The Power Series - Future Rep

Future RepThe Future of

Sellingby Richard Mulvey &

Charlotte Kemp

Power Prospecting - FebruaryExceptional Customer Service - MarchThe Power Close - AprilFuture Rep - MayPowerful Sales Presentations - JuneSelling at your Higher Price - JulyPower Sales Motivation - AugustTelephone Selling - SeptemberPower Selling – Face to Face - OctoberPower Negotiation - November

The Power Series

The Second Oldest Profession

History of Selling

History of Selling

History of Selling

J.H. PattersonSales Primer 1887

The Book of Arguments 1894

Sale Primer

Sell to Anybody who wants to BuyFocus on your Product and its benefits

Use the Selling ScriptsHandle Objections this way

Always Be Closing

Sale Primer

Sell to Anybody who wants to BuyFocus on your Product and its benefits

Use the Selling ScriptsHandle Objections this way

Always Be Closing

The Hunter

History of Selling

Frank Watts 1975

Michael Bosworth 1984

Selling SolutionsProspecting

Diagnosing customer needsCrafting a potential solution

Establishing valueBargaining for access to decision-makers

Proof, ROI and the total solutionNegotiating to Win-Win

Following up to ensure customer success

Selling SolutionsProspecting

Diagnosing customer needsCrafting a potential solution

Establishing valueBargaining for access to decision-makers

Proof, ROI and the total solutionNegotiating to Win-Win

Following up to ensure customer success

The Farmer

The Future of Selling

The Future of Selling

Email is on it's way out Face to face visits are on their way out Skype will soon translate on the flyYour Desk has gone

The office of Today

The Future of Selling

Your entertainment allowance has gone"Big Data"Everything is interconnected.

Email is on it's way out Face to face visits are on their way out Skype will soon translate on the flyYour Desk has gone

The Future of Selling

New ProspectingResearch - Research - Research

Becoming a ColleagueWorking with the Clients Solutions

Regular long Distance ContactBecoming part of their Team

Becoming Part of their Business Profitability

The Future of Selling

New ProspectingResearch - Research - Research

Becoming a ColleagueWorking with the Clients Solutions

Regular long Distance ContactBecoming part of their Team

Becoming Part of their Business Profitability

The Chef

Uses expert knowledge to create unique solutionsConstantly researching new ideas

Every customer is differentIs always looking for creative solutions

Modern Chefs are Business PeopleIs an outsider working with the client’s team

The Chef

Old Prospecting

Cold CallingAdvertisingReferrals

Walk Ins / Phone InsNetworking

New Prospecting

Hot CallingBranding Yourself the Expert

Targeted ReferralsClick Ins

Social Networking

Research - Research - Research

Google - AlertsCompany and Decision Makers

Who Owns WhomLinkedIn

Financial StatementsBlogs

Becoming a Colleague

LinkedInFacebook

Skype AddressCell Number for WhatsApp

Regular Contact

Working with the client’s solutions

Focus on the end result

Regular Long Distance Contact

Soft ContactHard Contact

Becoming part of their Team

Learn their LanguageGet an Office with your name on it

Good Morning Sir, Please sit and wait for Mr SmithGood Morning Sir, are you here for Mr Smith?Morning John, Mr Smith said go right through

Hi John, You know where to goHi John, How was your weekend?

The Reception Test

Becoming part of their Team

Becoming part of their Business

Financial ResultsFamiliar with the whole team

Provide experience in other things

Future RepThe Future of

Sellingby Richard Mulvey &

Charlotte Kemp

www.powerseries.co.za