O slideshow foi denunciado.
Utilizamos seu perfil e dados de atividades no LinkedIn para personalizar e exibir anúncios mais relevantes. Altere suas preferências de anúncios quando desejar.

Sales & Sales Coaching for Small Business

three things this little chat in a nutshell will do for you:

Differentiate between Marketing & Sales
Employ a Sales Process for your Business
Know how to Develop Salespersons

  • Entre para ver os comentários

Sales & Sales Coaching for Small Business

  1. 1. Growth through Sales & Sales Coaching forSMEs by Raju Mandhyan
  2. 2. Not giving enoughcredence to marketing & sales for a small business is like not giving enough credence to exhaling & inhaling for a human being. You die quickly and surely. . Raju Mandhyan LEAD MORE Development by RAJU MANDHYAN 9/7/2014 2
  3. 3. Objectives 1.Differentiate between Marketing & Sales 2.Create a Simple Marketing Plan 3.Employ a Sales Process for your Business 4.Know how to Develop Salespersons 5.Align Business to Increase Revenues LEAD MORE Development by RAJU MANDHYAN 9/7/2014 3
  4. 4. Content 1.Importance of Sales & Marketing for SMEs 2.Pre-Marketing & Sales Needs 3.Economical Marketing Strategies for SMEs 4.Subtle Selling Skills for SMEs (Value Creating, Consultative Selling) 5.Coaching Others to Sell Well & Grow LEAD MORE Development by RAJU MANDHYAN9/7/2014 4
  5. 5. First, the Importance of Sales & Marketing for SMEs 9/7/2014 LEAD MORE Development by RAJU MANDHYAN 5 Fills the Chasm
  6. 6. Second, the Difference between Sales & Marketing Marketing Sales Competency Required Positioning Knowledge Knowhow & Process Strategic Thinking Style Tactical & Agile Brand Building People Skills Value Creating 9/7/2014 LEAD MORE Development by RAJU MANDHYAN 6 “marketing is everything you do to reach, educate and allure prospects. sales is the process you follow to provide fill the need and close the deal.” Raju Mandhyan
  7. 7. Relevance of Marketing & Sales for Transactional Sales vsConsultative Sales •More effort on Awareness Building, Alluring and Retaining the customers through Marketing for Transactional Sales •More effort on Educating, Empowering and Enabling the Salesperson for Consultative, Dynamic, big ticket sales. 9/7/2014LEAD MORE Development by RAJU MANDHYAN 7
  8. 8. Pre-Marketing & Sales Needs •1. Market Knowledge & Target Market •2. Product Uniqueness & Knowhow •3. Collaterals and Sales Tools •Check 30 Minutes Video: http://goo.gl/iUKg7F 9/7/2014 LEAD MORE Development by RAJU MANDHYAN 8
  9. 9. Quick & Economical Marketing Strategies for SMEs 1.Internet + Social Media, if you need a larger reach. 2.Database & Ethical Listings, if your goal is rifled marketing 3.Attend or Create Events to Network with Prospects 4.Partner with Organizations or Associations 5.Find & Pirate Right Talent 9/7/2014 LEAD MORE Development by RAJU MANDHYAN 9
  10. 10. Subtle Selling Skills for SMEs (Value Creating, Consultative Selling) •Research & Prepare Diligently •Know Yourself, Know Customer, Know Customer Business Model, Know Industry, Know Market. •Listen, Observe, Ask, Engage, Influence •Focus on providing solutions, creating value, sustaining relationships. •Make Ethics and Win-Win your Guiding Light 9/7/2014LEAD MORE Development by RAJU MANDHYAN10
  11. 11. "I think the biggest mistake that salespeople make today is that they try to pretend they’re not salespeople.“ --Irreverent Sales Girl, Speaker, Sales Expert 9/7/2014LEAD MORE Development by RAJU MANDHYAN 11
  12. 12. The HeART of the Close : http://goo.gl/p34Uvd 9/7/2014 LEAD MORE Development by RAJU MANDHYAN12
  13. 13. Coaching Others to Sell Well & Grow •Remember Coaching is not Teaching, Not Training, Not Mentoring. •Being Owner & Coach at the Same Time –You need to Recruit Right. –You need to Trust & Empower –You need to Enable 9/7/2014LEAD MORE Development by RAJU MANDHYAN13
  14. 14. 9/7/2014LEAD MORE Development by RAJU MANDHYAN 14
  15. 15. A Little Coaching Demonstration (Ten Minutes) •Need a Volunteer –Others OBSERVE, LISTEN & SENSE closely. –Take Notes. Share Observations. Inquire for more. •Every GOOD question gets Applause. •Every GREAT question gets a Free Book! 9/7/2014 LEAD MORE Development by RAJU MANDHYAN 15
  16. 16. “ Begin doing what you want to do now. We are not living in eternity. We have only this moment, sparkling like a star in our hand –and melting like a snowflake.” –Marie BeyonRay 9/7/2014LEAD MORE Development by RAJU MANDHYAN 16 Check Power of Intention Video: http://goo.gl/XrXQsl
  17. 17. Your G.I.V.E. Facilitator9/7/2014LEAD MORE Development by RAJU MANDHYAN17

×