selling yourself 2012 sales techniques for career and business development how to survive and thrive...
TRANSCRIPT
Selling Yourself 2012Sales techniques for career and business development
How to survive and thrive in the post-crunch, web-centric world
Mike Watson, Director Sound Solutions Marketing
[email protected] 383914
PowerBook for PowerPoint edition designed and produced by
6.Results & Analysis
1. Selling Skills
5. Planning &Development
3. Selling Channels
2. SellingSituations
4. Selling Tools
Sale
s La
ngua
ge
Sales Personality
SellingYourself2012
Digital Skills
Act
ing
Skill
sAnalytical Skills
Learning Skills
Develop your core selling skills and understand
the principles Career DevelopmentJob interviews
PromotionOwn Business
Targeting prospectsWinning ClientsRaising FinancePortfolio Career
On the phoneOnline
Face-to-faceOn-stage
On-screenOn-the-move
Words & Numbers, Graphics, Images,
Technology & CreativityTeam work & Leadership
Ongoing research and Learning: sectors, disciplinesScenario and script writingRole playsPrepare for meetingsReview meeting outcomes
Assess your results,successes, ratios?Calls to interviewsAppts to salesNumbers Game!
©
6. GainingCommitment
1. Preparation
5. ManagingFeedback
3. EstablishingContext
2. Making Contact
4. DevelopingInsight
Res
earc
h
Market SituationQ
uestioningEvid
ence
Process/Cycle
Next Stage?
Self & Product KnowledgePresence & Mind Set
Possible Solution
Statement
Customer and Market Needs
Features& Benefits
Open and Closed
Questions
Decisions MakingProcess
Solution Development
+ve = Buying Signals
-ve = Objections
Evidence
Closing the dealProgressing the dealUp-sellingCross selling
©
SellingSkills
6. Partners& Suppliers
1.NetworkingMeetings‘Ad-hoc’
5. Promotionat Work
3. Job Interview
2. Prospecting
4. SalesMeetings
Pers
onal
Bra
nd
Interpersonal Skills
Knowledge
Expe
rien
ceExpertise
Engagement
Elevator PitchMultiple Versions
Watercooler DataOnline
Social MediaJobsites
Local NetworkingSector Networking
Discipline Networking
Friends, Family, Colleagues
Direct v AgencyPhone v In-person
CV, PortfolioQuestions
PreparationWho & how
Career PlannerClient v Prospect
Own Business v RoleWho, where, when, why
Goal, Preparation
ChampionsOpponentsSWOTCareer Planner
Bank managersShareholdersChannel partnersProduct/Serviceproviders
©
SellingSituations
6. Selling Yourself
On the move
1. Selling Yourself
Over the phone
5. Selling Yourself
On Screen
3. SellingYourselfOnline
2. SellingYourselfFace to
Face
4. SellingYourselfOn Stage
Whe
n?
What?H
ow?
Whe
re?
Why?
Multiple touches
Landline, Mobile,Conference Call,Webinar, Skype 1 to 1
In MeetingsMultiple people
Social settingNetworking
ExhibitionAd-hoc
Linkedin, FacebookTwitter, Search
Website, BlogWebinar
Personal v corporate
Conference, EventColleagues, Clients
Video for live eventYouTube, TVTalking headMessage:CorporateManagementEmployeesSales Marketing
MobileWifiSkypeTablet, Laptop
©
SellingChannels
6. Teamwork& Leadership
1. Words
5. Knowledge& Expertise
3. Technology
2. Numbers
4. Marketing
Self
Aw
aren
ess
Skills Development
SellingTools
Personal Portal
Con
tent
Self Management
Time M
gmt
Copywriting, script writing,Headlines, Body copy,
For print, web FinacialsRatiosExcel
BudgetsProposals
PricingCosting
KPIsSLAs
ComputingMobile
Office: WordPowerpoint, Excel
Database/CRMGraphics
VideoOnline services
Social mediaBranding, Graphics etcTraditional & Digital
Marketing
Industry sectorsDepartmentsLevelScope of prior rolesPeople managedBudgets managedOutcomesResults
Team style (Belbin)ManagementPreferencesEnvironments
©
SellingTools
6. ReviewMore
1. LearnMore
5. Test More3. Research
More
2. Think More
4. Write More
Whe
n?
What?
SellingDevelopment
How
?W
here
?Why?
Support
Qualifications, Reading, Thought Leadership,
TrainingAcademic, Skills Gaps,
Technology
What’s your Strategy?Employed
Own BusinessPortfolio Career
Same SectorNew SectorSkills: Old,
Transferable, NewLocation, Money,
Job SatisfactionResponsibilities
Identify new markets, roles and
opportunities
Learn new saleslanguages for new
opportunities identified you want to
pursueWriting scripts and modelling, scenarios
ideas and outcomes
Prepare for forthcoming Opportunities:QuestionsRole playsClient profilesEngage in test scenarios
Review strategyand outcomesFeedbackNumbersFinancials
©
Planning & Development
6. Impact onStrategy
1. EstablishProcess
5. GetFeedback
3. Refine Goals
2. AssessAchievements
4. Prepare New Statements
Prep
arat
ion
Contact
Results & Analysis
ContextIn
sigh
tFeedback
Com
mitm
ent
Timings and systems for ensuring results can be
analysedWhat are your successes and
failures?What are the
numbers?SWOT
ArchivePortfolio
CV
Short, Medium and Long Term Goals
Write them down and monitor progress
against them
Develop scripts and questioning that can
test new goals
Test new material,approaches and ideas in both safe and liveenvironments
Assess feedbackAnd confirm impacton strategyThen apply new strategy to core selling skills etc
©
Results & Analysis
6.Results & Analysis
1. Selling Skills
5. Planning &Development
3. Selling Channels
2. SellingSituations
4. Selling Tools
Sale
s La
ngua
ge
Sales Personality
SellingYourself
Digital Skills
Act
ing
Skill
sAnalytical Skills
Learning Skills
Develop your core selling skills and understand
the principles Career DevelopmentJob interviews
PromotionOwn Business
Targeting prospectsWinning ClientsRaising FinancePortfolio Career
On the phoneOnline
Face-to-faceOn-stage
On-screenOn-the-move
Words & Numbers, Graphics, Images,
Technology & CreativityTeam work & Leadership
Ongoing research and Learning: sectors, disciplinesScenario and script writingRole playsPrepare for meetingsReview meeting outcomes
Assess your results,successes, ratios?Calls to interviewsAppts to salesNumbers Game!
©
Selling Yourself2012
6. GainingCommitment
1. Preparation
5. ManagingFeedback
3. EstablishingContext
2. Making Contact
4. DevelopingInsight
Res
earc
h
Market SituationQ
uestioningEvid
ence
Process/Cycle
Next Stage?
Self & Product KnowledgePresence & Mind Set
Possible Solution
Statement
Customer and Market Needs
Features& Benefits
Open and Closed
Questions
Decisions MakingProcess
Solution Development
+ve = Buying Signals
-ve = Objections
Evidence
Closing the dealProgressing the dealUp-sellingCross selling
©
SellingSkills
Selling Yourself2012
1.
6. Partners& Suppliers
1.NetworkingMeetings‘Ad-hoc’
5. Promotionat Work
3. Job Interview
2. Prospecting
4. SalesMeetings
Pers
onal
Bra
nd
Interpersonal Skills
Knowledge
Expe
rien
ceExpertise
Engagement
Elevator PitchMultiple Versions
Watercooler DataOnline
Social MediaJobsites
Local NetworkingSector Networking
Discipline Networking
Friends, Family, Colleagues
Direct v AgencyPhone v In-person
CV, PortfolioQuestions
PreparationWho & how
Career PlannerClient v Prospect
Own Business v RoleWho, where, when, why
Goal, Preparation
ChampionsOpponentsSWOTCareer Planner
Bank managersShareholdersChannel partnersProduct/Serviceproviders
©
SellingSituations
Selling Yourself2012
2.
6. Selling Yourself
On the move
1. Selling Yourself
Over the phone
5. Selling Yourself
On Screen
3. SellingYourselfOnline
2. SellingYourselfFace to
Face
4. SellingYourselfOn Stage
Whe
n?
What?H
ow?
Whe
n?Why?
Multiple touches
Landline, Mobile,Conference Call,Webinar, Skype 1 to 1
In MeetingsMultiple people
Social settingNetworking
ExhibitionAd-hoc
Linkedin, FacebookTwitter, Search
Website, BlogWebinar
Personal v corporate
Conference, EventColleagues, Clients
Video for live eventYouTube, TVTalking headMessage:CorporateManagementEmployeesSales Marketing
MobileWifiSkypeTablet, Laptop
©
SellingChannels
Selling Yourself2012
3.
6. Teamwork& Leadership
1. Words
5. Knowledge& Expertise
3. Technology
2. Numbers
4. Marketing
Self
Aw
aren
ess
Skills Development
SellingTools
Personal Portal
Con
tent
Self Management
Time M
gmt
Copywriting, script writing,Headlines, Body copy,
For print, web FinacialsRatiosExcel
BudgetsProposals
PricingCosting
KPIsSLAs
ComputingMobile
Office: WordPowerpoint, Excel
Database/CRMGraphics
VideoOnline services
Social mediaPersonal DevelopmentMarketing Plan
Traditional & DigitalMarketing
Industry sectorsDepartmentsLevelScope of prior rolesPeople managedBudgets managedOutcomesResults
Team style (Belbin)ManagementPreferencesEnvironments
©
SellingTools
Selling Yourself2012
4.
6. ReviewMore
1. LearnMore
5. Test More3. Research
More
2. Think More
4. Write More
Whe
n?
What?
Planning &Development
How
?W
here
?Why?
Support
Qualifications, Reading, Thought Leadership,
TrainingAcademic, Skills Gaps,
Technology
What’s your Strategy?Employed
Own BusinessPortfolio Career
Same SectorNew SectorSkills: Old,
Transferable, NewLocation, Money,
Job SatisfactionResponsibilities
Identify new markets, roles and
opportunities
Learn new saleslanguages for new
opportunities identified you want to
pursueWriting scripts and modelling, scenarios
ideas and outcomes
Prepare for forthcoming Opportunities:QuestionsRole playsClient profilesEngage in test scenarios
Review strategyand outcomesFeedbackNumbersFinancials
©
Planning & Development
Selling Yourself2012
5.
6. Impact onStrategy
1. EstablishProcess
5. GetFeedback
3. Refine Goals
2. AssessAchievements
4. Prepare New Statements
Prep
arat
ion
Contact
SellingAnalysis
ContextIn
sigh
tFeedback
Com
mitm
ent
Timings and systems for ensuring results can be
analysedWhat are your successes and
failures?What are the
numbers?SWOT
ArchivePortfolio
CV
Short, Medium and Long Term Goals
Write them down and monitor progress
against them
Develop scripts and questioning that can
test new goals
Test new material,approaches and ideas in both safe and liveenvironments
Assess feedbackAnd confirm impacton strategyThen apply new strategy to core selling skills etc
©
Results & Analysis
Selling Yourself2012
6.
6.Results & Analysis
1. Selling Skills
5. Planning &Development
3. Selling Channels
2. SellingSituations
4. Selling Tools
SellingYourself
©
Selling Yourself2012
6. GainingCommitment
1. Preparation
5. ManagingFeedback
3. EstablishingContext
2. Making Contact
4. DevelopingInsight
©
SellingSkills
Selling Yourself2012
1.
6. Partners& Suppliers
1.NetworkingMeetings‘Ad-hoc’
5. Promotionat Work
3. Job Interview
2. Prospecting
4. SalesMeetings
©
SellingSituations
Selling Yourself2012
2.
6. Selling Yourself
On the move
1. Selling Yourself
Over the phone
5. Selling Yourself
On Screen
3. SellingYourselfOnline
2. SellingYourselfFace to
Face
4. SellingYourselfOn Stage
©
SellingChannels
Selling Yourself2012
3.
6. Teamwork& Leadership
1. Words
5. Knowledge& Expertise
3. Technology
2. Numbers
4. Marketing
SellingTools
©
SellingTools
Selling Yourself2012
4.
6. ReviewMore
1. LearnMore
5. Test More3. Research
More
2. Think More
4. Write More
SellingDevelopment
©
Planning & Development
Selling Yourself2012
5.
6. Impact onStrategy
1. EstablishProcess
5. GetFeedback
3. Refine Goals
2. AssessAchievements
4. Prepare New Statements
SellingAnalysis
©
Results & Analysis
Selling Yourself2012
6.
SellingAnalysis
©
Selling Yourself2012