10 Strategic Elements

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10 Strategic Elements

  1. 1. The 10 Essential Brand Strategies for Sales Success UNMATCHED Denise Patrick Phil Morabito
  2. 3. #1- Get a System <ul><li>Make it simple: </li></ul><ul><li>Find your customers </li></ul><ul><li>Prepare to talk to them </li></ul><ul><li>Show them your brand </li></ul><ul><li>Help them buy </li></ul><ul><li>Make sure they use your product or service and EXPERIENCE YOUR BRAND! </li></ul>
  3. 4. #2 – Understand Your Customer <ul><li>How do they think? </li></ul><ul><li>What triggers their buying decision? </li></ul><ul><li>Who influences them? </li></ul><ul><li>Entrepreneur or big department? </li></ul>
  4. 5. #3 – Be Clear Who They Are <ul><li>List the names </li></ul><ul><li>Keep it simple </li></ul><ul><li>Where do they hang? </li></ul><ul><li>How do you get to them? </li></ul>
  5. 6. #4 – Features Tell/Benefits Sell <ul><li>Features tell/brands sell </li></ul><ul><li>Use bridging statements to demonstrate your brand </li></ul><ul><li>Customize to audience </li></ul>
  6. 7. <ul><li>Cold call is a no call </li></ul><ul><li>You gotta like the warm call </li></ul><ul><li>Understand their business; send them something that will illustrate your brand experience </li></ul><ul><li>Plan your experience with your prospect </li></ul>#5 - Approaches
  7. 8. #6 – Secure a Meeting <ul><li>Ask for a few minutes </li></ul><ul><li>Be specific on the time </li></ul><ul><li>Be confident </li></ul><ul><li>Pre-meeting assignment </li></ul>
  8. 9. #7 – You ARE Your Brand <ul><li>Body language = 55% </li></ul><ul><li>Tone of voice/inflection = 38% </li></ul><ul><li>Words / content / logic = 7% </li></ul><ul><li>Total = 100% </li></ul>
  9. 10. #8– Ask the right questions <ul><li>There are three types of questions that will lead you right to a sale: </li></ul><ul><li>Fact finding </li></ul><ul><li>Need finding </li></ul><ul><li>Benefit finding </li></ul>
  10. 11. #9– Close early and often <ul><li>There are three types of objections: </li></ul><ul><li>They don’t believe you </li></ul><ul><li>They don’t understand how it works </li></ul><ul><li>They don’t need you </li></ul>
  11. 12. #10– Keep the pipeline filled <ul><li>Find more suspects </li></ul><ul><li>Turn them into prospects </li></ul><ul><li>Get them to proposals </li></ul><ul><li>Blow them away </li></ul><ul><li>Close and win the day! </li></ul>
  12. 13. Tips & Pointers <ul><li>It’s not easy, get over it </li></ul><ul><li>You are a brand ambassador all the time </li></ul><ul><li>You don’t ask, you don’t get </li></ul><ul><li>Confidence is a killer </li></ul><ul><li>Never be desperate </li></ul><ul><li>Throw the pen </li></ul>
  13. 14. Tips & Pointers <ul><li>Act like a normal person </li></ul><ul><li>They have to qualify to be your customer </li></ul><ul><li>Be willing to say no </li></ul><ul><li>Value is what they buy </li></ul><ul><li>It’s always about emotion </li></ul>
  14. 15. Recommended Books <ul><li>The Accidental Salesperson by Chris Lytle </li></ul><ul><li>Selling the Invisible by Harry Beckwith </li></ul><ul><li>The Little Red Book of Selling by Jeffrey Gitomer </li></ul>
  15. 17. Q & A