THE REAL DEAL

MARIO BERTA

Flyspaces.com

JADECambodia 2012

To all Startups & People with Jobs

THE 1ST RULE OF SALES

A Always

B Be

C Closing

NO SUCH A THING….AS

90% closed Deal

THE 2ND RULE OF SALES

Sales is not about

PITCHING. It’s

about CLOSING.

- Mario Berta

sell with pride.

GET RID OF THE MISCONCEPTIONS ABOUT “SELLING”

SALES AS FUEL OF ORGANIZATIONS

GREAT COMPANY, GREAT PRODUCT, NO SALES ?

THE CONCEPT OF MONEY

SALES AS FORM OF PERSUASION

• Art of selling > fundamentals of communications

• Sell yourself > Self Branding

SALES AS MEANS TO GET PERSONAL SATISFACTION

ETHICS

YOUR VERY FIRST SALE HAPPENS WITH YOURSELF

THE MINDSET | THE ENTHUSIAM | THE PERSEVERANCE

rules of persuasion.

RECIPROCITY

Social obligation to give back

Personalized, Unique

How it is given

SCARCITY

People want unique products

AUTHORITY

What makes you credible ?

CONSISTENCYAsk for commitment along the way

Voluntary, public and active

LIKE

People that are similar

Pay compliments

Mutual goals

CONSENSUS

Looking at actions of

others to justify yours

Analogs

rules of engagement.

1. Always qualify the lead

2. Avoid people with limiting beliefs unless these are easy to overcome

3. Forecast overcoming objections

4. Be enthusiastic as hell

5. Be sharp

6. Convey yourself as a figure of authority

7. Deliver the power state: confidence, certainty, clarity

8. Measure and pivot

9. Manage the transitions (“based on what you told me….”)

10.“Money aside”

INNOVATIVE PRODUCTS EMERGING PRODUCTS

COMMON PRODUCTS COMMODITIZED PRODUCTS

Pioneers

Entry barriersLimiting beliefs

People’s beliefs

New problems

Early adopters

AnalogsCredibility

Pitch

Delivery

Buyers

Credibility / Brand

Great Pitch

Switching / Competitors

Follow ups

Relationship

Serial Buyers

Credibility / Brand

Strong CompetitionPrice War

Long Sales Cycles

fail to prepare > prepare to fail.

EMPIRICAL RESEARCH: the company, industry, competitors, regulatory framework

EMPHATIC RESEARCH: the person, challenges / opportunities, press release.

WHO IS THE DECISION MAKER?

CHIT-CHAT

PRESENTATION > “Script” > The whole cycle > The big picture• Qualifying questions

• Introduction of your self

• Introduction of your company

• Introduction of your products

HOW IS IT GOING TO BENEFIT THEM ?

PRICE / VALUE > Translate into $$$

ANALOG

CLOSING NEXT STEPS

UNDERSTAND THE DECISION MAKING PROCESS

TIME, DRESS CODE, MATERIAL

THE STRAIGHT LINE

B2C B2B

DIGITAL MARKETING GURUS

CUSTOMER EXPERIENCE

ANALYTICS

PRODUCT

CUSTOMER SERVICE

MORE DIGITAL MARKETING

LEAD GENERATION MACHINES

PREPARATION !!!

LISTENING TO CLIENT

PITCHING / CLOSING

CUSTOMER SERVICE

EXTRA MILE

why can’t you close?

1.PREPARATION

2.PERSON

3.PITCH

identify your process.

GENERATION

TRACKING

CLOSING

Referrals“Pipeliners”

Trust and relationship building

Google sheets or excel --- MUST UPDATE

Sales force or zoho --- MUST UPDATE

Call, text, email, visitState of mind

MOST POWERFUL TOOL ?

ARE YOU READY?