Consultative Phone Sales in the K-12 Market

[object Object],[object Object],[object Object],www.theteichgroup.net

No Child Left Behind ,[object Object],[object Object],[object Object],[object Object]

21 st Century Skills ©The Partnership for 21 st Century Schools

K-12 Public Schools ,[object Object],[object Object],[object Object],[object Object]

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Who Decides? © November 2007 District Administration

Not Who But How ,[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Changed Dynamics in All Markets

School Decision Maker v. Influencers Principal Counselor Test Director Teacher Committee Curriculum Advisor

District Level Decision Making Superintendent of Curriculum or Testing Principals Counselors or Test Coordinators Director of Curriculum

The 4 “Peas” ,[object Object],[object Object],[object Object],[object Object]

Five Major No-Nos ,[object Object],[object Object],[object Object],[object Object],[object Object]

Consultative Selling ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Sales Strategy ,[object Object],[object Object],[object Object],[object Object]

Sales Funnel Milestones ,[object Object],[object Object],[object Object],[object Object]

Fill the Funnel ,[object Object],[object Object],[object Object]

Market Conditions ,[object Object],[object Object],[object Object],[object Object]

Who is Your Competitor? ,[object Object]

Where is the Money? ,[object Object],[object Object],[object Object],[object Object]

Identify the Pain Point Solve the Problem

Assess the Situation ,[object Object],[object Object],[object Object],[object Object]

Investigate the Problem ? Individual School District Trends or Mandates General Queries Conversation

The Value Proposition ,[object Object]

Benefits v. Features ,[object Object],[object Object]

How Does Your Product Solve Her Problem Better Than the Competition?

K eep I t S imple S weetie ,[object Object],[object Object]

Customer Conversation is Selling

Rules of the Road ,[object Object],[object Object],[object Object],[object Object]

Selling Value ,[object Object],[object Object]

Rank Your Value ,[object Object],[object Object],[object Object]

Know Where Your Prospects Are At All Times

The Best Sales Tools You Have ,[object Object],[object Object],[object Object]

Selling With Integrity ,[object Object],[object Object],[object Object],[object Object],[object Object]

Golden Rules ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],Check Your Attitude

Preparation ,[object Object],[object Object],[object Object],[object Object]

Find Out ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Ask High Value Questions Asking + Listening = Sales

What They Say ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Probing Questions ,[object Object],[object Object],[object Object],[object Object]

The Role of Learning Standards ,[object Object],[object Object],[object Object]

The $64 Question ,[object Object]

What Do They Need? ,[object Object],[object Object],[object Object],[object Object]

What is an Objection? ,[object Object],YES!

Handling Objections ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Managing the Call ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Securing Commitment ,[object Object],[object Object],[object Object],[object Object],[object Object]

Product Benefits for K-12 ,[object Object],[object Object],[object Object],[object Object],[object Object]

What’s Your Style? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],© Myers Briggs ISTJ ISFJ INFJ INTJ ISTP ISFP INFP INTP ESTP ESFP ENFP ENTP ESTJ ESFJ ENFJ ENTJ

TIP ,[object Object],[object Object],[object Object],[object Object]

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Keeping in Touch ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Role Call ,[object Object],[object Object],[object Object],[object Object]

Turning Prospects Into Customers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Your Responsibilities ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Pearls of Wisdom ,[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Always

Getting the Order ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],For Successful Sales

Consultative Phone Sales in the K-12 Market

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Consultative Phone Sales in the K-12 Market