sales process by derek hendrikz
Post on 08-May-2015
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Copyright © 2014
Derek Hendrikz Consulting
www.derekhendrikz.com
The Basic Sales Process:
Establish Rapport
Identify Problem
Present Solution
1 32
Examination PrescriptionDiagnosis
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Customer Acquisition Cost
• CAC is the amount of money a business needs to
spend to acquire an additional customers.
• Typically expressed as a ratio, which is the sum of
total costs of sales, marketing and associated
overheads, divided by the number of acquired
customers during a given period of time.
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Customer Acquisition Cost
CAC = CoS & Marketing & OH
Customers Acquired
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The Old Model Of Selling:
1
4
2
330%
20%
10%
40%
Rapport
Qualification
Presenting
Closing
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The New Model Of Selling:
1
4
2
320%
30%
40%
10%
Building Trust
Identifying Needs
Presenting Solutions
Confirming & Closing
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The purpose of sales:
The purpose of sales is to identify
prospective customers and to
acquire them through negotiating
an effective value proposition.
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To assess and find leads.www.derekhendrikz.com
1
To negotiate the acceptance of our CVP. www.derekhendrikz.com
2
To acquire customers that will become valuable business partners.
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3
Objectives to Process…
Prospecting
Negotiation
Acquisition
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The assumptions on sales (1):
1. Customers do not buy products or services, they buy a value proposition.
2. Such value proposition is the product of a specific market need.
3. A value proposition is an advantage which the customer purchases in terms of quality, price or time.
4. Accurate sales forecasting implies an understanding of the relationship between customer behaviour and sales capability.
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The assumptions in sales (2):
5. That the primary task of sales is to acquire customers through negotiating a customer value proposition.
6. Accurate customer assessment leads to increased sales.
7. That customer retention (farming) is less energy intensive than customer acquisition (hunting).
8. In sales a moment of truth is the point at which the prospective customer decides to buy or not. www.derekhendrikz.com
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