Sale after the sale.Expanding your clients.

Zhenya RozinskiyTechnology Leader

23+ years in IT15+ years in Outsourcing

I am your CUSTOMER

Introduce Yourself

• Name• Company• Your role• Company primary business• What is the main question you hope

to get an answer to today

Epigraph…..

What will we cover

• Lead Generation• Presale• Closing a sale• Sale after the sale

What will we focus on

• View from a customer side• Cultural differences• Various roles you come across• Problem avoidance & resolution• What do customers want

What will we NOT focus on

Sales technics

Stories You Are About to Hear Are TRUE!

Names Have Been Changed to Protect the Innocent!

We develop our clients to survive

Sell what they need,Not what you have!

Not all projects are created equal

There are many types of monsters

Get to the body

Know when to stop

Hundreds/26/6/3/1

Case #1Build it and they will come

A spoken wordA written word

Basic rules of email

• Do not write generic emails• Make your appeal is special• Appeal to emotions

The four seconds rule

Let’s get reading

Let’s get writing

You are dealing with people.Special People.

My Name is …. 刘振亚

Native Speaker vs. Native Mind

7% / 38% / 55%

Lights! Camera! Action!

Put a stake in the ground!

Let’s hope they said “NO”

It keeps going, and going, and going...

Know your audience

Let’s get selling

Case #2Sell it to me

Let’s get celebrating

You expected problems, didn’t you

Case #3Evaporating Smoke

The King is Dead!Long live the King!

Let’s get talking

Case #4Now you see it, now you don’t

Know Your Client

Case #5What they think they need

Is not what they need

Case #6The world is falling

Case #7We are smarter than them

Without trust any project is doomed

You are there to solve problems.Problems are sometimes real,

Sometimes perceived.

Be there.Be present.

Be in a middle.

Sell Solutions.

Thank you.

zhenya@rozinskiy.com