Understanding the Buyer & Seller Process for More Sales & Profits : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Understanding the Buyer & Seller Process for More Sales & Profits eWeb 2 Sales and Profits
678 341 0850
Ken@eWeb2Sales.com
We are a B2B Sales Training, Web and Profit Business Development Company that shows business owners and entrepreneurs how to increase sales and profits by embracing the power of the web. : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology We are a B2B Sales Training, Web and Profit Business Development Company that shows business owners and entrepreneurs how to increase sales and profits by embracing the power of the web.
We help you improve company website, social & new media, web presence, online reputation & promotions and create new content by emphasizing SALES & PROFITABILITY. : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology We help you improve company website, social & new media, web presence, online reputation & promotions and create new content by emphasizing SALES & PROFITABILITY.
Phase 1: Creating a comprehensive sales & profit system(this is your foundation)(15 courses) : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Phase 1: Creating a comprehensive sales & profit system(this is your foundation)(15 courses)
Phase 2: Consultative SellingHow to connect, engage and enhance the client experience(10 courses) : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Phase 2: Consultative SellingHow to connect, engage and enhance the client experience(10 courses)
Phase 3: Sales 2.0 How to integrate the web into your sales & profit system(website, social & new media – 35 courses) : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Phase 3: Sales 2.0 How to integrate the web into your sales & profit system(website, social & new media – 35 courses)
Who are you?What do you want to get out of this Sales 2.0 series? : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Who are you?What do you want to get out of this Sales 2.0 series?
This is an results-oriented course. Dedicated and committed students will create a weekly sales, web and profit action plan and be expected and will see positive sales and profit outcomes immediately.– Sales-Web strategies, tactics, ideas & tools -- (Socratic Method, quizzes, surveys, handouts, articles, podcasts, commentaries & videos,recorded coaching-training sessions homework-- action items) : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology This is an results-oriented course. Dedicated and committed students will create a weekly sales, web and profit action plan and be expected and will see positive sales and profit outcomes immediately.– Sales-Web strategies, tactics, ideas & tools -- (Socratic Method, quizzes, surveys, handouts, articles, podcasts, commentaries & videos,recorded coaching-training sessions homework-- action items)
Buyer Goals & Needs Buyer QuestionsBuyer Selection ProcessWhat are Buyers Looking For? : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Buyer Goals & Needs Buyer QuestionsBuyer Selection ProcessWhat are Buyers Looking For?
Selling Process : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Selling Process
Sales 2.0 SeriesSpecial OffersQuestions/Comments : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Sales 2.0 SeriesSpecial OffersQuestions/Comments
Why Do People Buy? : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Why Do People Buy? “50 Reasons Why People Buy”
by Jessica Swanson
1. Convenience
2. Efficiency
3. Freedom
4. Happiness
Why Do People Buy? : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Why Do People Buy? 5. Health
6. Increased Productivity
7. Independence
8. Knowledge
9. Learn something new
Why Do People Buy? : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Why Do People Buy? 10. Make more money
11. Passion
12. Peace of Mind
13. Praise
Why Do People Buy? : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Why Do People Buy? 14. Prestige
15. Profit
16. Safety
17. Save money
Why Do People Buy? : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Why Do People Buy? 18. Security
19. Simplify
20. Social advancement
What goals & needs do your products and services satisfy? : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology What goals & needs do your products and services satisfy?
Action Items : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Action Items Choose the above buyer goals and match them with your specific products and services
Create an open selling statement based on a buyer goal and your product or service
How would you create a open selling statement that links the buyer's goals and needs to your specific products or services? : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology How would you create a open selling statement that links the buyer's goals and needs to your specific products or services?
Example:“My Sales 2.0 Selling Systems show business owners how use the Internet to increase their sales and profits at less cost.” : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Example:“My Sales 2.0 Selling Systems show business owners how use the Internet to increase their sales and profits at less cost.”
Example:“We guarantee that you will increase your sales by at least 25% and improve your profit margin by 20%” : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Example:“We guarantee that you will increase your sales by at least 25% and improve your profit margin by 20%”
“Shrink Buy Cycles with Lead Nurturing and Contagious Content”Ardath Albee : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology “Shrink Buy Cycles with Lead Nurturing and Contagious Content”Ardath Albee
Buyer Questions : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Buyer Questions Why Change?
What Happens If I Do Nothing?
What Do I Need To Know?
How are others fixing the problem?
Answer the Questions : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Answer the Questions Why Change?
What Happens If I Do Nothing?
What Do I Need To Know?
How are others fixing the problem?
Buyer Questions : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Buyer Questions What Are Best Practices?
What Kind of Expertise Is Needed?
What Are My Options?
Answer the Questions : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Answer the Questions What Are Best Practices?
What Kind of Expertise Is Needed?
What Are My Options?
Buyer Questions : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Buyer Questions What do my business advisers, strategic partners and associates think?
Who do they know who can help me?
Answer the Questions : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Answer the Questions What do my business advisers, strategic partners and associates think?
Who do they know who can help me?
Buyer Questions : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Buyer Questions What are the facts, figures & statistics?
Answer the Question : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Answer the Question What are YOUR facts, figures & statistics that you can share with your prospects and clients?
Benefits? : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Benefits? Sales! Sales! Sales!
Source for valuable content to attract the best prospects
Re-purpose! Re-purpose! Re-purpose!
(ie website, blog, e-book, white papers, reports, articles, podcasts, videos etc.)
Benefits? : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Benefits? Here are some examples:
www.Insperity.com
www.eWeb2Sales.com/your-sales-needs
Buyer Selection Process : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Buyer Selection Process 1. Ask your business associates, friends, clients, VIPs, COIs etc.
2. Conduct online key words & phrases search Google, Yahoo, Bing etc
3. Conduct advance online search: forums, blogs, articles, presentations, podcasts, videos, websites etc.
Buyer Selection Process : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Buyer Selection Process 4. Conduct a search on online directories
5. Search on local newspaper and magazines
6. Search business directories on Chamber of Commerce (print and online)
Buyer Selection Process : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Buyer Selection Process 7. Search local business organizations and associates
8. Seek information from associations, organizations and groups within the industry
Buyer Selection Process : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Buyer Selection Process Where do you “stack up” with the above questions?
Will prospects be attracted to your company and call you?
What are you offering?
What Buyers Look For on Your Website? : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology What Buyers Look For on Your Website? Specific products and services
demonstrations and tours
specific differentiation and uniqueness
specific client niche
down-loadable information
What Buyers Look For on Your Website? : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology What Buyers Look For on Your Website? testimonials & case studies
presentations, white papers, articles etc
blog, videos, podcasts and other new media
proposals and action plans
What Buyer's Look For? : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology What Buyer's Look For? pricing
special offers
free downloads
free trials
What do you have on your website? : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology What do you have on your website?
How do you compare with your competitors? : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology How do you compare with your competitors?
Example:Ox Bluewww.oxblue.com : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Example:Ox Bluewww.oxblue.com
Selling Process : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Selling Process Passion (P)
Rapport (R)
Trust and Credibility (TC)
Value Proposition (VP)
Selling Process : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Selling Process Uniqueness (U)
Return on Investment (ROI)
Guarantees (G)
Call-To-Action (CTA)
How Does Your Selling Process Compare? : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology How Does Your Selling Process Compare? How are you demonstrate these elements in one-on-one situations?
(networking, telemarketing, first calls, solution presentations)
How Does Your Selling Process Compare? : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology How Does Your Selling Process Compare? How do you demonstrate these elements online?
(on your company website, social media (Twitter, Linkedin & Facebook) and new media (blog, podcast & video))
(More about this during Phase 3: Sales 2.0)
Action Items : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Action Items Be aware that you should have complete selling process
Improve your selling skills
Action Items : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Action Items Create specific steps to reinforce the selling process with your company
Integrate the buyer's process with your selling process
Summary : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Summary Know your buyer's goals and needs
Create open selling statements to promote your products and services
Summary : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Summary Always know and answer the questions that your best prospects will have BEFORE making a purchase decision
Summary : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Summary Know what buyers are looking for to make a buying decision
Understand how the typical buyer searches for products & services off line and on the web
Summary : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Summary Understand what buyers are looking for when they review your website
Understand the selling process and how you can incorporate it face-to-face and online
Summary : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Summary Make it a priority to master the selling process
This Concludes Buyers & Sellers Process : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology This Concludes Buyers & Sellers Process REGISTER NOW!
Next Class: Increasing Cash Flow, Controlling Costs, Reducing Expenses and Improving Profits
After that: Sales Conversion-Converting Prospects Into Clients and Customers
Sales 2.0 : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Sales 2.0 Consultative Selling,
How to connect, engage and enhance the client experience
(open selling statement, elevator pitch, telemarketing, first appointment, trial closing, overcoming objections, asking for referrals & closing deals)
Sales 2.0 : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Sales 2.0 Sales 2.0 and Integrating Web into Sales System,
Are you a Sales 1.0 or Sales 2.0 company?
Online 1st Appointments & Networking,
Review: Web Presence, Website,
Social & New Media
Sales 2.0 : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Sales 2.0 Using Your Website To Increase Sales & Profits,
Maximizing Twitter To Increase Sales & Profits,
Maximizing Linkedin To Increase Sales & Profits,
Maximizing Facebook To Increase Sales & Profits
Sales 2.0 : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Sales 2.0 Blogging for Sales & Profits,
Podcasting for Sales & Profits,
Embracing the Power of Video to Increase Sales & Profits,
Building & Promoting Your Company Brand and Reputation Online
Sales 2.0 : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Sales 2.0 Sales 2.0: Increasing Cash Flow, Profits & Profit Margin,
Sales 2.0: Improving Sales Conversion,
Sales 2.0: Increasing Sales,
Sales 2.0: Increasing Lead Generation
Sales 2.0 : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Sales 2.0 Sales-Web Tools,
Bootstrapping Your Business Using The Web,
Testing and Measuring,
Creating a Sales, Web and Profit Action Plan
Special Offers : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Special Offers Complimentary Sales & Profit Jump Start + Company Web Presence-Website Jump Start Session
How is your communication style affecting your sales & profits?
Take the Communication DNA Profile!
Special Offers : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Special Offers Limited Time Only
Free Sales, Web & Profit Jump Start Session
Ken@eWeb2Sales.com
678 341 0850
Mention this course + name, email address, phone number + skype id
Special Offers : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Special Offers Join my eWeb2Connect Group Online Network on Tuesdays, Wednesdays & Thursdays
Join My Business CommunityNetwork
Be a guest on my radio shows: The Passionate Entrepreneur and eWeb 2 Sales & Profits
Join our Wednesday Webinars for Free
Join our Newsletter and Sales-WebTips
Sales 2.0 Series : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Sales 2.0 Series This is my passion and purpose!
Questions or Comments?
We want to hear from you!
Call me, Email me, Skype me,
Follow me on Twitter: KenE3C & eWeb2Sales
Let's Get Started Growing Your Business!
Sales 2.0 and Integrating Web into Sales System,
Understanding the Buyer & Seller Process for More Sales & Profits : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Understanding the Buyer & Seller Process for More Sales & Profits eWeb 2 Sales and Profits
678 341 0850
Ken@eWeb2Sales.com
Thank you for your Participation!! : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology Thank you for your Participation!!
Slide 67 : Entrepreneurship ◊ Empowerment ◊ Evolution
Web ◊ Technology