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Team Selling Power Point Dec2008

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Practical Sales Tools to help you gear up your sales efforts in advance of the econolic recovery

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Team Selling Cincinnati Chamber of Commerce Sales & Marketing Luncheon Series December 4, 2008 Bruce Gerken
Primary Goals ,[object Object],[object Object]
What is a qualified lead? ,[object Object],[object Object],[object Object],[object Object],[object Object]
Just Make the Call ,[object Object],[object Object],[object Object]
Web 2.0 is a lot of Hype ,[object Object],[object Object],[object Object]
Team Selling is more Productive “ Old School” “ New School” Telemarketing Traditional Inside Sales Team Selling – Inside Specialist ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Plan for your Success ,[object Object],[object Object],[object Object],[object Object]
Plan for your Success Preferred Prospect Program ,[object Object],[object Object],[object Object]
Why plan your sales call? ,[object Object]
Do Your Homework Pre-Call Prospect Research ,[object Object],[object Object]
Do Your Homework More Value through a Balanced Approach ,[object Object],[object Object],[object Object],[object Object]
Team Selling Toolkit ,[object Object],[object Object],[object Object],[object Object],[object Object]
The Value Statement ,[object Object]
Tailor Value Statements to each specific target audience Buyer Business Decisions Based On Time Orientation Common Motivator Operations Price / Performance Today Survival Management Return on Investment 3 months to 1 year Advancement Executive Shareholder Value 1 to 3 years Posterity
Team Selling Toolkit Customer Success Stories ,[object Object],[object Object],[object Object]
Team Selling Toolkit High Value Questions Here is what we are seeing … Which we believe will have the following impact … What are your thoughts?
When selling - Don’t “wing it” ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Plan and Execute Calls Listening Skills ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Team Selling ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

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Team Selling Power Point Dec2008

  • 1. Team Selling Cincinnati Chamber of Commerce Sales & Marketing Luncheon Series December 4, 2008 Bruce Gerken
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  • 14. Tailor Value Statements to each specific target audience Buyer Business Decisions Based On Time Orientation Common Motivator Operations Price / Performance Today Survival Management Return on Investment 3 months to 1 year Advancement Executive Shareholder Value 1 to 3 years Posterity
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  • 16. Team Selling Toolkit High Value Questions Here is what we are seeing … Which we believe will have the following impact … What are your thoughts?
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