Mel norman media sauce - workshop 4

1. | Media – Sauce | Mellissa Norman
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Accelerating Sales and Generating Income
DIGITAL 2012
MEDIA-SAUCE & Creative KTN

2. | Media – Sauce | Mellissa Norman
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Workshop objectives
By the end of the workshop you will be able to :
• Understand the seven stage sales cycle
• Apply how the sales cycle to your business
• Explain how to find a need with your potential client
• Describe how to answer objections
28 March 2012

3. | Media – Sauce | Mellissa Norman
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Mellissa Norman
• Ran a book selling business in USA @ college
• Worked as a sales consultant for corporates; Npower, Robert
Half
• Trained BBC suppliers & 200+ other companies
• Worked as a Producer for TV/Film for 12 years
• Work with digital, design and social media companies to
integrate off and online sales activities
• Directed Social Media Week in London, raised 75k in 4
months
• Am the Theme Champion for Business Models and Growth
28 March 2012

4. | Media – Sauce | Mellissa Norman
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• Photo by Gusset
What attributes does the stereotypical
sales person have?

5. | Media – Sauce | Mellissa Norman
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• Photo by Gusset
Shiny suit
Talks to much
Tries to sell you
Does not respect your time
Thinks more about their targets than you
Makes it hard for you to say no

6. | Media – Sauce | Mellissa Norman
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Maybe Maybe Maybe Maybe Maybe Maybe
Maybe Maybe Maybe Maybe Maybe Maybe
Maybe Maybe Maybe Maybe Maybe Maybe
Maybe Maybe Maybe Maybe Maybe Maybe
Maybe Maybe Maybe Maybe Maybe Maybe
Maybe Maybe Maybe Maybe Maybe Maybe
Maybe Maybe Maybe Maybe Maybe Maybe
Maybe Maybe Maybe Maybe Maybe Maybe
Maybe Maybe Maybe Maybe Maybe Maybe
Maybe Maybe Maybe Maybe Maybe Maybe
Maybe Maybe Maybe Maybe Maybe Maybe
This is not good for your business

7. | Media – Sauce | Mellissa Norman
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The Triangle of Sales
Attitude/mind set

8. | Media – Sauce | Mellissa Norman
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The cycle of sales/biz dev
•
Approach
Finding a
need
Pitch
Objections
Getting the
deal
Solidifying
the
sale/referrals
Preapproach

9. | Media – Sauce | Mellissa Norman
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Apply it to your
company

10. | Media – Sauce | Mellissa Norman
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Pre Approach
PRE THE APPROACH

11. | Media – Sauce | Mellissa Norman
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THE APPROACH

12. | Media – Sauce | Mellissa Norman
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Use Names
Give them many chances to say no
Modify your approach when using social
media

13. | Media – Sauce | Mellissa Norman
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Ask the right questions
Active listening skills

14. | Media – Sauce | Mellissa Norman
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Situational
Problem
Implication
Need/payoff

15. | Media – Sauce | Mellissa Norman
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Objections
We don’t have that budget
Don’t have the time
We have a current supplier
I need to ask my boss...
Procrastination
Can get an agency cheaper

16. | Media – Sauce | Mellissa Norman
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ObjectionsUncovering the real objection...
‘I know you probably have a reason to
say that?’
Make it final -‘Is this the only reason
that you would not work with us?

17. | Media – Sauce | Mellissa Norman
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VALUE V COST
Find out the difference between the price it is and the one they want
to pay.

18. | Media – Sauce | Mellissa Norman
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Close
THE CLOSE- END SMALL

19. | Media – Sauce | Mellissa Norman
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20. | Media – Sauce | Mellissa Norman
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Thank you!
You can tweet at me here
@melmediasauce or follow
@creativektn
You can email me here
mel (at) media-sauce.org