11/4/20151 How to Sell Deliver Designed by Vanguard Training Services, LLC...
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08/29/22 2 Sales Funnel Sales Funnel Leads Generation Leads Generation Leads Leads Generation Generation Prepare for Objections Courtesy of Vanguard Training Services, LLC Benefits, Features, Facts First Stage Qualificat ion Presentatio n of the Product Discovery Discovery Customer Expresses Interest Presentation Proposal Negotiations Negotiations Close Close Contacts Contacts Qualified Lead Qualified Lead Prospects Prospects Prospects Prospects Customers Customers Prospects Prospects Customers Customers
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Transcript of 11/4/20151 How to Sell Deliver Designed by Vanguard Training Services, LLC...
04/20/23 2
Sales FunnelSales Funnel
Leads GenerationLeads GenerationLeads GenerationLeads Generation
Prepare for Objections
Courtesy of Vanguard Training Services, LLC
Benefits, Features, Facts
First Stage Qualification
Presentation of the Product
DiscoveryDiscoveryCustomer
Expresses Interest
Presentation
Proposal
NegotiationsNegotiations
Close Close
ContactsContacts
Qualified LeadQualified Lead
ProspectsProspects
ProspectsProspects
CustomersCustomers
ProspectsProspects
CustomersCustomers
04/20/23 5
ContactContact
LeadLead
ProspectProspect
CustomerCustomer
ClientClient
Long Term ClientLong Term ClientProgressiveProgressiveCustomerCustomerRelationshipRelationshipScaleScale
04/20/23 6
Become a Partner not a Peddler
04/20/23 7
Creating Winning Relationships
04/20/23 8
Relationship Sales Cycle1ListenListen
ConnectConnect
NetworkNetwork
NurtureNurtureAnticipateAnticipate
ShareShare
SolveSolve
ListenListen
(“Pain”)(“Pain”)
(Needs Defined)(Needs Defined)
2
3
4
5
6
7
8
Activities
• 2 person groups will develop a 3-5 minute sales presentation to give to the class using principles and techniques learned.
04/20/23 16
