Future Rep The Future of Selling by Richard Mulvey & Charlotte Kemp
The Power Series - Future Rep
Aug 08, 2015
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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
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