Strategic Sales & Key Account Management Master's Program 2024 PDF

STRATEGIC SALES & KEY ACCOUNT MANAGEMENT Gonzalo Del Río Creus [email protected] Master in Management 2024 INDEX Introduction. Salespeople. Sales Activity. Complex sales. The personal selling process. Conclusion and exercises.  WHAT IS SELLING? Selling is provi...

STRATEGIC SALES & KEY ACCOUNT MANAGEMENT Gonzalo Del Río Creus [email protected] Master in Management 2024 INDEX Introduction. Salespeople. Sales Activity. Complex sales. The personal selling process. Conclusion and exercises.  WHAT IS SELLING? Selling is proving a service or exchanging a good for an amount of money or service.  KEY CONCEPTS BEFORE TO START SELLING is providing a service or product for an amount of money. SELLING is INFLUENCING It can be negotiated along with other details of the delivery process such as the date, the quantity As individuals and and format, the product professionals, we are selling characteristics, and 24/7 payment terms and conditions, among other things.  HOW CAN WE LEAD AND INFLUENCE OTHERS? We are influencing We must create a those around us to favourable environment take our position and to accept our proposal or advice to achieve our goals Selling is about motivating other people to make decisions that support a brand, a project, or an idea  POSITIVE INFLUENCE Positivity has transformative power. It can help change a person's mind and close a deal A positive attitude not only boosts individual performance, but spreads amongst team members, lifting numbers and morale WHO CAN BE A SALES PERSON? ESSENTIAL SALES SKILLS SALES PERSON Knowledge Attitude 25% 25% Skills Process 25% 25%  EVERY PROSPECT ALWAYS LISTEN IS DIFFERENT KNOW YOUR BE HONEST PRODUCT SALES TIPS SELL A NEED NOT FAILURE IS AN A WANT OPTION WE ARE ALL PRIORIZE HUMAN POTENTIAL CUSTOMERS SEGMENT YOUR TARGET IDENTIFY YOUR POTENTIAL RESEARCH YOUR CUSTOMERS COMPETITORS SHAPE A BRAND MARKETING STRATEGY SALE YOUR PRODUCT WHY WILL A CUSTOMER CHOOSE YOU ? Provide a Offer lots Involve Make a high level of Make them of them in the Tell a story realist service feel unique information decisión promises LINK BETWEEN BRAND AND CUSTOMER We consider salespeople to have a boundary role or BRA to be a link between customers and the brand. This is why salespeople are the “owners” of customers within a company. SALES BRAND CUSTOMER PEPOPLE WHAT IS RELATIONSHIP SELLING? The priority is on the interactions and trust built Relationship selling is between sales and the all about the customer/buyer. connection and relationship a salesperson builds Relationship selling is with their customers generally used for companies and potential buyers. who have longer sales cycles, or things that require more commitment when it comes to purchasing. RELATIONSHIP SELLING: Without building a working relationship, customers may feel like they are just a number. Worse, they may not view you as a trustworthy person, especially if you aren’t CUSTOMERS delivering on things you previously discussed. Now when it comes to re-signing a contract or continuing a working relationship, they may feel less important have a much greater chance of churn and moving on to a competitor. Costing you a long-term sale. RELATIONSHIP SELLING TECHNIQUES Practice Become Relate on Keep your social an active a personal word and selling to listener level be honest add value. SEGMENTATION OF SALES ACTIVITY B2B SALES VS B2C SALES THANK YOU