SALES 101

SALES 101

• 1. Slide1 BARIŞ SİNÇ Negotiation Evangelist INSPIRATIONAL SUGGESTIONS FROM ACQUIRED EXPERIENCES SALES 101 COLLECTION
• 2. Slide2 SALES 101 Introduction This «Sales101» presentation has been especially prepared for sales people. BOOST SALES COLLECTION | INSPIRATIONAL SUGGESTIONS FROM ACQUIRED EXPERIENCES | BARIŞ SİNÇ While the contents of this presentation produced to help to sell the products and services, there are nevertheless tips & tricks which we believed will be of benefits to you in overall of your sales processes. Booster will show you some tips during your presentation experience!
• 3. Slide21 SALES 101 BOOST SALES COLLECTION | INSPIRATIONAL SUGGESTIONS FROM ACQUIRED EXPERIENCES | BARIŞ SİNÇ Big Picture Products & Services Target Group Decision Maker Personnas Forecasting Pricing Model Tasks Sales Processes First of all, seeing the big picture will guide you to get your way out.
• 4. Slide24 SALES 101 BOOST SALES COLLECTION | INSPIRATIONAL SUGGESTIONS FROM ACQUIRED EXPERIENCES | BARIŞ SİNÇ Booster Tip Everything starts with a laborious research! Define your target group & learn details about them: Companies: size, sectors, geographical situations, budgets, needs, buying times Decision Makers: Age range, updated needs, fears, social habbits, personnas
• 5. Slide22 SALES 101 BOOST SALES COLLECTION | INSPIRATIONAL SUGGESTIONS FROM ACQUIRED EXPERIENCES | BARIŞ SİNÇ Booster Tip Another important step is to learn your: Products & Services Strongs, weaknesses, opportunities, threats, differences, specs, requirements, pricing, competition, market data, potential cash-cows, testimonials... What can you solve with your products & services for decision makers?
• 6. Slide23 SALES 101 BOOST SALES COLLECTION | INSPIRATIONAL SUGGESTIONS FROM ACQUIRED EXPERIENCES | BARIŞ SİNÇ Forecasting After you; saw your big picture, know about your target group and have the details about your products & services... Let’s start your Sales Forecasting!
• 7. Slide25 SALES 101 BOOST SALES COLLECTION | INSPIRATIONAL SUGGESTIONS FROM ACQUIRED EXPERIENCES | BARIŞ SİNÇ What is Sales Forecasting? It’s to plan, create and plot the sales strategy to reach the targets based on the company's main strategy. Good sales forecasting keep alive!
• 8. Slide26 SALES 101 BOOST SALES COLLECTION | INSPIRATIONAL SUGGESTIONS FROM ACQUIRED EXPERIENCES | BARIŞ SİNÇ Macro Sales Forecasting Products & Services Target Group Decision Maker Personnas Forecasting Pricing Model Tasks Sales Processes Proposal Backlog Invoice Revenue A sales plan that is compatible with the company's major strategy can be executed in two main parts: •The Macro Forecasting •The Micro Forecasting The Macro Sales Forecasting; can walk through the company's annual contracts, the products it wants to highlight, the products and services it can sell easily, and the decision times and habits of the buyers. If there is a macro plan, contract renewals coming from previous years and possible cancellations are also affected.
• 9. Slide27 SALES 101 BOOST SALES COLLECTION | INSPIRATIONAL SUGGESTIONS FROM ACQUIRED EXPERIENCES | BARIŞ SİNÇ Micro Sales Forecasting The Micro Sales Forecasting is; a plan made for teams and individuals to take advantage of themselves, depending on the macro plan. In order to reach the goals, the fields, sectors, products are analyzed, past sales are examined, integration with marketing is important and also know-how about bid multiplier coefficient, average bid totals. Through the integration of marketing and sales activities, teams and people are provided access to target groups. Sectors Target Group Marketing Meetings Renewals Proposal Backlog Invoice Revenue Av. Bid Total bid multiplier coefficient
• 10. Slide28 SALES 101 BOOST SALES COLLECTION | INSPIRATIONAL SUGGESTIONS FROM ACQUIRED EXPERIENCES | BARIŞ SİNÇ Sales Processes
• 11. Slide29 SALES 101 BOOST SALES COLLECTION | INSPIRATIONAL SUGGESTIONS FROM ACQUIRED EXPERIENCES | BARIŞ SİNÇ Booster Tip Belong to your Micro Sales Forecast; •Organize your lead database •Access them about your new products, new services, specs, news •Add a «meeting request» to the end of your message
• 12. Slide30 SALES 101 BOOST SALES COLLECTION | INSPIRATIONAL SUGGESTIONS FROM ACQUIRED EXPERIENCES | BARIŞ SİNÇ Sales Processes As a salesperson, you have to access your clients, either current or potential they are. •Plan your weekly meetings •Prepare your documents, materials, demonstration kit •Research about company before meeting •Research about meeting attendees before meeting
• 13. Slide39 SALES 101 BOOST SALES COLLECTION | INSPIRATIONAL SUGGESTIONS FROM ACQUIRED EXPERIENCES | BARIŞ SİNÇ Sales Processes As a salesperson, you have to access your clients, either current or potential they are. •Prepare your story for meeting •Have your notes about your proposal to send them •Send your proposal asap •Control their feedback about proposal •Have your new backlog!
• 14. Slide40 SALES 101 BOOST SALES COLLECTION | INSPIRATIONAL SUGGESTIONS FROM ACQUIRED EXPERIENCES | BARIŞ SİNÇ Sales Meeting Now you are together with your current/potential clients. •Set dress-code according to the client •Be there on time •Let them manage, ask them where they want to start
• 15. Slide31 SALES 101 BOOST SALES COLLECTION | INSPIRATIONAL SUGGESTIONS FROM ACQUIRED EXPERIENCES | BARIŞ SİNÇ Sales Meeting Now you are together with your current/potential clients. •Be a good listener, never forget that your proposal’s details are hidden in their words •Present your solutions, show your differences, become a stakeholder •Try to get information about the evaluation process, the time of the proposal, briefly talk about the content of the proposal that you will send them.
• 16. Slide41 BARIŞ SİNÇ Negotiation Evangelist ALMOST DONE! FOLLOW UP MY «BOOST SALES COLLECTION» COLLECTION