Selling Yourself 2012 Sales techniques for career and business development How to survive and thrive in the post-crunch, web-centric world Mike Watson,

Selling Yourself 2012Sales techniques for career and business development

How to survive and thrive in the post-crunch, web-centric world

Mike Watson, Director Sound Solutions Marketing

[email protected] 383914

PowerBook for PowerPoint edition designed and produced by

6.Results & Analysis

1. Selling Skills

5. Planning &Development

3. Selling Channels

2. SellingSituations

4. Selling Tools

Sales

Lang

uage

Sales Personality

SellingYourself2012

Digital SkillsActin

g Skil

lsAnalytical Skills

Learning Skills

Develop your core selling skills and understand

the principles Career DevelopmentJob interviews

PromotionOwn Business

Targeting prospectsWinning ClientsRaising FinancePortfolio Career

On the phoneOnline

Face-to-faceOn-stage

On-screenOn-the-move

Words & Numbers, Graphics, Images,

Technology & CreativityTeam work & Leadership

Ongoing research and Learning: sectors, disciplinesScenario and script writingRole playsPrepare for meetingsReview meeting outcomes

Assess your results,successes, ratios?Calls to interviewsAppts to salesNumbers Game!

©

6. GainingCommitment

1. Preparation

5. ManagingFeedback

3. EstablishingContext

2. Making Contact

4. DevelopingInsight

Rese

arch

Market SituationQuestioningEv

idenc

eProcess/Cycle

Next Stage?

Self & Product KnowledgePresence & Mind Set Possible

SolutionStatement

Customer and Market Needs

Features& Benefits

Open and Closed

Questions

Decisions MakingProcess

Solution Development

+ve = Buying Signals

-ve = Objections

Evidence

Closing the dealProgressing the dealUp-sellingCross selling

©

SellingSkills

6. Partners& Suppliers

1.NetworkingMeetings‘Ad-hoc’

5. Promotionat Work

3. Job Interview

2. Prospecting

4. SalesMeetings

Perso

nal B

rand

Interpersonal Skills

KnowledgeEx

perie

nce

Expertise

Engagement

Elevator PitchMultiple Versions

Watercooler DataOnline

Social MediaJobsites

Local NetworkingSector Networking

Discipline Networking

Friends, Family, Colleagues

Direct v AgencyPhone v In-person

CV, PortfolioQuestions

PreparationWho & how

Career PlannerClient v Prospect

Own Business v RoleWho, where, when, why

Goal, Preparation

ChampionsOpponentsSWOTCareer Planner

Bank managersShareholdersChannel partnersProduct/Serviceproviders

©

SellingSituations

6. Selling Yourself

On the move

1. Selling Yourself

Over the phone

5. Selling Yourself

On Screen

3. SellingYourselfOnline

2. SellingYourselfFace to

Face

4. SellingYourselfOn Stage

Whe

n?

What?How?

Whe

re?

Why?

Multiple touches

Landline, Mobile,Conference Call,Webinar, Skype 1 to 1

In MeetingsMultiple people

Social settingNetworking

ExhibitionAd-hoc

Linkedin, FacebookTwitter, Search

Website, BlogWebinar

Personal v corporate

Conference, EventColleagues, Clients

Video for live eventYouTube, TVTalking headMessage:CorporateManagementEmployeesSales Marketing

MobileWifiSkypeTablet, Laptop

©

SellingChannels

6. Teamwork& Leadership

1. Words

5. Knowledge& Expertise 3. Technology

2. Numbers

4. Marketing

Self A

ware

ness

Skills Development

SellingTools

Personal PortalCo

nten

tSelf Management

Time Mgmt

Copywriting, script writing,Headlines, Body copy,

For print, web FinacialsRatiosExcel

BudgetsProposals

PricingCosting

KPIsSLAs

ComputingMobile

Office: WordPowerpoint, Excel

Database/CRMGraphics

VideoOnline services

Social mediaBranding, Graphics etcTraditional & Digital

Marketing

Industry sectorsDepartmentsLevelScope of prior rolesPeople managedBudgets managedOutcomesResults

Team style (Belbin)ManagementPreferencesEnvironments

©

SellingTools

6. ReviewMore

1. LearnMore

5. Test More 3. ResearchMore

2. Think More

4. Write More

Whe

n?

What?

SellingDevelopment

How?W

here

?Why?

Support

Qualifications, Reading, Thought Leadership,

TrainingAcademic, Skills Gaps,

Technology

What’s your Strategy?Employed

Own BusinessPortfolio Career

Same SectorNew SectorSkills: Old,

Transferable, NewLocation, Money,

Job SatisfactionResponsibilities

Identify new markets, roles and

opportunities

Learn new saleslanguages for new

opportunities identified you want to

pursueWriting scripts and modelling, scenarios

ideas and outcomes

Prepare for forthcoming Opportunities:QuestionsRole playsClient profilesEngage in test scenarios

Review strategyand outcomesFeedbackNumbersFinancials

©

Planning & Development

6. Impact onStrategy

1. EstablishProcess

5. GetFeedback 3. Refine Goals

2. AssessAchievements

4. Prepare New Statements

Prep

arat

ion

Contact

Results & Analysis

ContextInsigh

tFeedback

Commitment

Timings and systems for ensuring results can be

analysedWhat are your successes and

failures?What are the

numbers?SWOT

ArchivePortfolio

CV

Short, Medium and Long Term Goals

Write them down and monitor progress

against them

Develop scripts and questioning that can

test new goals

Test new material,approaches and ideas in both safe and liveenvironments

Assess feedbackAnd confirm impacton strategyThen apply new strategy to core selling skills etc

©

Results & Analysis

6.Results & Analysis

1. Selling Skills

5. Planning &Development

3. Selling Channels

2. SellingSituations

4. Selling Tools

Sales

Lang

uage

Sales Personality

SellingYourself

Digital SkillsActin

g Skil

lsAnalytical Skills

Learning Skills

Develop your core selling skills and understand

the principles Career DevelopmentJob interviews

PromotionOwn Business

Targeting prospectsWinning ClientsRaising FinancePortfolio Career

On the phoneOnline

Face-to-faceOn-stage

On-screenOn-the-move

Words & Numbers, Graphics, Images,

Technology & CreativityTeam work & Leadership

Ongoing research and Learning: sectors, disciplinesScenario and script writingRole playsPrepare for meetingsReview meeting outcomes

Assess your results,successes, ratios?Calls to interviewsAppts to salesNumbers Game!

©

Selling Yourself2012

6. GainingCommitment

1. Preparation

5. ManagingFeedback

3. EstablishingContext

2. Making Contact

4. DevelopingInsight

Rese

arch

Market SituationQuestioningEv

idenc

eProcess/Cycle

Next Stage?

Self & Product KnowledgePresence & Mind Set Possible

SolutionStatement

Customer and Market Needs

Features& Benefits

Open and Closed

Questions

Decisions MakingProcess

Solution Development

+ve = Buying Signals

-ve = Objections

Evidence

Closing the dealProgressing the dealUp-sellingCross selling

©

SellingSkills

Selling Yourself2012

1.

6. Partners& Suppliers

1.NetworkingMeetings‘Ad-hoc’

5. Promotionat Work

3. Job Interview

2. Prospecting

4. SalesMeetings

Perso

nal B

rand

Interpersonal Skills

KnowledgeEx

perie

nce

Expertise

Engagement

Elevator PitchMultiple Versions

Watercooler DataOnline

Social MediaJobsites

Local NetworkingSector Networking

Discipline Networking

Friends, Family, Colleagues

Direct v AgencyPhone v In-person

CV, PortfolioQuestions

PreparationWho & how

Career PlannerClient v Prospect

Own Business v RoleWho, where, when, why

Goal, Preparation

ChampionsOpponentsSWOTCareer Planner

Bank managersShareholdersChannel partnersProduct/Serviceproviders

©

SellingSituations

Selling Yourself2012

2.

6. Selling Yourself

On the move

1. Selling Yourself

Over the phone

5. Selling Yourself

On Screen

3. SellingYourselfOnline

2. SellingYourselfFace to

Face

4. SellingYourselfOn Stage

Whe

n?

What?How?

Whe

n?Why?

Multiple touches

Landline, Mobile,Conference Call,Webinar, Skype 1 to 1

In MeetingsMultiple people

Social settingNetworking

ExhibitionAd-hoc

Linkedin, FacebookTwitter, Search

Website, BlogWebinar

Personal v corporate

Conference, EventColleagues, Clients

Video for live eventYouTube, TVTalking headMessage:CorporateManagementEmployeesSales Marketing

MobileWifiSkypeTablet, Laptop

©

SellingChannels

Selling Yourself2012

3.

6. Teamwork& Leadership

1. Words

5. Knowledge& Expertise 3. Technology

2. Numbers

4. Marketing

Self A

ware

ness

Skills Development

SellingTools

Personal PortalCo

nten

tSelf Management

Time Mgmt

Copywriting, script writing,Headlines, Body copy,

For print, web FinacialsRatiosExcel

BudgetsProposals

PricingCosting

KPIsSLAs

ComputingMobile

Office: WordPowerpoint, Excel

Database/CRMGraphics

VideoOnline services

Social mediaPersonal DevelopmentMarketing Plan

Traditional & DigitalMarketing

Industry sectorsDepartmentsLevelScope of prior rolesPeople managedBudgets managedOutcomesResults

Team style (Belbin)ManagementPreferencesEnvironments

©

SellingTools

Selling Yourself2012

4.

6. ReviewMore

1. LearnMore

5. Test More 3. ResearchMore

2. Think More

4. Write More

Whe

n?

What?

Planning &Development

How?W

here

?Why?

Support

Qualifications, Reading, Thought Leadership,

TrainingAcademic, Skills Gaps,

Technology

What’s your Strategy?Employed

Own BusinessPortfolio Career

Same SectorNew SectorSkills: Old,

Transferable, NewLocation, Money,

Job SatisfactionResponsibilities

Identify new markets, roles and

opportunities

Learn new saleslanguages for new

opportunities identified you want to

pursueWriting scripts and modelling, scenarios

ideas and outcomes

Prepare for forthcoming Opportunities:QuestionsRole playsClient profilesEngage in test scenarios

Review strategyand outcomesFeedbackNumbersFinancials

©

Planning & Development

Selling Yourself2012

5.

6. Impact onStrategy

1. EstablishProcess

5. GetFeedback 3. Refine Goals

2. AssessAchievements

4. Prepare New Statements

Prep

arat

ion

Contact

SellingAnalysis

ContextInsigh

tFeedback

Commitment

Timings and systems for ensuring results can be

analysedWhat are your successes and

failures?What are the

numbers?SWOT

ArchivePortfolio

CV

Short, Medium and Long Term Goals

Write them down and monitor progress

against them

Develop scripts and questioning that can

test new goals

Test new material,approaches and ideas in both safe and liveenvironments

Assess feedbackAnd confirm impacton strategyThen apply new strategy to core selling skills etc

©

Results & Analysis

Selling Yourself2012

6.

6.Results & Analysis

1. Selling Skills

5. Planning &Development

3. Selling Channels

2. SellingSituations

4. Selling Tools

SellingYourself

©

Selling Yourself2012

6. GainingCommitment

1. Preparation

5. ManagingFeedback

3. EstablishingContext

2. Making Contact

4. DevelopingInsight

©

SellingSkills

Selling Yourself2012

1.

6. Partners& Suppliers

1.NetworkingMeetings‘Ad-hoc’

5. Promotionat Work

3. Job Interview

2. Prospecting

4. SalesMeetings

©

SellingSituations

Selling Yourself2012

2.

6. Selling Yourself

On the move

1. Selling Yourself

Over the phone

5. Selling Yourself

On Screen

3. SellingYourselfOnline

2. SellingYourselfFace to

Face

4. SellingYourselfOn Stage

©

SellingChannels

Selling Yourself2012

3.

6. Teamwork& Leadership

1. Words

5. Knowledge& Expertise 3. Technology

2. Numbers

4. Marketing

SellingTools

©

SellingTools

Selling Yourself2012

4.

6. ReviewMore

1. LearnMore

5. Test More 3. ResearchMore

2. Think More

4. Write More

SellingDevelopment

©

Planning & Development

Selling Yourself2012

5.

6. Impact onStrategy

1. EstablishProcess

5. GetFeedback 3. Refine Goals

2. AssessAchievements

4. Prepare New Statements

SellingAnalysis

©

Results & Analysis

Selling Yourself2012

6.

SellingAnalysis

©

Selling Yourself2012