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Selling Within The  Entrepreneurial Venture   Ken Merbler June 7, 2010 ©
Quotes On Sales ,[object Object],[object Object],[object Object],©
“ Sales Tips From Tough Customers”* Coca-Cola “ Be different. And then make sure you prove it to us” UPS “ We can spot a fake from a mile away.  (In other words, don’t oversell yourself)” Intuit “ Go above and beyond.  You would be surprised at how few of your rivals even bother to try.” Valero Energy “ Do more research than you think you need to do.” Northrop Grumman “ Be as specific as possible when describing what you can do for us.” * Inc. Magazine, April 2010 ©
Sales – Failure Can Breed Success “ I’ve  missed more than 9,000 shots in my career.  Twenty-six times, I’ve been trusted to take the game-winning shot and missed.  I’ve failed over and over again in my life, and that is why I succeed.” Michael Jordan “ You’ll  always miss 100% of the shots you don’t take.” Wayne Gretzky  “ Practice doesn’t make perfect. Perfect practice makes perfect” Vince Lombardi  ©
Typical Sales Process Needs Identification Meeting 2 Qualify Lead  Meeting 1 Lead Generation Deliver & Follow-up Negotiate & Close  Sale Meeting 4 Proposal Development  Meeting 3 ©
Lead Generation Cold Calls Customer referrals Sales $$ Internet Lead ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],©
Lead Qualification  ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Qualify Leads- M 1 ©
Needs Identification Inventory Problems Need Cost Reduction Improve Customer Satisfaction Need Green Strategy Need Mobility Strategy ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Needs Identification – M2 ©
Proposal Development Proposal Development  M 3 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],©
Negotiate & Close Negotiate & Close M 4 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],©
Deliver And Follow-up ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],©
Recommended Sales Planning Steps ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],©
Your Value Proposition  ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],A value proposition is a clear statement of the tangible results a customer gets from using your products or services.  ©
Reference Books On Sales ©

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Selling within the Entrepreneurial Venture

  • 1. Selling Within The Entrepreneurial Venture   Ken Merbler June 7, 2010 ©
  • 2.
  • 3. “ Sales Tips From Tough Customers”* Coca-Cola “ Be different. And then make sure you prove it to us” UPS “ We can spot a fake from a mile away. (In other words, don’t oversell yourself)” Intuit “ Go above and beyond. You would be surprised at how few of your rivals even bother to try.” Valero Energy “ Do more research than you think you need to do.” Northrop Grumman “ Be as specific as possible when describing what you can do for us.” * Inc. Magazine, April 2010 ©
  • 4. Sales – Failure Can Breed Success “ I’ve missed more than 9,000 shots in my career. Twenty-six times, I’ve been trusted to take the game-winning shot and missed. I’ve failed over and over again in my life, and that is why I succeed.” Michael Jordan “ You’ll always miss 100% of the shots you don’t take.” Wayne Gretzky “ Practice doesn’t make perfect. Perfect practice makes perfect” Vince Lombardi ©
  • 5. Typical Sales Process Needs Identification Meeting 2 Qualify Lead Meeting 1 Lead Generation Deliver & Follow-up Negotiate & Close Sale Meeting 4 Proposal Development Meeting 3 ©
  • 6.
  • 7.
  • 8.
  • 9.
  • 10.
  • 11.
  • 12.
  • 13.
  • 14. Reference Books On Sales ©