
  • 3. Why am I here? Review basic sales principles Share best practices of highly successful sellers Inspire you to learn more about the science of sales
  • 4. WHAT IS SALES? SALES/SELLING IS THE PROCESS OF CONVINCING A PROSPECTIVE BUYER THAT YOUR PRODUCT OR SERVICE FULFILLS A PERCEIVED NEED OR A WANT
  • 5. Marketing BROAD RANGE OF ACTIVITIES GENERATE DEMAND LONGER TERM PERSPECTIVE BRAND IMAGE ONE ON MANY INDIRECT INTERACTION
  • 6. TYPES OF SALES Types of Sales B 2 B - Business to Business B 2 C Business to Consumer B 2 I Business to Influencer All Enabled by: Internet Telesales Face to Face
  • 7. How has Sales Been Transformed? 75% of US Buyers research products and services 50 % of B2B buyers begin the buying process by conducting informal research focused on business challenges Buyers are 66% to 90% through their buying journey before they reach out to a vendor More Buyers are millennials Information Overload More Buyers involved and Buying Process is more complex Customers more vocal/social
  • 8. BUYERS JOURNEY Step 1 Realization that a need or want exists Step 2 Research Step 3 Option Identification Step 4 Assess Evidence Step 5 Compare Alternatives Step 6 Make Decision Step 7 Review decision and outcome
  • 9. What Sales is not about YOU Talking Making claims Focusing on what you have to sell Being manipulative
  • 10. WHAT IS SALES ABOUT Having a mutually beneficial conversation Adding Value by solving customer problems/meeting challenges etc Relationship Building
  • 12. Qualifying Opportunities Resources Authority Needs Timeline Decision Criteria Decision Process
  • 13. 7 Cs of Sales Communication Clear Concise Compelling Correct Courteous Confident Creative
  • 14. WHAT SALES ABILITIES ARE ESSENTIAL Trustworthiness Confidence Empathy Active Listening Concise communication and language appropriate for the audience Strong Questioning Skills
  • 15. VALUE PROPOSITION Relevant Quantified and specific benefit Unique differentiation promise of value to be delivered and a belief from the customer that value will be delivered and experienced
  • 16. How to Create A Value Proposition Who is your target customer? What is the positive outcome that a customer can expect to achieve? What makes whatever you are selling unique and different from other customer options?
  • 17. ACTIVE LISTENING Attentiveness (Undivided Attention) Acknowledge what they are saying (verbally and body language) Show engagement (verbally and body language) Test your understanding (question) Provide Feedback (summarize) Defer Judgment (dont jump to conclusions) Respond Appropriately (relevant)
  • 20. STORYTELLING ELEMENTS Disruptive Event - Causes action Hero - Achieving something Action - Obstacle Outcome - Clear
  • 21. THE POWER OF THE ? Questions don't just get you information. They can be used to: Inform Clarify Express interest/empathy Make a point Influence conversation Validate
  • 22. Closed Ended Questions Generates a limited amount of responses Example: Yes/No , More/Less Specific **** Be aware that you don't turn your closed- ended questions into a leading question. Open Ended Questions Generates a wide range of responses Open questions deliberately seek longer answers Understand how your respondent thinks Ask without knowing the answer (unlike closed- ended questions, where all possible options are given) Will give you opinions and feelings, adding value to the answer
  • 24. Embrace Objections! 1. Seek first to Understand 2. Clarify 3. Validate 4. Address 5. Confirm
  • 25. Know your audience (Millennial Example) Early adopters of new technologies Bite size information Social and Vocal Ease, immediacy and convenience Community-focused and socially interested Responsive to sellers who are authentic, relatable, and easy to reach
  • 26. Negotiating What is important to customer What is important to seller What tradeables exist What Standards exist Best alternatives Commitment
  • 27. Negotiating Best Practices Goal: a mutually beneficial agreement Determine the clients positions and underlying interests before trading Then trade effectively by: Making conditional propositions: If I would offer you X; would you be willing to give me Y Package tradeables together
  • 28. Takeaways Pick One Best Practice to focus on Engage your Score mentors as appropriate My Contact Info Linkedin: https://www.linkedin.com/in/mikemacioci Twitter: @mikemacioci Download Charts at : /mmacioci