sales training - friday meeting
TRANSCRIPT
![Page 1: Sales training - Friday meeting](https://reader035.vdocuments.us/reader035/viewer/2022062523/5881aaff1a28ab1a398b758b/html5/thumbnails/1.jpg)
Sales Philosophy in Todays Market
How are you selling today?
![Page 2: Sales training - Friday meeting](https://reader035.vdocuments.us/reader035/viewer/2022062523/5881aaff1a28ab1a398b758b/html5/thumbnails/2.jpg)
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
![Page 3: Sales training - Friday meeting](https://reader035.vdocuments.us/reader035/viewer/2022062523/5881aaff1a28ab1a398b758b/html5/thumbnails/3.jpg)
How do we sell today
• Web leads?• Cold Calls?
• E-mails?• Mailings?
• Basic Outbound Activity
![Page 4: Sales training - Friday meeting](https://reader035.vdocuments.us/reader035/viewer/2022062523/5881aaff1a28ab1a398b758b/html5/thumbnails/4.jpg)
How do we sell today• Strategic Selling?
• SPIN Selling?• Major Account Selling?
• VITO Selling?• KISS?
• Literally 1000’s of sales strategies out there!
![Page 5: Sales training - Friday meeting](https://reader035.vdocuments.us/reader035/viewer/2022062523/5881aaff1a28ab1a398b758b/html5/thumbnails/5.jpg)
What if I asked you to….
Stop Selling
![Page 6: Sales training - Friday meeting](https://reader035.vdocuments.us/reader035/viewer/2022062523/5881aaff1a28ab1a398b758b/html5/thumbnails/6.jpg)
And to…
Start Giving
![Page 7: Sales training - Friday meeting](https://reader035.vdocuments.us/reader035/viewer/2022062523/5881aaff1a28ab1a398b758b/html5/thumbnails/7.jpg)
How do we NEED to sell today (VALUE) -You can lead a horse to water…
![Page 8: Sales training - Friday meeting](https://reader035.vdocuments.us/reader035/viewer/2022062523/5881aaff1a28ab1a398b758b/html5/thumbnails/8.jpg)
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
![Page 9: Sales training - Friday meeting](https://reader035.vdocuments.us/reader035/viewer/2022062523/5881aaff1a28ab1a398b758b/html5/thumbnails/9.jpg)
Stop Selling/Start Giving
• Give them data• Give them access• Give them reports• Give them information
• Give them a reason to engage EMSI
![Page 10: Sales training - Friday meeting](https://reader035.vdocuments.us/reader035/viewer/2022062523/5881aaff1a28ab1a398b758b/html5/thumbnails/10.jpg)
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?
![Page 11: Sales training - Friday meeting](https://reader035.vdocuments.us/reader035/viewer/2022062523/5881aaff1a28ab1a398b758b/html5/thumbnails/11.jpg)
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
![Page 12: Sales training - Friday meeting](https://reader035.vdocuments.us/reader035/viewer/2022062523/5881aaff1a28ab1a398b758b/html5/thumbnails/12.jpg)
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
![Page 13: Sales training - Friday meeting](https://reader035.vdocuments.us/reader035/viewer/2022062523/5881aaff1a28ab1a398b758b/html5/thumbnails/13.jpg)
Stop Selling/Start Giving
• Start with…
– I wanted to share … an Article a Report a Story of Best Practices Information
![Page 14: Sales training - Friday meeting](https://reader035.vdocuments.us/reader035/viewer/2022062523/5881aaff1a28ab1a398b758b/html5/thumbnails/14.jpg)
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
![Page 15: Sales training - Friday meeting](https://reader035.vdocuments.us/reader035/viewer/2022062523/5881aaff1a28ab1a398b758b/html5/thumbnails/15.jpg)
Stop Selling/Start Giving
Stop Selling!Start Giving!