selling out! c
Post on 14-Sep-2014
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Sales and Marketing secrets to win more deals with corporations, sponsors, partners, investors. Know what you REALLY offer. Focus ONLY on prospects that need that.TRANSCRIPT
Selling Out!David Cutler
www.EatMedia.com
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How Do You Feel About Selling?
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Inspiration From Ideas
$elling Out!Sales and Marketing secrets to earn more dealswith corporations, sponsors, partners, investors.
1 - Know what you REALLY offer.2 - Focus ONLY on prospects that need that.
You
ClientThem
Sweet
Spot
Strategic Sweet Spot
SWOT = A brutally honest assessment
• Strengths - Unique Value Proposition
• Weaknesses – and the plan to solve them
• Opportunities – For Company and market
• Threats – For prospect’s time and budget
Personality
Be Clear Or Be Gone
Transparency
USP – Unique Selling Proposition
• What are you best at?• Sell the value (not the features)• Own THEIR “why?”
Your value … visually
Clarity in a Picture
Big Picture
Simpler The Better
Research
• Website• Linkedin• FB, Twitter• Events• Call them• Store?
Netweaving
Click icon to add picture
Pitch Pitch Pitch
1) Practice2) Tweak3) Practice
Content For Results
• Awareness • Interest • Decision • Action • Retention
Jump On!
Your prospect target has BANT
- Budget - Authority - Need - Timing
Have Only One Goal• Get the next meeting with the decision-maker–Understand what they need.– Earn your steps through their process
Relax… it shows
• Good deals are for both sides• Believe in the Sweet Spot• Don’t be needy or exaggerate• Say: “I don’t need this deal,
unless…”
Listen
Prepare to React
• Quick Wins• Quick Fails• Set-up systems to win– Technology Platforms– Approval processes
1. Know what you REALLY offer.2. Focus on prospects that need that.3. Believe in the Sweet Spot4. Uniqueness of value5. Clarity of message6. Focus on their process7. Prepare to win8. Have fun
8 Points
Thank You!
David Cutler617-331-7852dcutler@eatmedia.comCreativeBusinessDevelopment.com
www.EatMedia.com