guerrilla selling & negotiating

Download Guerrilla Selling & Negotiating

Post on 10-May-2015

3.443 views

Category:

Documents

8 download

Embed Size (px)

DESCRIPTION

Orvel Ray Wilson, CSP presents a half-day seminar for Competitive Edge Seminars at the Denver Convention Center

TRANSCRIPT

  • 1.GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATINGCompetitive Edge Presents Orvel Ray Wilson, CSP Sr. Partner THE GUERRILLA GROUPinc inc Presented by: Presented by:

2. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Its a Jungle Out There!Economic Uncertainty 3. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Its a Jungle Out There!Economic UncertaintyFurther Cutbacks 4. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Its a Jungle Out There!Economic UncertaintyFurther CutbacksDemanding Customers 5. More More More 6. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Its a Jungle Out There!Economic UncertaintyFurther CutbacksDemanding CustomersPressure on Prices and Margins 7. Slowly but Surely 8. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING What do we Mean by Guerrilla? 9. The most successful marketing series in history: 10. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Time4 to 1Golden Selling HourDont waste a lunchMake one more stop 11. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Energy Eat Right 20 Minutes a DayTime OutReward Yourself 12. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING ImaginationThink BigThink SmallVisualize SuccessIdea-of-the-Week Book 13. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Guerrillas Secret WeaponsInformation Industry researchCompetitive Recon Customer feedback 14. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATINGBuild Your Own SurveyLimit 1Limit 10No Fill in the __________Fax (or e-mail) BackShare the Results 15. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Guerrillas Secret WeaponsSurprise Do the UnexpectedTell the Truth Personalize Everything 16. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 10 Strategies to Increase Your Sales Immediately 17. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 1. InvestmentThe Law of The Slight Edge:The difference between achampion and an also-ran, moreoften than not, is a very slimmargin. 18. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 1. Investment (cont.) (cont.)PeopleTechnologyYourself 19. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Invest in PeopleHire first for Attitude Jack Welsh 20/70/10Train ConstantlyResource CenterOutside SeminarsOutside Expertise 20. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Invest in TechnologyDigital CameraWireless POSE-mailWeb siteSocial Media 21. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Invest in YourselfJoin Professional GroupsMaster MindBuild Your LibraryStudy the Masters 22. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Invest in YourselfBrowse to:www.GuerrillaGroup.comMouse over Press Room then click on Competitive EdgeOrvelRay@GuerrillaGroup.com 23. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 2. ConsistentPoor selling done consistently willbe more effective than great sellingdone sporadically.Consistency is interpreted aslongevity, credibility, and trust. 24. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Why Customers Quit: 15% quit for quality - found betterproduct15% quit for price - found cheaperproduct20% quit for lack of contact orindividual- lost by 14 ized attentionservice companies. Forum Corporation study of commercial customersForum Corporation study of commercial customerslost by 14 major manufacturing and service companies. major manufacturing and 25. Hes on another line Hes on another line at the moment, would you like to hold? 26. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 3. ConfidentGuerrillas believe in theirproducts and their people. 27. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Why Customers Buy: 28. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Why Customers Buy:ConfidenceQualityServiceSelectionPrice 29. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Why Customers Buy:ConfidenceQualityServiceSelectionPrice 30. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Why Customers Buy:1. Confidence2. Quality3. Service4. Selection5. Price 31. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATINGIll tell you why I dont trust him. Its that damn sheepskin vest. 32. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 3. Confident (cont..) (cont..) Expect the Sale Collect Testimonials Dont play price games. 33. Low BidderHow did I go broke? I was the low bid! 34. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 3. Confident (cont..)(cont..)Guarantee Everything No longer a differentiatorSunshine Trash Service Double your Price 35. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Dont Wave a White Flag The best I can do isIf you compareIve cleared my afternoon foryou 36. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Speaking of Prices94% of sales people wont bring upprice63% of sales people volunteer to cutthe price, without being asked!What time is it? 37. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING What to say when you'reasked to cut your price:I RILLY wish I could, but. . .What do I tell my next customer?Its a lot like buying oats.Why are you so much moreexpensive than (the competition)? 38. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Why you don't want priceshoppers as customersThey gobble up your capacity If you cut your price by 10%,you have to increase your volume by40% just to make up the difference. You establish a precedent 39. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Why you don't want priceshoppers as customers:Theyre less discerningTheyre more demandingTheyre often disloyalNobody ever gets fired for payingtoo much. 40. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 4. PatientFine-tuning yourknowledge and skills takestime. 41. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Gretsch kit 42. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Prospect Learning CurvePurchasePurchaseReadinessReadinessTotalTotal 1 23 Apathy Apathy 456789Number of ImpressionsNumber of Impressions 43. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Dont Quit 48% quit after the first contact 20% quit after the second contact7% quit after the third contact5% quit after the fourth contact4% quit after the fifth contact Yet 80% close AFTER the sixth call 44. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 5. AssortmentThe more products and servicesyou offer, the greater theconstituency of customers youcan serve. 45. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Move Them Up the Curve14000 12000Fill the Curve10000Un 8000 Show the Best Firstit 6000sOpportunities to Upgrade4000 20000$1 $10 $50 $250 $1,000 46. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 6. SubsequentGuerrillas wage their marketingcampaign simultaneously on threefronts.Prospects 30% Universe10%Customers 60% 47. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Lifetime Customer ValueAverage cost of an industrial sales call:$150.00It takes AT LEAST nine impressions tocreate a new customer.Acquisition cost of a new customer: $1,350.00Mail Advertising Services Association MASAMail Advertising Services Association MASA 48. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 6. Subsequent (cont..) (cont..) It takes 11 positive impressions to overcome a single negative impression.Repetition, Repetition, Repetition You Oughta Be In Pictures 49. Dear David,Photo Note Pad THANK YOUFrom the desk ofOrvel Ray Wilson for the opportunity to serve Competitive Edge. What a FUN group! We had a GREAT time! OrvelRay 34316 Gap Road, Golden, CO 80403 800-247-9145 50. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Show Up 90% of sex is showing up. -- Woody Allen 51. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 7. Convenient Guerrillas are user friendly. They are in touch, easy to reach, and they do everything immediately.Message in a bottleFollow-up, Follow-up. 52. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING The Economics of ExceptionalService The average business never hears from 96% of its unhappy customers. But 90% or more will not visit or buy from them again. 53. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING The Economics of ExceptionalServiceFor every complaint, the averagecompany has 26 customers withproblems.Of customers who register acomplaint, 70% will do businesswith you again if you resolved thecomplaint. 54. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING The Economics of ExceptionalServiceThat figure jumps to 95% if thecustomer feels the problem wasresolved quickly.The average upset customer tells 9people about it. One in five will tellmore than 20. 55. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING The Economics of ExceptionalServiceBetter service performers chargedabout 9% more for their goods.They grew twice as fast and pickedup market share at 6% a year, whilethose with poor customer servicelost 2% per year. 56. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING The Economics of ExceptionalServiceService stars earned a 12% return onsales, vs. a paltry 1% for the rest. The Strategic Planning Institute, Cambridge, MA The Strategic Planning Institute, Cambridge, MA 57. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 8. Measur