285B Week 8 Lecture 2

285B Week 8 Lecture 2 - Click to edit Master subtitle style...

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Unformatted text preview: Click to edit Master subtitle style ENG 185B/285B New Venture Creation: Entrepreneurship Growth and Exit Strategies ENGR185B/285B Leadership ENGR185B/285B Leadership 22 Todays Roadmap Assignment 11 Due Complete Sales Discussion The Exit ENGR185B/285B 6 Sales and Marketing ENGR185B/285B 6 Sales and Marketing Seven Steps for Successful Selling 1. Establish Rapport 2. Understand Need 3. Reaffirm Need 4. Sell The Company 5. Fulfill The Need 6. Close 7. Cement The Sale ENGR185B/285B 6 Sales and Marketing ENGR185B/285B 6 Sales and Marketing Step 1: Establish Rapport Bro-up before formal start of meeting Introduce yourself (as necessary) Know your audience Ask them what they want to get out of the meeting Find out how much time they can allot to you QU: How do you know if you have broed-up? ANS: When customer starts ragging on their organization Sharing dirty laundry is an excellent buying sign look for it ENGR185B/285B 6 Sales and Marketing ENGR185B/285B 6 Sales and Marketing Step 2: Understand The Customer Need 2/18 Rule Ask an open-ended question Then sit back, smile, take notes and LISTEN... ENGR185B/285B 6 Sales and Marketing ENGR185B/285B 6 Sales and Marketing Step 3: Reaffirm The Customer Need Ask more specific open-ended questions Then sit back, smile, take notes and LISTEN... Attempt to identify roadblocks not sitting at the table Do not try to overcome objections - yet ENGR185B/285B 6 Sales and Marketing ENGR185B/285B 6 Sales and Marketing Step 4: Sell Your Company History Customers Size Future plans Stability People ENGR185B/285B 6 Sales and Marketing ENGR185B/285B 6 Sales and Marketing Step 5: Fulfill The Need Time to pull out the PowerPoint Demonstrate how your company can fill their needs Describe benefits Assess reaction ENGR185B/285B 6 Sales and Marketing...
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This note was uploaded on 05/02/2010 for the course ENGR 185b taught by Professor Staff during the Fall '08 term at UCSB.

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285B Week 8 Lecture 2 - Click to edit Master subtitle style...

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