Sales training - Friday meeting
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Transcript of Sales training - Friday meeting
Sales Philosophy in Todays Market
How are you selling today?
How do we sell todayEMSI’s sales approach is simple:
• Bless the Customer• Bless the Employee
• Bless the Shareholder
• This is a CORE fundamental approach
How do we sell today
• Web leads?• Cold Calls?
• E-mails?• Mailings?
• Basic Outbound Activity
How do we sell today• Strategic Selling?
• SPIN Selling?• Major Account Selling?
• VITO Selling?• KISS?
• Literally 1000’s of sales strategies out there!
What if I asked you to….
Stop Selling
And to…
Start Giving
How do we NEED to sell today (VALUE) -You can lead a horse to water…
Value Based Selling
• Solve the Problem• Become a partner/advisor• Value does not mean subscription price!• You only get one shot at this! – Make the
conversation count!
• More Value=More Revenue
Stop Selling/Start Giving
• Give them data• Give them access• Give them reports• Give them information
• Give them a reason to engage EMSI
Stop Selling/Start Giving
• Philosophical change• We do not want to sound like we are selling
anything– We want to lead them into our process
• We want to help and bless the customer - PERIOD• What are we GIVING the customer?
– ANYTHING?
Stop Selling/Start Giving
• Remember what Chris Aberle said?
“You are sent to who you sound like”
Sound compellingSound like a consultantSound like you have the most important news to tell
them
Stop Selling/Start Giving
• So how do we do it?– What current issues are pressing with community
colleges?• Enrollment?• Economic Impact?
• GIVE THEM RELEVANT INFORMATION– Pull a report then follow up– Do a webinar – invite people– Differentiate yourself from the pack– Show passion/get excited
Stop Selling/Start Giving
• Start with…
– I wanted to share … an Article a Report a Story of Best Practices Information
Stop Selling/Start Giving
• Do results come overnight?– No (at least not in this market)
• Is it the right thing to do?– Yes
• Does this really work??– Yes
Stop Selling/Start Giving
Stop Selling!Start Giving!