Transcript
Page 1: "How To Sell" The overnight Consultant - Marsha D. Lewin Jason Bristow Marsha Client

"How To Sell"The overnight Consultant - Marsha D. Lewin

Jason Bristow

Marsha Client

Page 2: "How To Sell" The overnight Consultant - Marsha D. Lewin Jason Bristow Marsha Client

Market Your Service...Sell Your Solutions–"Selling is the Tactics you Employ to get People to Hire You"! - Chapter 5

Presentation Will Focus on the "Tactics" Lewin Discusses in Chapter Six (6).

Page 3: "How To Sell" The overnight Consultant - Marsha D. Lewin Jason Bristow Marsha Client

The Tactics of Lewin

Prospecting Introduction Questioning Qua lify ing Proposa l

Sa le

Page 4: "How To Sell" The overnight Consultant - Marsha D. Lewin Jason Bristow Marsha Client

"Marsha's Five Signs of a Real Prospect"

Immediate Need

Available Funding

High Priority to Task

Sponsor High in the Organization

Palpable Chemistry

Page 5: "How To Sell" The overnight Consultant - Marsha D. Lewin Jason Bristow Marsha Client

"So You're in the Door"

Three Minute Sale...tick, tick, tick, tick

Get to Know the Client

The Difference between "Hearing" and Listening"

What do you Say?.....next slide.....

Page 6: "How To Sell" The overnight Consultant - Marsha D. Lewin Jason Bristow Marsha Client

...What You Should Say"Marsha's Five Questions"

"What is your business, your role in it, and your view of it?"

"What's the problem? You wouldn't have made time for me if you didn't perceive a problem."

"I'll rephrase your problem statement...Have I done so correctly? If not, can you expand or correct it?"

"How can I help you? Let me describe some areas in which I think we can help you solve your problem."

"How do I know I can help you? Let me describe our background relevant your problems."

Page 7: "How To Sell" The overnight Consultant - Marsha D. Lewin Jason Bristow Marsha Client

The Hardest Word to Say is....

CUDGEL

PROPOSALMANSHIP

RECIDIVISM

PRODUCTIZE

BAKSHISH

DIAMETRICALLY

DOUBLETONCHART-ITIS

SUBJUGATE

NO

Page 8: "How To Sell" The overnight Consultant - Marsha D. Lewin Jason Bristow Marsha Client

THE PROPOSAL STAGE(When and How)

Only When Chance of Selection is Good

Written or Presented

100% Effort

Manage the Proposal Preparation

Page 9: "How To Sell" The overnight Consultant - Marsha D. Lewin Jason Bristow Marsha Client

THE PROPOSAL STAGE(What and Why...Page 140)

Content of ProposalHow to address the problemHow long will it takeSequence of activitiesAnticipated outcomesCost of projectForm of contract

Convey Understanding of ProjectYour still "selling" yourselfYour ability to aid in problem resolutionRelated work and references

Page 10: "How To Sell" The overnight Consultant - Marsha D. Lewin Jason Bristow Marsha Client

The Job Never Ends...

Concerns After the "Sale"

– Watch your back

– Avoid taking sides

– Your not family

– Remain objective

Page 11: "How To Sell" The overnight Consultant - Marsha D. Lewin Jason Bristow Marsha Client

"THE IBM WAY"

Buck Rodgers - "The Ten Greatest Salespersons"IBM - 1950 - 1984 ($250 M to $50 B)1974 - 1984 Vice President of Worldwide Marketing"At IBM everybody sells!""...simple ideas and principles...thoughtfulness, courtesy and integrity."


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