Selling and Doing Good Business

Selling and Doing Good Business : 

Selling and Doing Good Business An Engineers Guide to Business Development www.ParallelProjectTraining.com Copyright © All rights reserved.

Relative Perspectives: 

Sales view of Engineering Engineering view of Sales Relative Perspectives

Journey From Consultant to Business Developer: 

Journey From Consultant to Business Developer

Different Approaches to Business Development: 

Different Approaches to Business Development Existing Customer New Customer Proactive Out-bound Reactive In-bound Normally repeat business is between 73% to 56% of total sales

Order Taking: 

Very strong brand icon Customers flock to your door Compelling unique selling proposition Marketing driven approach Mostly B2C Order Taking

Farming: 

Farming Level 4 Level 3 Level 2 Level 1 Commodity Broker Oh no! Product / Service Provider Help! Value Adder Getting better but don’t rest Business Partner You have hit the big time! The Customer Perception Ladder What level are you at? Does your customer think you are a:

Farming Care for and Cultivate the Account: 

Customer Perspective Show that they are constantly thinking about us Be active in bringing us new ideas Be highly responsive to our needs and problems Show sensitivity in working with our decision making processes. Support us with state of the art technology, products and processes. Farming Care for and Cultivate the Account

Farming Protect and Grow the Account: 

Suppliers Perspective Have a clearly defined strategy for each key account Demonstrate that they have all angles covered with an account management plan Identify and manage key decision-makers Understand how buying decisions are made Use a process to actively manage the account The aim is to grow the depth and scale of the relationship Farming Protect and Grow the Account

Hunting for New Customers: 

Generate a list of targets Cold calling Work with a pre-qualified list Its a numbers game Appointment Generation Networking Social networking (linked-in) Personal network Hunting for New Customers Hard work as it takes 7 to 10 contact before initial contact will result in a sale. So the targets have to be worth the effort.

Proactive Sales Funnel: 

Proactive Sales Funnel Sales Stage Unqualified Prospects 742 Initial Communication 500 First Discussion 46 Develop Solution 27 Present Solution 26 Customer Evaluation 22 Negotiation 20 Verbal Commitment 10 Purchase order 8 Delivery 8 Payment 7 Indicative activity level

Tips for Bidding: 

Read the ITT, three times. Understand the customer benefits and order winners. Story board your response. Understand your own weaknesses and turn them into strengths. Understand your competitors strengths and counteract them. Allow plenty of time and plan. Tips for Bidding

Fishing for leads: 

Heavily promote you business and let customers find you Search Engine Optimisation e-mail opt- inwhite paper download Blogging Events Publications PR Fishing for leads

Search Engine Optimisation: 

Search Engine Optimisation 58% of purchases start with a search

Different Approaches to Business Development: 

Different Approaches to Business Development Existing Customer New Customer Proactive Out Bound Reactive In-bound