?WHOO DANNY HAHN?? ARTICLE 7 Things Danny Does As a Ballpark Vendor to Be Successful Runs a tab Limits his target market Technologically Innovative ? Uses unique contraption Customer Appreciation Knows what he?s selling ? Entertainment, not just beer Constituency Management ? even communicates with people who don?t buy. He knows if everyone in his section is happy, he will sell more beer in general. Sell-Through ? will walk into a section and see unfamiliar customers, but he knows he needs to treat those strangers as if they were the regular customers and sells through them. Write down on sheet of paper "Sales Talk" article 1st salesmen : "..ramped up sales pitch every time I prepared to move on." Jacques philosophy: Sell to people who want what you have. There is qualified people who want to buy what you have. Tom Hopkins opposing view Pitch the product to as many people as possible Jacques says "ins" don?t work We'll discuss these different views in class. Job Examples ( & Channels) Sales Reps ( Various) Entry Level Account Executive Selling into an account, but not geographically Assigned to sell to a specific group/entity Consultant Channel Liaison Project Team Be successful by selling your ideas to your group Customer Support Entrepreneur Small Biz Owner Special Situations Generating buzz for big time events such as movies. Ever wondered what a salesperson does all day ? Identify / Qualify Opportunities Develop proposals / presentations Acquire / Disseminate Knowledge New & add-on sales Servicing customers Constituency Management Creating value for customers - Did product/service help make money? - Did product/service help save money? - Did product/service help do something significant strategically? Question: In a world where things can be bought with the click of a mouse, what is the future for human salespeople ? Consultative Selling Create new value for customer - Make money- Save money- Do something transformational/strategic Relationship Ladder PARTNER ADVOCATE SUPPORTER CLIENT CUSTOMER PROSPECT Terminology: Prospect: Target market Customer: Done some business with Client: Project work / repeat business Supporter: Likes Us / Welcomes our Business Advocate: Actively Recommends Us ? Best customers that you can have. Partner: Mutual Advantage " Constituency Management Model" - What "constituencies" does a salesperson need to develop relationships with? Internal ? Should have internal relationships because it will allow you to prove your ideas will work. So you have credits/reputation. And will allow you to be assigned with great partners Suppliers - Can educate you on the components that are required to go into your product. Need good relationships because when things go wrong, you can call them to bail you out, for example when you need expedited services. Influence ? Have to spend time with your influence group so you can influence them to ?sell? your product. Customers Referral ? Specific people or groups that can actually recommend your product. Such as accountants or lawyers. Recruitment ? When in business, you have to spend time interviewing people who want to join your company. You want to make sure you spend time with these people because you can identify the ones who you think are really great. In Class Assignment YOU are the President of MSU. Draw a " Constituency Management Model". Write 2-3 lines on each constituency. Name each one and what role it plays 15 min, 1/2 - 1 page. Sales "Rules" # 1: Manage Expectations "Always , Always, Under-promise and Over - Deliver !!" Managing Expectations is one of the most important functions you can perform Sales "Rules" # 2 " Silence is NOT Golden". Sales "Rules" # 3 : To Win , Be Last Present Last Take up brain space Follow up Sales "Rules" # 4: "The Pen IS mightier than the Sword" Volunteer to write minutes/memos Create History - The way you see it Spend time with key players Sales "Rules" # 5: Be Aware of The "Butterfly Effect" The " Butterfly Effect" Kind to little people I-spy Become info sources Core Concepts: Class II "Whoo Danny Hahn.. " article R.M. Ladder Constituency Management Model Consultative Selling Sales Talk article Sales Jobs & Channels Sales "Rules"
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