Mel norman media sauce - workshop 4

| Media – Sauce | Mellissa Norman

© C O P Y R I G H T M e d i a S a u c e

Accelerating Sales and Generating Income

DIGITAL 2012 MEDIA-SAUCE & Creative KTN

| Media – Sauce | Mellissa Norman

© C O P Y R I G H T M e d i a S a u c e

Workshop objectives

By the end of the workshop you will be able to :

• Understand the seven stage sales cycle

• Apply how the sales cycle to your business

• Explain how to find a need with your potential client

• Describe how to answer objections

28 March 2012

| Media – Sauce | Mellissa Norman

© C O P Y R I G H T M e d i a S a u c e

Mellissa Norman

• Ran a book selling business in USA @ college

• Worked as a sales consultant for corporates; Npower, Robert Half

• Trained BBC suppliers & 200+ other companies

• Worked as a Producer for TV/Film for 12 years

• Work with digital, design and social media companies to integrate off and online sales activities

• Directed Social Media Week in London, raised 75k in 4 months

• Am the Theme Champion for Business Models and Growth

28 March 2012

| Media – Sauce | Mellissa Norman

© C O P Y R I G H T M e d i a S a u c e

• Photo by Gusset

What attributes does the stereotypical sales person have?

| Media – Sauce | Mellissa Norman

© C O P Y R I G H T M e d i a S a u c e

• Photo by Gusset

Shiny suit Talks to much Tries to sell you Does not respect your time Thinks more about their targets than you Makes it hard for you to say no

| Media – Sauce | Mellissa Norman

© C O P Y R I G H T M e d i a S a u c e

Maybe Maybe Maybe Maybe Maybe Maybe

Maybe Maybe Maybe Maybe Maybe Maybe

Maybe Maybe Maybe Maybe Maybe Maybe

Maybe Maybe Maybe Maybe Maybe Maybe

Maybe Maybe Maybe Maybe Maybe Maybe

Maybe Maybe Maybe Maybe Maybe Maybe

Maybe Maybe Maybe Maybe Maybe Maybe

Maybe Maybe Maybe Maybe Maybe Maybe

Maybe Maybe Maybe Maybe Maybe Maybe

Maybe Maybe Maybe Maybe Maybe Maybe

Maybe Maybe Maybe Maybe Maybe Maybe

Maybe Maybe Maybe Maybe Maybe Maybe

This is not good for your business

| Media – Sauce | Mellissa Norman

© C O P Y R I G H T M e d i a S a u c e

The Triangle of Sales

Attitude/mind set

| Media – Sauce | Mellissa Norman

© C O P Y R I G H T M e d i a S a u c e

The cycle of sales/biz dev

•

Approach

Finding a need

Pitch

Objections

Getting the deal

Solidifying the

sale/referrals

Preapproach

| Media – Sauce | Mellissa Norman

© C O P Y R I G H T M e d i a S a u c e

Apply it to your company

| Media – Sauce | Mellissa Norman

© C O P Y R I G H T M e d i a S a u c e

Pre Approach

PRE THE APPROACH

| Media – Sauce | Mellissa Norman

© C O P Y R I G H T M e d i a S a u c e

THE APPROACH

| Media – Sauce | Mellissa Norman

© C O P Y R I G H T M e d i a S a u c e

Use Names Give them many chances to say no Modify your approach when using social media

| Media – Sauce | Mellissa Norman

© C O P Y R I G H T M e d i a S a u c e

Ask the right questions Active listening skills

| Media – Sauce | Mellissa Norman

© C O P Y R I G H T M e d i a S a u c e

Situational Problem Implication Need/payoff

| Media – Sauce | Mellissa Norman

© C O P Y R I G H T M e d i a S a u c e

Objections

We don’t have that budget Don’t have the time We have a current supplier I need to ask my boss... Procrastination Can get an agency cheaper

| Media – Sauce | Mellissa Norman

© C O P Y R I G H T M e d i a S a u c e

Objections

Uncovering the real objection... ‘I know you probably have a reason to say that?’ Make it final -‘Is this the only reason that you would not work with us?

| Media – Sauce | Mellissa Norman

© C O P Y R I G H T M e d i a S a u c e

VALUE V COST Find out the difference between the price it is and the one they want to pay.

| Media – Sauce | Mellissa Norman

© C O P Y R I G H T M e d i a S a u c e

Close

THE CLOSE- END SMALL

| Media – Sauce | Mellissa Norman

© C O P Y R I G H T M e d i a S a u c e

Join 5000+ companies on the business model &

Growth community on the TSB’s connect website.

connect.innovateuk.org/web/creativektn

3 Steps to join • Join connect

• Join Creativektn

• Join Biz model group

For free reports, events & interviews

| Media – Sauce | Mellissa Norman

© C O P Y R I G H T M e d i a S a u c e

Thank you!

You can tweet at me here

@melmediasauce or follow

@creativektn

You can email me here

mel (at) media-sauce.org