Kommunikasjon som gir reslutater Alain Fassotte – Senior Consultant & Director of Sales creuna.no alainfassotte [email protected] Alain Fassotte +47 920 611 16 alainfassotte
Welcome message from author
This document is posted to help you gain knowledge. Please leave a comment to let me know what you think about it! Share it to your friends and learn new things together.
Transcript
Choose among many Layouts Right-click on slide and select Layout
Darker colours You’re basically free to use the different
saturations of the colours, but we still recommend these second to darkest ones
Our five basic colours Yellow, Blue, Red, Green and Grey
These are the colours we use for backgrounds
Change background colour 1. Click on slide
2. Choose Format Background , 3. Select Fill and choose your colour
4. Click OK
Insert client logo 1. Select placeholder 2. Choose Insert from top menu 3. Choose Picture from file 4. Select client logo 5. Click OK
To view drawing guides 1. Right click on slide and select
’Grid and Guides...’ 2. Check ’Display drawing
guides on screen’ 3. Select OK
Kommunikasjon som gir reslutater Alain Fassotte – Senior Consultant & Director of Sales
© Creuna
creuna.no alainfassotte [email protected]
Alain Fassotte +47 920 611 16 alainfassotte
Choose among many Layouts Right-click on slide and select Layout
© Creuna
Choose among many Layouts Right-click on slide and select Layout
Insert image in background 1. Click on image placeholder
2. Choose Insert/Click Picture-button 3. Select image and click OK
Size of image=1500x844 px (2000x1126 px for even better quality)
Hvem er selgeren?
© Creuna
Choose among many Layouts Right-click on slide and select Layout
Insert image in background 1. Click on image placeholder
2. Choose Insert/Click Picture-button 3. Select image and click OK
Size of image=1500x844 px (2000x1126 px for even better quality)
Det er salg sin jobb å få kunden inn i butikken!
© Creuna
Choose among many Layouts Right-click on slide and select Layout
Darker colours You’re basically free to use the different saturations
of the colours, but we still recommend these second to darkest ones
Our five basic colours Yellow, Blue, Red, Green and Grey
These are the colours we use for backgrounds
Change background colour 1. Click on slide
2. Choose Format Background 3. Select Fill and choose your colour
4. Click OK
Det er vår jobb å lage butikk!
© Creuna
Choose among many Layouts Right-click on slide and select Layout
© Creuna
Tidslinje
Målfokusert
Resultatorientert Hunter
Drømmeresultater
Gode erfaring
Fremtid Fortid Nåtid
?
Choose among many Layouts Right-click on slide and select Layout
Insert image in background 1. Click on image placeholder
2. Choose Insert/Click Picture-button 3. Select image and click OK
Size of image=1500x844 px (2000x1126 px for even better quality)
Relasjonsselger?
© Creuna
Choose among many Layouts Right-click on slide and select Layout
Darker colours You’re basically free to use the different saturations
of the colours, but we still recommend these second to darkest ones
Our five basic colours Yellow, Blue, Red, Green and Grey
These are the colours we use for backgrounds
Change background colour 1. Click on slide
2. Choose Format Background 3. Select Fill and choose your colour
4. Click OK
97 % av kundene vurderer kjøp uten at din bedrift er involvert!
© Creuna
Kilde: McKinsey & Company
Choose among many Layouts Right-click on slide and select Layout
Use Increase Indent button to get predefined level and font
Level 1 = Introtext Level 2 = Subtext
Level 3 = Bodytext
Hvor henter kunden kjøpsinformasjon fra?
© Creuna Kilde: Nielsen – The role of content Mars 2014
Social media
User Reviews
Online Advertising
Expert Reviews
Word Of Mouth
Official Brand Websites
TV Advertising
54 %
52 %
51 %
46 %
45 %
44 %
40 %
Choose among many Layouts Right-click on slide and select Layout
Darker colours You’re basically free to use the different saturations
of the colours, but we still recommend these second to darkest ones
Our five basic colours Yellow, Blue, Red, Green and Grey
These are the colours we use for backgrounds
Change background colour 1. Click on slide
2. Choose Format Background 3. Select Fill and choose your colour
4. Click OK
Alt som kan digitaliseres, vil bli digitalisert!
© Creuna
Choose among many Layouts Right-click on slide and select Layout
Insert image in background 1. Click on image placeholder
2. Choose Insert/Click Picture-button 3. Select image and click OK
Size of image=1500x844 px (2000x1126 px for even better quality)
© Creuna
Choose among many Layouts Right-click on slide and select Layout
© Creuna
Hva skjer med dagligvarebutikkene hvis disse bestemmer seg for å satse digitalt?
Choose among many Layouts Right-click on slide and select Layout
© Creuna Sosiale media
Choose among many Layouts Right-click on slide and select Layout
Insert image in background 1. Click on image placeholder
2. Choose Insert/Click Picture-button 3. Select image and click OK
Size of image=1500x844 px (2000x1126 px for even better quality)
Hvis du var det eneste menneske på jord. Ville du ha skrevet en sang eller malt et bilde?
Hvorfor er vi i sosiale media?
© Creuna
Choose among many Layouts Right-click on slide and select Layout
Darker colours You’re basically free to use the different saturations
of the colours, but we still recommend these second to darkest ones
Our five basic colours Yellow, Blue, Red, Green and Grey
These are the colours we use for backgrounds
Change background colour 1. Click on slide
2. Choose Format Background 3. Select Fill and choose your colour
4. Click OK
Deling!
© Creuna
Choose among many Layouts Right-click on slide and select Layout
To add pre-formatted bullet text please use the
Increase/Decrease Indent buttons found in the
Top-PowerPoint menu
Sosiale media er ikke noe nytt!
© Creuna
Choose among many Layouts Right-click on slide and select Layout
Darker colours You’re basically free to use the different saturations
of the colours, but we still recommend these second to darkest ones
Our five basic colours Yellow, Blue, Red, Green and Grey
These are the colours we use for backgrounds
Change background colour 1. Click on slide
2. Choose Format Background 3. Select Fill and choose your colour
4. Click OK
Det er bare digitalisering av normal mennekselig atferd.
© Creuna
Choose among many Layouts Right-click on slide and select Layout
Insert image in background 1. Click on image placeholder
2. Choose Insert/Click Picture-button 3. Select image and click OK
Size of image=1500x844 px (2000x1126 px for even better quality)
Det handler om å bygge sin egen identitet, også digitalt.
© Creuna
Choose among many Layouts Right-click on slide and select Layout
Insert image in background 1. Click on image placeholder
2. Choose Insert/Click Picture-button 3. Select image and click OK
Size of image=1500x844 px (2000x1126 px for even better quality) Salg handler mer om kjøp
© Creuna
Choose among many Layouts Right-click on slide and select Layout
fokusere på kjøpsprosessen?
© Creuna
Kjøp
4.
Behov
1.
Løsning
3.
Kriterier
2.
Choose among many Layouts Right-click on slide and select Layout
Insert image in background 1. Click on image placeholder
2. Choose Insert/Click Picture-button 3. Select image and click OK
Size of image=1500x844 px (2000x1126 px for even better quality)
Hva er det kjøpsutløsende kriteriet for en Dressmann XL kunde, når han skal kjøpe et belte?
© Creuna
Choose among many Layouts Right-click on slide and select Layout
© Creuna
Kjøp Behov
Løsning
Kriterier
Salg Definere
Arkitekt
Utforske
Redusere risiko for feilkjøp
4. 1. 3. 2.
Choose among many Layouts Right-click on slide and select Layout
Darker colours You’re basically free to use the different saturations
of the colours, but we still recommend these second to darkest ones
Our five basic colours Yellow, Blue, Red, Green and Grey
These are the colours we use for backgrounds
Change background colour 1. Click on slide
2. Choose Format Background 3. Select Fill and choose your colour
4. Click OK
Key takeaway 1
© Creuna
Choose among many Layouts Right-click on slide and select Layout
© Creuna
Kjøp
4.
Behov
1.
Løsning
3.
Kriterier
2.
Identifiser kunde i kjøpsprosessen og følg han resten av veien, slik at han føler lav risiko for feilkjøp
Finn de reelle kjøpsutløsende kriteriene!
Choose among many Layouts Right-click on slide and select Layout
© Creuna
Kjøp
4.
Behov
1.
Løsning
3.
Kriterier
2.
3 % 7 % 30 % 30 %
Men! –det er alltid ett MEN eller to….
Choose among many Layouts Right-click on slide and select Layout
Darker colours You’re basically free to use the different saturations
of the colours, but we still recommend these second to darkest ones
Our five basic colours Yellow, Blue, Red, Green and Grey
These are the colours we use for backgrounds
Change background colour 1. Click on slide
2. Choose Format Background 3. Select Fill and choose your colour
4. Click OK
97 % av kundene gjennom en kjøpsprosess uten at din bedrift er involvert!
© Creuna
Kilde: McKinsey & Company
Choose among many Layouts Right-click on slide and select Layout
© Creuna
Kjøp
4.
Behov
1.
Løsning
3.
Kriterier
2.
97 %!
Choose among many Layouts Right-click on slide and select Layout
Insert image in background 1. Click on image placeholder
2. Choose Insert/Click Picture-button 3. Select image and click OK
Size of image=1500x844 px (2000x1126 px for even better quality)
Den nye kundereisen
© Creuna
Choose among many Layouts Right-click on slide and select Layout
© Creuna
Attention
Interest
Desire
Action Discover
Search
Ask Compare
Decide
Ambassador Use
support Share
Trust
find like love
Friend Personalize
- en ny kundereise
Choose among many Layouts Right-click on slide and select Layout
To add pre-formatted bullet text please use the Increase/Decrease Indent
buttons found in the Top-PowerPoint menu
THE WEAKEST LINK
© Creuna
Choose among many Layouts Right-click on slide and select Layout
Our five basic colours Yellow, Blue, Red, Green and Grey
These are the colours we use for backgrounds
Darker colours You’re basically free to use the different
saturations of the colours, but we still recommend these second to darkest ones
Change colour of numbering 1. Select all text with numbering
2. Choose Format/Bullets and Numbering 3. Select colour from ‘Color’ dropdown.
4. Click OK
Change background colour 1. Right click outside slide
2. Choose Format Background 3. Select Fill and choose your colour
4. Click OK
Det handler om å forstå og respektere den makten og de forventningene kunden har til deg og din organisasjon
© Creuna
Choose among many Layouts Right-click on slide and select Layout ∞ © Creuna
Salg er en kontinuerlig kundereise
© Creuna
under
før
etter
Tradisjonell salgskommunikasjon
Choose among many Layouts Right-click on slide and select Layout ∞ © Creuna
Salget kan skje i alle kontaktpunktene!
© Creuna
under
Før
Etter
Choose among many Layouts Right-click on slide and select Layout
Darker colours You’re basically free to use the different saturations
of the colours, but we still recommend these second to darkest ones
Our five basic colours Yellow, Blue, Red, Green and Grey
These are the colours we use for backgrounds
Change background colour 1. Click on slide
2. Choose Format Background 3. Select Fill and choose your colour
4. Click OK
Key takeaway 2
© Creuna
Choose among many Layouts Right-click on slide and select Layout
Insert image in background 1. Click on image placeholder
2. Choose Insert/Click Picture-button 3. Select image and click OK
Size of image=1500x844 px (2000x1126 px for even better quality)
Identifiser de viktigste kontaktpunktene på kundereisen og definer hvor kunde er i kjøpsprosessen
© Creuna
Choose among many Layouts Right-click on slide and select Layout
Hva gjør markedslederne?
Product leader
Operational excellence
Client intimate
- middle-of-the-market products at the best price with the least inconvenience.
- best product and inovation, period!
- specialize in satisfying, unique needs and relationships
Choose among many Layouts Right-click on slide and select Layout ∞ © Creuna
Salget kan skje i alle kontaktpunktene!
© Creuna
under
Før
Etter
Choose among many Layouts Right-click on slide and select Layout ∞ © Creuna
Sales Marketing
The total customer
experience
Choose among many Layouts Right-click on slide and select Layout ∞ © Creuna
Sales Marketing
The total customer
experience
Kundeopplevelsen er merkevaren
Choose among many Layouts Right-click on slide and select Layout
Insert image in background 1. Click on image placeholder
2. Choose Insert/Click Picture-button 3. Select image and click OK
Size of image=1500x844 px (2000x1126 px for even better quality)
Digital?
© Creuna
Choose among many Layouts Right-click on slide and select Layout
Insert image in background 1. Click on image placeholder
2. Choose Insert/Click Picture-button 3. Select image and click OK
Size of image=1500x844 px (2000x1126 px for even better quality)
93 % av B2B kjøp starter med søk
© Creuna
Kilde: McKinsey & Company
Choose among many Layouts Right-click on slide and select Layout
Insert image in background 1. Click on image placeholder
2. Choose Insert/Click Picture-button 3. Select image and click OK
Size of image=1500x844 px (2000x1126 px for even better quality)
© Creuna
Choose among many Layouts Right-click on slide and select Layout
Insert image in background 1. Click on image placeholder
2. Choose Insert/Click Picture-button 3. Select image and click OK
Size of image=1500x844 px (2000x1126 px for even better quality)
Er du digitalt synlig?
Utfordring nummer 1!
© Creuna
Choose among many Layouts Right-click on slide and select Layout
Dere må hjelpe søkemotorene og kunde å finne innholdet!
© Creuna
http://www.handelsbanken.no/shb/inet/istartno.nsf/FrameSet?OpenView&iddef=HandelsbankenNO&navid=HandelsbankenNO&navob=50&base=/Shb/Inet/ICentNo.nsf&sa=/Shb/Inet/ICentNo.nsf/default/q62CD42A72D9B2D00C12575370056E221
Choose among many Layouts Right-click on slide and select Layout
Konsekvensene for Handelsbanken er tydelig…
© Creuna
Choose among many Layouts Right-click on slide and select Layout
© Creuna
kunde
teknologi bedrift
Brukerorientering - Lite fokus på bedriftens
behov
Tradisjonell markedsføring/”branding”
- Lite fokus på kundens behov
Tradisjonell kundedialog - Lite fokus på effektivitet og
innovasjon
Vårt største potensial
Choose among many Layouts Right-click on slide and select Layout
To add pre-formatted bullet text please use the Increase/Decrease Indent
buttons found in the Top-PowerPoint menu
Hvorfor lykkes mitt bloggprosjekt?
© Creuna
At noen har sagt opp jobben sin er ikke interessant.
At noen skriver om prosessen rundt jakten på drømmejobben i sosiale medier, er interessant!
Choose among many Layouts Right-click on slide and select Layout
Use Increase Indent button to get predefined level and font
Level 1 = Introtext Level 2 = Subtext
Level 3 = Bodytext
Hvor henter kunden kjøpsinformasjon fra?
© Creuna Kilde: Nielsen – The role of content Mars 2014
Social media
User Reviews
Online Advertising
Expert Reviews
Word Of Mouth
Official Brand Websites
TV Advertising
54 %
52 %
51 %
46 %
45 %
44 %
40 %
Choose among many Layouts Right-click on slide and select Layout
Darker colours You’re basically free to use the different saturations
of the colours, but we still recommend these second to darkest ones
Our five basic colours Yellow, Blue, Red, Green and Grey
These are the colours we use for backgrounds
Change background colour 1. Click on slide
2. Choose Format Background 3. Select Fill and choose your colour
4. Click OK
Innhold fra eksperter har 83% mer påvirkning på kjøpsbeslutning enn for eksempel kundeomtale!
© Creuna
Kilde: Nielsen – The role of content Mars 2014
Choose among many Layouts Right-click on slide and select Layout
Insert image in background 1. Click on image placeholder
2. Choose Insert/Click Picture-button 3. Select image and click OK
Size of image=1500x844 px (2000x1126 px for even better quality)
Hvem har sagt at ikke du kan være eksperten?
© Creuna
Choose among many Layouts Right-click on slide and select Layout
Insert image in background 1. Click on image placeholder
2. Choose Insert/Click Picture-button 3. Select image and click OK
Size of image=1500x844 px (2000x1126 px for even better quality)
Utfordrerselgeren
© Creuna
Choose among many Layouts Right-click on slide and select Layout
Insert image in background 1. Click on image placeholder
2. Choose Insert/Click Picture-button 3. Select image and click OK
Size of image=1500x844 px (2000x1126 px for even better quality)
Key takeaway 3
© Creuna
Choose among many Layouts Right-click on slide and select Layout
Insert image in background 1. Click on image placeholder
2. Choose Insert/Click Picture-button 3. Select image and click OK
Size of image=1500x844 px (2000x1126 px for even better quality) I B2B kjøpes
det mest fra dem man lærer av!
© Creuna
Choose among many Layouts Right-click on slide and select Layout
Insert image in background 1. Click on image placeholder
2. Choose Insert/Click Picture-button 3. Select image and click OK
Size of image=1500x844 px (2000x1126 px for even better quality) I B2B kjøpes
det mest fra dem man lærer av!
© Creuna
Choose among many Layouts Right-click on slide and select Layout
To add pre-formatted bullet text please use the
Increase/Decrease Indent buttons found in the
Top-PowerPoint menu
Utfordreren lærer kundene noe • Fokuserer ikke på produktdata eller fordeler • Selger på unik kunnskap og nye synspunkter om
kundens marked • Deler sin kunnskap med markedet • Finner ideer som kunden vil tjene- eller spare penger på • Ideer kunden ikke selv har tenkt på
© Creuna
Choose among many Layouts Right-click on slide and select Layout
To add pre-formatted bullet text please use the
Increase/Decrease Indent buttons found in the
Top-PowerPoint menu
Utfordreren skreddersyr salgsbudskapet til den enkelte kunde • Utfordreren finner kundens forretningsmål og
argumenterer rundt disse • Utfordreren er en ekspert til å identifisere hva som vil
senke kundens risikoopplevelse • Utfordreren tilnærmer seg kjøpshindringer med
kunnskap og nye ideer
© Creuna
Choose among many Layouts Right-click on slide and select Layout
To add pre-formatted bullet text please use the
Increase/Decrease Indent buttons found in the
Top-PowerPoint menu
Utfordreren tar kontroll over salget
• Utfordreren er ikke aggressiv, men han er utfordrende • Er komfortable med at det er friksjon mellom han og kunde • Bøyer seg ikke for alle kundekrav og har en tendens til å
presse kunde • Får salget ved å få kunden til å tenke utenfor boksen • Bruker innsikt og kunnskap for å skape spenning i salget
© Creuna
Choose among many Layouts Right-click on slide and select Layout
Change background colour 1. Click on slide
2. Choose Format Background 3. Select Fill and choose your colour and click OK
Make a new slide to add or change the icons by using graphics from www.iconmonstr.com
Our five basic colours Yellow, Blue, Red, Green and Grey
These are the colours we use for backgrounds
Darker colours You’re basically free to use the different saturations of
the colours, but we still recommend these second to darkest ones
Lykke til :)
creuna.no alainfassotte [email protected]
AFassotte +47 920 611 16 alainfassotte
© Creuna
Make a new slide to add or change the icons by using graphics from www.iconmonstr.com
Related Documents
