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(LSJ) Good Sales Practices * näin parannat myyntiä

Risto Anton

Good Sales Practices

Gather Information

  • Browse and analyze potential client's company website. How the site has been built, how company tells about their story, offerings, productization and content. Brief analysis of a company website takes only 30 minutes.
  • Investigate how company is using interactive dialog with the Sales vs. Customer. Is there Online Presence?

  • Find and analyze company pages, eCommerce pages and company presentations in LinkedIn, Facebook, Instagram, Pinterest, Slidehare, YouTube and Twitter. Get a good understanding what the company is proud of. Use LinkedIn profiles to learn backgrounds of people you are about to prospect, lead, contact and meet f2f, negotiate with and finally close sales.

  • Create Master Data for the Lead. Use SWOT Analysis to identify Strenghts, Weaknesses, Opportunities, and Threads from the competitor.

  • Learn prospect company's general business mission and vision and analyze those against Your Positioning.
  • Investigate their business setup, like people, partners, owners, Marketing-Mix 7P, etc.
  • Connect to top people to learn more.

Create Sales Pitch

  • Find story from the Customer's World - Why this is important to me? (customer view).
  • Identify opportunities how you could help the client.
  • Write these ideas to your sales presentation.
  • Make Customer Storyboard and Storytelling as the Basis to your product sales.
  • Even if the ideas do not immediately resonate with the people you meet, they will get an impression that you have invested time to think their business.
  • Bigger the client opportunity, more you need to invest time to presales investigation. Listen, Read, do Market Research, use Business Intelligence, setup a Big Data & Streaming Analytics pipeline.
  • Personalize sales pitch so that is differs to various contact groups. Develop variations of Your sales pitch to several contact groups differentiated by fe.
  • his/her whole career vs. versatile industry experience,tech. savvy vs. commercial savvy (or having both),
  • international vs. domestic career,
  • one function vs. multiple functional competences,
  • Personal Character Features

Meeting the client

  • Ask the client if they want to give their presentation first that will tell about their business and potentially achievements and pain points they are facing around the topic area you are selling. Once you have heard how client tells about their business it is easier to adjust your own presentation to make it resonate with the client. Listen and learn. Do not push your own message.

Develop Your Products All-Time - Digital Design 24/7

  • Keep Your products simple, so you can quickly pivot those products that do not sell in 3 months.
  • Keep Your product catalog such that you can manage it with ease. Keep Your products available in eCommerce Store.
  • Keep Your Marketing-Mix 7P alive and updated.
  • Do not sell 'tailored' or 'projects'. Customers love well defined products.
  • (Origins of this English Entry was in LinkedIn Sales Group, updated and all-round rewritten).

Näin Parannat Myyntiä

  1. Kehitä valikoimaa koko ajan.
  2. Selvitä, mitä asiakas haluaa.
  3. Hio tuotteita loppuun asti.
  4. Vie tuote kaikkialle, missä asiakas käy.
  5. Kansainvälisty, vaikka jäisit Suomeen. Maailmalta tulee kilpailijoita tänne.
  6. Ole ahkera. Ei riitä, että tekee paljon töitä. Pitää tehdä älyttömän paljon töitä.
  7. Oivalla jotakin ostajan elämästä. Tee oivalluksesta tarinasi. Esimerkkinä Happy Socks. Miksi miehille ei ole värikkäitä sukkia?
  8. Kehitä tuotettasi tarinan pohjalta.
  9. Kun kerrot tarinan, kerrot ostajasta. "Why". Älä kehu tuotetta.
  10. Kuuntele laajaa joukkoa kun testaat ja kehität tuotetta.
  11. Älä liitä liian monta ominaisuutta "Pivot"
  12. Kaikkia asiakkaita ei voi miellyttää
  13. Levitä hyvää fiilistä! Jos olet innostunut tuotteestasi, tartuta tunne työkavereihisi, pomoosi ja asiakkaisiisi.
  14. Valitse työkavereiksi tyyppejä, joilla on erilaiset tausta ja joiden kanssa viihdyt,
  15. Muista bisnestutuista yksityiskohtia, kuten lemmikin nimi. Kun tapaatte, kysy miten koira voi?
  16. Nouse nopeasti ylös jos epäonnistut. Älä jää vellomaan asiaa.

Näin Parannat myyntiä pointsit Marina Vahtola, Erkki Izarra, Jaakko Aspara, Juhani Siren (HS 4.7.2015).

Compilation by Risto Päärni

How to Present: Share Ideas That Inspire Action

Simon Sinek, Optimist and Author

http://skl.sh/1VkU7XX