Sales and business negotiation
Work with sales and B2B contacts
I can work with sales and similar B2B contacts for your business.
-Sales media, sales materials and sales methods
-Design of agreements and quotes with a lawyer
-Sales policy work
-Outreach sales
-Sending out leaflets, brochures, letters and the like in order to generate incoming leads and meetings
-Lead-oriented marketing and digital marketing
-Relationship management and representation
-Investment proposals
-Needs analysis-based sales
-Implementation solutions
-Presentations
-Sales meetings
-Compilation of quotes
-Dialogues and negotiations
I can work independently or develop a program together with a team. I can also work with supporting an active sales team with sales materials etc. I specialize through research and preparation before the work begins.
*I do not work with simple sales, pushy sales or sales of certain types of products/services.
I can sell or negotiate finer products, goods, services, partnerships, collaborations, marketing, technical solutions, vehicles, travel, corporate packages, rentals and the like.
Basic sales
Basic sales – up to medium advanced products, services and end clients
Cold, hot and win-back leads, generated from previous purchases, advertisement, marketing or approaches by clients.
The keys to success
-Method and manuscript or outline
-Quality interactions before quantity and saving the energy for what’s most potential
-Ergonomy and wellbeing
-Planning, structure, goals and result orientation, inspiration, motivation and constructivism
-Make it enjoyable
-Ethical and policy-correct sales with respect and integrity
-Team synergy and positivity
-Being a product and market expert
-Adapting to the clients preference
-Client adapted ethos, logos and patos
-Commitment
-Energy
-Creative and appropriate rhetoric
-Maintaining a positive energy and motivation by achieving and ending conversations positively.
Basic sales leadership
Education, sales media and manuscripts or outlines
An ongoing education program and high quality sales media integrated into both the education and the ongoing sales process is crucial to success.
When working as a team, we should share sales media and at least a basic outline – if not a firm manuscript. This is so that everyone can focus their effort on the success of the same method and also each other with positive feedback about the same method.
How free or firm the sales method should be depend on the product and market. It should be as firm as required for cooperation and as loose as possible for individual adaptation and greater personal wellbeing.
Management & leadership
Schedules, routines and meetings that achieve the budgets and goals in a way that is also a synergistic work place for the colleagues.
Budget and goal planning with follow up and constructive strategic work with the team and individual colleagues.
Firmness and consistency on education, methods, policies, values and ethics.
Synergy
Sharing methods, values, principles and policies enables us of cooperating well and supporting each other. Creating a team dignity and togetherness makes the environment and team a support for individual achievements. Mostly though, sales is an individual performance and reward pursuit in a team. Sellers should not be distracted from pursuing their own results and rewards. They should however, do so, in a team-synergistic way. The team should be a positive and supportive circumstance, but the individual result should be in focus, not the team result.
Constructive coaching
Good coaching achieves constructive clarity and improvements. Sometimes good coaching is more concrete – what to specifically do. Sometimes it’s more abstract and dynamical – about values and principles. Good coaching is dignity oriented and positively oriented, encouraging to deserve, do your best, be your best and improve etc.
Good coaching encourages personal success and make work a part of a personal success story.
Being good for your work, partners, and team by your work, and good for yourself and your career by this. That´s the narrative.
Basic customer care
10 rules of customer care
-Be an expert
-Be polite, ethical and policy correct
-Value relationships as high as solutions
-Be friendly and supportive
-Efficiency and ergonomics hand in hand
-Apologize before you are criticized
-Make it enjoyable
-Think proactively and solve/prevent inconvenience or secondary problems
-Be better than you have to
-Turn negativity into positivity and don’t take anything personal, whatever they are unhappy or upset about, is just their brand experience or product experience, not you or your work.
By following these 10 simple rules, you will be the brightest shining star on the customer care skies!
Advanced sales
Advanced sales and presentations
Advanced sales require a high level of sales media, presentation skills, negotiation skills, ethical and legal competence, language and rhetoric skills as well as market and client understanding and personal abilities and qualities. It is more like being an expert and making business suggestions or investment suggestions and negotiating terms and conditions into quotations or similar offers in business-professional ways than to promote a purchase by arguments and positivity. Presentation and meeting creativity and proficiency are also essential. This requires a combination of qualities, abilities and skills.
I can work with:
-Presentations and demonstrations
-Representational campaigns
-Press releases
-Campaigns with sales service
-Creative pitches and presentations with props and actors
-Advanced sales media and presentation media
-Corporate solutions
-Luxury, fine or expensive products/services/solutions
-Vehicles, equipment or similar
-Estate
-Investment propositions
-Negotiations and quotations
*I require time for preparation and specialization. This relies on client understanding, market understanding and corporate understanding / product understanding / terms and policy understanding
Profit-oriented sales – selling the investment
Profit-oriented sales, is an area of sales where you sell your product, service or solution, as an investment into profits or benefits for your client.
If the client buys this and uses it as instructed, it contributes to profits in the intended ways.
The profit can be:
-Real and mathematical profit ability and profits (incomes)
-Abstract profit (market position and benefits)
There can also be benefits:
-Privileges
-Popularity or prestige
-Reputation
-Quality and standard experiences
-Networks and alliances
A potential customer can have two practically equivalent solutions, and go for the one that’s most beneficial. It’s important to make it beneficial and know the benefits.
Terms and conditions are always important:
-Favorable terms and policies
-Support, service and guarantees
-Education and adaptation
The keys to success are:
-Being the best investment
-Being genuinely beneficial
-Offering the safest and most convenient terms
Problem-oriented sales – selling the solution
Problem-oriented sales delivers solutions to needs and problems, that are necessary. For example a gardening service, airconditioning, carpenting, refrigerators, furniture or similar. The products and services are about basic needs, not about strategic investment.
There is an undeniable need or problem.
Your product or service solves it.
What the customer is looking for is:
-Functionality and reliability
-Quality and standard experience
-Favorable and convenient terms and conditions
-The best continued solution (updating, replacing, repairing etc.)
-Conveniency with installation, education, customization and usage
-Professional and diligent support, service, repair etc.
-Abstract benefits, positive effects on staff or the market, being impressive, having the latest, finest, best, what’s status, impressive, reputed etc.
-Adaptation to suite the business identity
Keys to success:
Offering the customer the best basic and continued solution to problems or needs, in the most convenient, safe and secondarily beneficial way.
Tools and models
SWOT
-Strengths
-Weaknesses
-Opportunities
-Threats
This is a model to analyze the current business situation.
PESTEL
-Political
-Economical
-Social
-Technological
-Environmental
-Legal
This is a model to analyze the current business environment.
BUSINESS CANVAS
-Key Partners
-Key Activities
-Key Resources
-Value Proposition
-Customer Relationships
-Channels
-Customer Segments
-Cost Structure
-Revenue Streams
This is a model to visualize the business structure and flow.
Business perspectives
Business understanding in B2B-sales
Understanding our own business, and our intended customers business – is crucial to long term success.
A good sales process includes a profitability analyze, cost risk analyze, customer need and profit analyze and customer risk analyze.
The Ownership
Every business reflects its owners’ agenda, ambitions, style and direction. Ownership establishes the fundamental purpose, priorities and long-term aspirations of the company.
Business
The business defines what we do, how we do it and how we create value. It includes our business model, operations, organization, workflows and the way we deliver our products and services.
Market Plan
The market plan establishes our understanding of the market and our approach to succeeding within it. It identifies market dynamics and target groups and structures how we attract, reach and convert customers, partners, employees and other relevant stakeholders.
Brand Identity
The brand identity defines who we are and how we are recognized. It creates a consistent core logic across our positioning, communication, visual identity, behaviour and overall market presence.
Corporate Solution
The corporate solution provides the infrastructure and support required to operate and develop the business. It combines tools, software, services, memberships and partnerships across areas such as HR, administration, accounting, security, legal services, insurance, maintenance, marketing, creative production, sales and recruitment.
Market insight is the understanding of how information flows, how experiences and opinions are formed, and how decisions are made within our business area.
Audience insight is the knowledge of what our clientele prefers, expects and naturally harmonizes with.
Business insight is the understanding of our own business – profession, expertise, industry, practices, products, assortment, customs and norms.
Pursuing and acquiring these insights, and translating them into high-quality results through professional excellence, is crucial to success.
Business clarity is also essential. What our personal incitaments, plans and strathegies are like. What we want and why we do this business and commerce.
Integrity and harmony are key values. Brand integrity and consistency must remain logical and intact across the entire brand and communication experience. Commercial experiences must be harmonious with, and aligned in integrity with, the experience of official communication to achieve approval and trust. You should be able to lay all marketing communication on a table in your business, and it must seem perfect for and harmonious with the commercial experience.
It is important that the brand identity and market communication is in harmony an integrity with the actual commercial experience.
All market communication should feel appropriate, logical, consistent, true, relevant, correctly resonating and raise correct expectations. It doesn’t need to be the same. The marketing can be art and the commerce can be food. But it must be appropriate and harmonious, so that the art and food marries well. It is the perfect art about the dining experience.
When you experience the commerce you should be able of holding any piece of market communication up in front of you and it should marry perfectly.
Strategical methodology
My benefits
Overall high integrative intelligence (estimated 145-160%+)
Professional and industry experience and insight
Business, commerce and marketing thinking
Ambition and strive
Linguistic, rhetorical and creative skills
Personal success competence
Useful administrative, technological and professional/creative skills
Professional confidence
Presentation skills and ability of all DLHF-professions in combination
Networks and alliances
Library
Documents and media – coming soon!