Strategic Sales for Colleges

STRATEGIC SALES For Colleges and Universities

Great Fears of Contract Training People ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],HELP!

Developing the Problem Solver Mentality ,[object Object],[object Object],[object Object],[object Object],These are the skills needed to be great at sales in contract training!

Sales Skills ,[object Object],[object Object],[object Object],[object Object],Keep in mind that everyone is busy! CUSTOMER IDENTIFICATION

Sales/Marketing ,[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]

Strategic Sales ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Prospecting

Client List Worksheet ,[object Object],[object Object],[object Object]

Client List – Partners (A) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Client List – Clients (B) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Client List – Customers (C) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Customized Business Training Target Niches ,[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]

Agenda Building ,[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],You have only seconds/minutes to set the tone for the meeting! We have no chance for a second first impression!

State Farm – 2/4/02 ,[object Object],[object Object],[object Object],[object Object],[object Object],FCC LOGO

Questioning Flow ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Last Resort : I will send you a proposal and call on THURSDAY at 1:00PM

Questioning Flow (2) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Questioning Flow (3) ,[object Object],[object Object],[object Object],[object Object],[object Object]

Are you a Good Listener QUIZ! ,[object Object],[object Object],[object Object],[object Object]

Evidence (1) ,[object Object],[object Object],Can you meet the clients requirements?

Evidence ,[object Object],[object Object],The Points of Persuading I can save you money! $ I can save you time!  I can help you improve your quality of services or products  I can make your life easier!  WIN WIN!

Unique ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Evidence Book ,[object Object],[object Object]

The Product Book What else? Management IT Conference Center Online Assessment Credit National Partners Open Enrollment

Pictures are worth a thousand words!

Next Steps ,[object Object],[object Object]

Value Added for the Customer! ,[object Object],[object Object],[object Object],[object Object],What value added do you offer?

Ask for the Business ,[object Object],[object Object],[object Object],Don’t leave without a date and call to action!

I’m not the Decision Maker! ,[object Object],[object Object],Good Reasons for going ahead!

What are the objections you hear everyday?

Objections (1) ,[object Object],[object Object]

Objections (2) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Before During After

Objections Worksheet ,[object Object],Ask your partner to give you this objection and use the tools shared to handle the objection.

Strategic Sales for Colleges

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