Marsing Sales training
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WWW.LADEGAARD.AS Marsing Sales training Greve 15. april 2008 Welcome
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Welcome. Marsing Sales training. Greve 15. april 2008. Today’s program. DiSC. Feedback on DiSC What are you going to do… Top 5. What creates succes?. Motivation + Energy = Results. Attitude. You become your thoughts. Are you aware - PowerPoint PPT Presentation
Transcript of Marsing Sales training
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Marsing Sales training
Greve 15. april 2008
Welcome
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Today’s program
Time What
0900 – 0915 Welcome – today’s program
0915 – 1000 Feedback on DiSC and top 5 customers
1000 – 1100 Attitude – Tree of Success
1100 – 1200 CustomersCompetitorsHow are you getting your business today?10 good rules for service
1200 – 1245 Lunch
1245 – 1315 5 reasons why a customer should buy from Marsing
1330 – 1400 How will we meet your targets and get business tomorrow?
1400 – 1500 Canvas – hunting new business
1500 - 1600 Marsing action plan
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DiSC
Feedback on DiSC
What are you going to do… Top 5
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What creates succes?
Motivation +
Energy
=Results
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Attitude
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You become your thoughts
Are you aware
That every time you think and talk in a negative way, it affects your life quality
That both positive and negative behavior has an impact on your environment
That being discontented drains both you and your environment of energy
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You become your thoughts
While positive thoughts
Give you the strength to act and think in a constructive way
Give you energy, trustworthiness and powerful influence
Battle stress and a bad physical work invironment
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Remember
Your attitudes are reflected in your behavior
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Personal skills
How fast do you read your customer?
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Communication barriers
Filt
er
Filt
er
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The 4 x 20 rule
20
20
20
20
The first 20 seconds
The first 20 words
The first 20 steps
The upper 20 cm of your face
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Tree of success
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Individually20 min
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Before making the first call
What does the customer expect from you?
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The customers expectation to you
1
3 4
210 min
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We have heard from our customers:
• That you are professional • That you are well prepared
• That you understand the customer’s Map of the World
• That you can discuss other things than your product
• That you are the expert
• That you take responsibility
• That you know development in advance
• That you follow up
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You get what you focus on!
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Is it necessary to prepare yourself?
YES!
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The professional customer meeting
How do you prepare yourself?
Facts Fantasy
What do you know?---
What do you think?----
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What do you know – what do you think?
FACTS FANTASY
Industry
Name
Address
Export
Future business development
Important, focus on, benefit
Import
New productNumber of employees
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Why does your customerBuy from you?15 min.
Ask them?
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Jesper – Supply guarantee José – Convenience Lissie – Quick response Eva – Good service- good price Virgile – Good service in the past Manoush – Availability Christian – Delivery on time/relationship Carsten – Good network – Solve their problems –
Warehousing –Trustworthness – Good service –Quick response – Open towards contracts – Flexible – Partnering – Carsten himself – Market information – product knowledge – Brainstorming
David – Trust – Competence – Audit service.
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Marsings top 5
1. Problem solving
2. Service
3. Supply
4. Experience
5. Business partner
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Segmentation
Who are your most
Important customers?
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How do you attract
new customers today?
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What characterizes
your best customers?
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Answer these three questions
1
3 4
220 min
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Do you know your competitors?
Page 25
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Knowing your competitors
1
3 4
210 min
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Letters
NameCompanyAddress
Header
Attention: Why are you writing?Benefit: What’s in it for the customerClose: What is the next step?
