Power Series Getting New Customers

Richard Mulvey presents Power Series

February 2017 -

Getting New Customers

Book now http://powerseries.co.za/february-2017/


Sales Strategy - You should have a different Strategy for each range

of products.



Sales Strategy - You should have a different strategy for each of your target markets.



Sales Strategy - Do you have a one year goal for each of your products in each target market?



Sales Strategy - Sales are target driven. There is no point in having a target that says “as much as possible."



Sales Strategy - List your competitors, what have they got that you haven’t, what are their USPs?


Getting New CustomersSales Strategy - You cannot be all things to all people. List 12 companies you want to do business with and focus on them.



Do you know your prospects? Who are the decision makers? Who are the influencers?



Do you know your prospects? Who is their current supplier? Why do they use them?



Do you know your prospects? What is their business worth now? In the future?



Do you know your prospects? When is the decision made, Tender due?



Do you know your prospects? What experience have they had of your company in the past?



Do you know your prospects? What is their current project?


Getting New CustomersDo you know your prospects? What are their major challenges? What keeps the directors awake at night?



Do you know your prospects? How can we add value to their team?



Do you know your prospects? What additional benefits can we offer?



Sales Strategy - Before you start a sales strategy, make sure you qualify the prospect.


Getting New CustomersSales Strategy - Uncover as much information as you need before you make contact with the prospect.


Getting New CustomersSales Strategy - Your first meeting is not a fishing expedition. you should already know more than the prospect.



Sales Strategy - Once you make contact you will start to gain credibility, or not!



Sales Strategy - Is the buying window open?


Getting New CustomersSell more value - The decision maker is not looking for the cheapest. He is looking for the best solution to his problem.


Getting New CustomersAlways offer three alternatives in your written proposal. The Ultimate version - The Preferred version - Just the basics.



Present all important proposals face to face. (This includes Skype or a video conference call.



Never miss the opportunity to ask for referrals at the end of a call.


Getting New CustomersDATES

Cape Town – 15 FebruaryDurban – 16 February

Johannesburg – 17 February

R695 +VAT pp or R3,500 + VAT for a table of 6



To Register please go to

http://powerseries.co.za/february-2017/

R695 +VAT pp or R3,500 + VAT for a table of 6•Cape Town – 15 February

•Durban – 16 February

•Johannesburg – 17 February

http://powerseries.co.za/february-2017/

Power Series Getting New Customers

Business

Transcript of Power Series Getting New Customers