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Semelhante a 5 step sales process
Semelhante a 5 step sales process (20)
5 step sales process
- 1. The five-step sales process Digital Marketing Services
- 2. The five-step sales process EVALUATE NEEDS PLAN AND PREPARE BUILD THE SOLUTION FOLLOW THROUGH PRESENT AND CLOSE Digital Marketing Services
- 3. Evaluate needs Digital Marketing Services
- 4. Learning objectives Make digital marketing services part of the sales process: • Based on information found in plan and prepare, build trust and rapport by creating specific questions to ask during the evaluate needs (smart questions). • Ask methodical questions and find out the current state versus the desired state of the business in each (4 key areas and current versus desired). • Once you finish your evaluate needs, summarize with the client and establish next steps (recap key findings and close for a follow up appointment). Digital Marketing Services
- 5. Build trust and rapport • Start by connecting the information that got you there in the first place (tie back to your smart statement). • Connect with information you may have in common. • Be confident and establish credibility. - Do not tell, show. Share ideas, best practices, trends you have seen with other businesses. - Refer to findings from your due diligence. - Leverage your local media organization and its role in the community. • The key: is engaging them with issues and questions about THEIR business. Digital Marketing Services
- 6. Utilize smart questions 1. Break into your groups 2. Assume you have set an appointment with each of the accounts on your target list. 3. Use what you learned about their business, their industry (maybe it was even in your smart statement) and prepare specific smart questions for each appointment. 4. How will the questions vary from the existing client versus the new client Digital Marketing Services
- 7. Uncover current versus desired What is it now? Current State Quantify the GAP! Desired State What would you like it to be? Digital Marketing Services
- 8. Ask methodical questions Products and services Customers 1 2 4 3 Competition Marketing Strategy Digital Marketing Services
- 9. Ask methodical questions: products and services • Learn about all products/services • Identify competitive differentiators, average sale values • Which products they rely on for growth and which have the healthiest profits • Do there products and services differ from online to offline, do some sell better in one area versus the other • Is pricing the same online versus offline or are there special prices for one or the other Digital Marketing Services
- 10. Ask methodical questions: customers Find out about the clients’ customers Who are they? Where do they live? Which are the best? Do they differ online to offline? How old? Are they loyal? How do they contact you? What are they worth? How many? What are their behaviors? Digital Marketing Services
- 11. Ask methodical questions: marketing Strategy • Leverage what has worked and why • Learning lessons from what has not worked • What is their digital strategy (dig deep) • What is their goal in marketing • What do they like best Digital Marketing Services
- 12. Ask methodical questions: competition • Top competitors – does it vary by products and services? • Do they know who their online competitors are? • Identify their competitive distinction • Uncover their market position and desires • Use information from your due diligence in their category: – Show competitors ads/ website – Use print outs showing online placement Digital Marketing Services
- 13. Capabilities (optional) • Brief, high-level overview of your offerings • This is not a time to showcase everything you have to offer • Highlight things items that may be relevant without going into the detail • Do not discuss prices • Get a feel for which solutions they gravitate to and remember that as you move into your summary and build the solution Digital Marketing Services
- 14. Summarize with next steps • Pull relevant information from your meeting • Hit on passionate topics • Establish the goal of the next appointment • Ensure all involved in decision-making process will be there • Assume the close for next appointment • Walk away with a set time and day for the present and close Digital Marketing Services
- 15. Questions? Digital Marketing Services
Notas do Editor
- Pass out worksheet. They can write down questions they hear from the group as they go along. But either way we may already know a lot about our customers and still have a lot to find out. Make sure that we are clustering your questions in a strategic way to uncover information in 4 key categories. By grouping your questions in these specific core areas, you are able to get a clear picture of the business, understand exactly what the customer is trying to achieve and most importantly, tie your solution back to the advertiser’s needs.
- Remember to engage audience. Ask for example questions as you go along. Challenge them to the “why” behind the question as well as taking it from current to desired or vice versa.
- Remember to engage audience. Ask for example questions as you go along. Challenge them to the “why” behind the question as well as taking it from current to desired or vice versa.
- Remember to engage audience. Ask for example questions as you go along. Challenge them to the “why” behind the question as well as taking it from current to desired or vice versa.
- Remember to engage audience. Ask for example questions as you go along. Challenge them to the “why” behind the question as well as taking it from current to desired or vice versa.