We don’t sell, we serve

SARI KUPARI

Aim is Customer Experience

Service Smile Joy Teamwork Sharing Caring Passion Spirit

Drive Trust Loyalty Friendship Honesty Hard work

Experience Knowledge Learning Do your best Give

Believe Happiness Well-being Meet and fill the needs

For us Sales is

Sales is closing the marketing process

Result of an advertisement and experience

Sales is a companys lifeline

Sales is a continuous process

Sales is only one part of the big cake

Our Sales Process

Create image and maintain it

Prospecting / initial contact

Preapproach - planning the sale

Identifying and cross questioning

Need assessment

Presentation

Meeting objections

Gaining commitment

Follow-up

Build client relationship

Maintain client relationship

Identifyneed

Createsolution

Approach

Solveproblem

Follow up

Create image and maintain it

For customers

Presence

Interaction

Hold promises

Be involved

Quality of service is not just about money

Logo

Name

Colors

Price and value

Look

Quality

Renew

Develop

Stand behind your words

Prospecting

The search for potential customers or buyers. Need?

Do you have a solution?

Find qualified prospects and move them through the sales cycle from

cold to warm to hot.

Marketing tactics bring prospects incrementally closer to you, increase

the awareness

advertising, public relations, cold calling and networking

Preapproach

Gather relevant information regarding the prospect in order to create a

customized presentation.

If the product meets the costumers needs, client has finances to make a

purchase and if the audience is the decision-maker.

Point benefits and problem areas to clients.

Identifying and cross questioning

Who are the decision makers?

Who could benefit from my product or service?

What are my customer have plans?

There are always questions to ask.

Find product pairs. Do cross-sell analysis.

You can reduce total campaign costs, increase response rates and drive

increased sales.

Need assessment

Identify needs – customers needs, not yours

Gaps between current conditions and desired conditions or wants

Goals – company, employee, customer

Self-management to sales management

Be customer oriented

Presentation

Practice practice practice

Video

CV

Elevator pitch

Social media (Google your self, this is who you are?)

Get feedback and give feedback

Meeting objections

Sales objections are roadblocks, not dead ends

Arguments

Closing

Feedback, learn from it

Gaining commitment

Needs – company , individual, customer, environment

Goals - realistic

Right people - teamwork

Roles - teamwork

Reward – also customers and employees

Value, not only money – you can’t buy the happiness

Follow-up

Take the client through the next steps - called consolidation.

Confirm what has been agreed – delivery process, dates and times, payment procedures, where appropriate.

Write down, make notes.

Confirm all the details in an email or letter.

Contact details – check check check.

Follow up progress.

Check that they have received exactly what was agreed and on time.

Be available

Build client relationship and maintain it

Customers needs - Respect. Don’t push, win trust

Request feedback – Learn from it, use the feedback

Thank everyone!

Increase your knowledge

Research

Renew

Develop

Thank you for reading this!

Our team is passioned about creating WOW experiences. Long lastingones! This is our companys lifeline, purpose of existing!

What’s your companys reason for the existence?

Sari Kupari

Sales and Customer Service Coach

founder of www.xperience-chamonix.com / www.xcrew.fi