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Business Development Clinic 07.07.09
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Transcript of Business Development Clinic 07.07.09
ClinicBusiness Development
Smartbreakfast® SeriesParis, Tuesday, July 7th 2009
SalesChannel Europe ©2009 All rights reserved
1 2 33 things to remember
SalesChannel Europe ©2009 All rights reserved
1. Referral Marketing
2. The Buyer’s Journey
3. Selling to the Emotional Brain
SalesChannel Europe ©2009 All rights reserved 4
Referral Marketing
1
SalesChannel Europe ©2009 All rights reserved 5
Is Cold Calling effective?
SalesChannel Europe ©2009 All rights reserved
Typical Sales Conversion Rates
1. Cold calling:
2. External Recommendation:Your company should use Rob Smith. He is a highly knowledgeable expert in your field.
3. Internal RecommendationWe should use Rob Smith. He is a highly knowledgeable expert in our field.
Between 1-5%
44%
88%
10 X cold calling
20 X cold calling
2 X External
recommendation
< 4%
6
SalesChannel Europe ©2009 All rights reserved 7
Find ways to get recommended
SalesChannel Europe ©2009 All rights reserved
The buyer’s journey
2
8
SalesChannel Europe ©2009 All rights reserved
1. The Sales Cycle is dead
SalesChannel Europe ©2009 All rights reserved
2. Birth of buyer-centric thinking
SalesChannel Europe ©2009 All rights reserved 11
A journey into the unknown?
SalesChannel Europe ©2009 All rights reserved
Show them the way forward
SalesChannel Europe ©2009 All rights reserved
The Buyer’s Decision Process
1. Person
2. Company
3. Product
4. Price (Value)
5. Why Now?
13
SalesChannel Europe ©2009 All rights reserved
Set realistic expectations
SalesChannel Europe ©2009 All rights reserved
Avoid this…..
SalesChannel Europe ©2009 All rights reserved
and this.....
16
17
SalesChannel Europe ©2009 All rights reserved 18
Create a sense of urgency
SalesChannel Europe ©2009 All rights reserved
Sell to the Emotional Brain
3
19
20
SalesChannel Europe ©2009 All rights reserved 21
Because people make emotional
decisions that they justify with logic
SalesChannel Europe ©2009 All rights reserved
Get to the emotional
heart of the matter
23
SalesChannel Europe ©2009 All rights reserved 24
By asking questions that uncover:
24
1. Facts
2. Opinions
3. Feelings
SalesChannel Europe ©2009 All rights reserved
1 2 33 things to remember
SalesChannel Europe ©2009 All rights reserved
1. Referral Marketing
2. The Buyer’s Journey
3. Selling to the Emotional Brain
SalesChannel Europe ©2009 All rights reserved 27
Rather important
to get them right!
SalesChannel Europe ©2009 All rights reserved 28
SalesChannel Europe ©2009 All rights reserved 29
SalesChannel Europe ©2009 All rights reserved 30Acceleration 2.0
Sales
David R EdniePresident & CEOSalesChannel Europe SARLPh: +33 676 600 925Email: [email protected]: www.saleschannel-europe.comBlog: http://saleschannel.blogspot.com