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Smart

Published on Nov 20, 2015

SMART Sales

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PRESENTATION OUTLINE

1.

Smart

SACO Sales 'workout'
Photo by Nina Matthews Photography
2.

People that fundamentally know their stuff, are commercially astute, tuned in to the wider industry trends and highly credible

Photo by amira_a
3.

3 Ways to get SMART

  • Connect with big picture thinking
  • Add value in every meeting
  • Bring it to life - Case studies
Photo by 713 Avenue
4.

Understand the landscape

1. Connect with big picture thinking
Photo by Always Shooting
5.

Connect the dots...

Photo by CamillaLindskoug
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Be essential

2. Add value in every meeting
Photo by mikou07kougou
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'Are meetings with salespeople valuable and live up to expectations?'

Photo by kevin dooley
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Only 39% said yes!

Photo by Rafael Peñaloza
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Of the 42 factors studied, the greatest difference between sales winners and 2nd place finishers was their propensity to educate.

Photo by Mark Brannan
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Challenge conventional thinking

Photo by andrewrennie
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Take buyers out of their comfort zone

Photo by DVIDSHUB
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The seller becomes a key component to the buyers success

Photo by lautsu
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Ask yourself...

  • What do I want them to learn?
  • What do I want them to feel?
  • What do I want them to do?
Photo by Steffen Kjær Larsen
14.

Tell stories

3. Bring it to life - Case Studies
Photo by whisperwolf
15.

The hero

is the buyer NOT the product or service
Photo by semihundido
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Listeners remember stories up to 22 times more often than facts and data!

Photo by mira_foto
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What are your clients biggest problems & aspirations?

Photo by Laurel Fan
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Case study p's structure:

  • Problem
  • Process
  • Product
  • Potential
19.

3 Ways to get SMART

  • Connect with big picture thinking
  • Add value in every meeting
  • Bring it to life - Case studies
Photo by 713 Avenue

Sam Barton

www.requisitelogic.co.uk