Sales - Entrepreneurship Goethe

7/21/2019 Sales - Entrepreneurship Goethe

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Walter Westervelt



1.

Introduction

2.

Afters vs. Expectations

3. Defining Sales

4.

Who is Your Competition

5. Monopolies are good Competition is

bad

6. Cost vs Price



The Four Breakthroughs of SalesSales as a Unique Function: The Segmentation of

Sales and Delivery

Introduction of Sales Techniques July 1925 E. K. Strong: The Psychology of Selling (feature/benefit,

objection handling, closing, open and closed questioning skills)

Solution Selling for Complex Sales: Consultative Selling1970s CRM, Process Optimization, Consultative and Solution Selling, better

relationships, supplier as trusted advisor

Purchasing Revolution1990s They have become more sophisticated and strategic. Supplier

segmentation and supply chain management.

Challenger SalesCurrent thinking: Different view of the world, understands the clientsbusiness, loves to debate, pushes the customer.

3



Value Proposition

A statement that represents value to the

client

•

Make the claim

•

Direct client relevant value of the claim

• How we deliver on the claim

•

Where we have done it before



Basic Sales Process

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Build Your Life

Reinvent yourself, over and over

Are you surrounding yourself with the right people

The price of anything is the amount of life you

exchange for it

Monotony is the reward of the careful



Finding your

passion before

you find avocation

What youLove

Rich

butBored

What PaysWell

Happy butPoor

What YourGood At

Just aDream

Win

Sales - Entrepreneurship Goethe

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