logging in or signing up Selling Reloaded squareconsultants Download Post to : URL : Related Presentations : Share Add to Flag Embed Email Send to Blogs and Networks Add to Channel Uploaded from authorPOINT lite Insert YouTube videos in PowerPont slides with aS Desktop Copy embed code: (To copy code, click on the text box) Embed: URL: Thumbnail: WordPress Embed Customize Embed The presentation is successfully added In Your Favorites. Views: 3 Category: Business & Fin.. License: All Rights Reserved Like it (0) Dislike it (0) Added: December 19, 2011 This Presentation is Public Favorites: 0 Presentation Description Presentation on the Sales and Business Process development and workings. Comments Posting comment... Premium member Presentation Transcript Selling ReloadedPart - I : Selling ReloadedPart - I Square Consulting and Management Services Sales & Business Development Division 6 Things to Learn about Prospects / Companies!!! : The days are long past when you can walking to a customer meeting and lay down a sales pitch. Before you even THINK about selling to ANYBODY, you need to know (or at least have a good idea about) the following six things: 6 Things to Learn about Prospects / Companies!!! Their history & background : Where are they coming from? How did they get here? What do they know about your and your company? What dealings have taken place in the past? What do they ask for? Are they capable of getting it? Their history & background Frames of Reference : What ideologies and situations might affect their decision-making? Do they have a certain way of viewing your offering? How do they feel about their own firm? Frames of Reference Needs and Desires : Where do they want to go? (desires) How do they expect to feel when they get there? (expectations) How do they think they’re going to get there? (directions) What do they think will prevent it? (misinterpretations / confusions) Needs and Desires Likely Objections : What is going to cause them to draw back or argue? How fervently (intensely) do they believe in that objection? How real is it? Might it block the deal, no matter what you say or do? How to come out of this mess? Likely Objections Capacity to Act : Are you communicating with decision-makers or seat-warmers? If decision-makers, what decision do you want them to make? If not, why are you talking to them? And where is the person with whom you have to talk? Capacity to Act Decision-making Style : If they’re decision-makers, how do they make decisions? Are they all about facts and figures? Or do they decide according to a gut feeling? Decision-making Style Thank You!!! : Thank You!!! Rohan Bhatt Sr. Franchise Consultant You do not have the permission to view this presentation. In order to view it, please contact the author of the presentation.
Selling Reloaded squareconsultants Download Post to : URL : Related Presentations : Share Add to Flag Embed Email Send to Blogs and Networks Add to Channel Uploaded from authorPOINT lite Insert YouTube videos in PowerPont slides with aS Desktop Copy embed code: (To copy code, click on the text box) Embed: URL: Thumbnail: WordPress Embed Customize Embed The presentation is successfully added In Your Favorites. Views: 3 Category: Business & Fin.. License: All Rights Reserved Like it (0) Dislike it (0) Added: December 19, 2011 This Presentation is Public Favorites: 0 Presentation Description Presentation on the Sales and Business Process development and workings. Comments Posting comment... Premium member Presentation Transcript Selling ReloadedPart - I : Selling ReloadedPart - I Square Consulting and Management Services Sales & Business Development Division 6 Things to Learn about Prospects / Companies!!! : The days are long past when you can walking to a customer meeting and lay down a sales pitch. Before you even THINK about selling to ANYBODY, you need to know (or at least have a good idea about) the following six things: 6 Things to Learn about Prospects / Companies!!! Their history & background : Where are they coming from? How did they get here? What do they know about your and your company? What dealings have taken place in the past? What do they ask for? Are they capable of getting it? Their history & background Frames of Reference : What ideologies and situations might affect their decision-making? Do they have a certain way of viewing your offering? How do they feel about their own firm? Frames of Reference Needs and Desires : Where do they want to go? (desires) How do they expect to feel when they get there? (expectations) How do they think they’re going to get there? (directions) What do they think will prevent it? (misinterpretations / confusions) Needs and Desires Likely Objections : What is going to cause them to draw back or argue? How fervently (intensely) do they believe in that objection? How real is it? Might it block the deal, no matter what you say or do? How to come out of this mess? Likely Objections Capacity to Act : Are you communicating with decision-makers or seat-warmers? If decision-makers, what decision do you want them to make? If not, why are you talking to them? And where is the person with whom you have to talk? Capacity to Act Decision-making Style : If they’re decision-makers, how do they make decisions? Are they all about facts and figures? Or do they decide according to a gut feeling? Decision-making Style Thank You!!! : Thank You!!! Rohan Bhatt Sr. Franchise Consultant