8 steps to successful sales

8 steps to successful sales - the prospect Determine who...

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8 steps to successful sales
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Sales Planning Do your research Make decisions based on demand Create realistic sales forecasts Document your sales processes Find the right people and develop them Market first and sell second Focus on results! Build R+R (research and revenue)
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Personal Performance Know your sales style Know your key motivators Learn to manage rejection Have a strong commitment to sales Create a sales environment Continuously develop your sales skills Learn to lead and delegate
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Account Planning Know who your best customers are Know what information you need about them Know the “solution” that meets their needs Know the value proposition that gets their attention Develop a CRM system to track all leads Keep all prospects and customers “warm”
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Call Planning Get the key person on the phone Get the value proposition across Determine how often you need to be in front of the prospect Detail and agree on the sales process with
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Unformatted text preview: the prospect Determine who else you need to get in front of Ensure that the prospect is prepared to Meetings and Proposals What templates would help gather key information Ensure all key people are involved Use an ROI calculator Schedule an agreed upon proposal presentation date Prepare a proposal that addresses all major stakeholders Presenting the Solution Make presentations focused on your audience's objective Control body language and voice Create unique openers the get attention Know what to use, how to use and when to use technology Use a powerful close for maximum impact Have a call to action (next steps) Objections and Closing Review the types of objections Create strategies to overcome each Learn how to trial close Reference objections previously solved Ask for commitment to proceed Ensure a smooth close be prepared!...
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This note was uploaded on 12/10/2011 for the course ECON 220 taught by Professor Malleck,geoff during the Winter '10 term at Waterloo.

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8 steps to successful sales - the prospect Determine who...

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