A Seat at the Table by Marc Miller

By Marc Miller

To shut extra revenues, cease promoting Bestselling writer Marc Miller provides a brand new, severe instrument for connecting with choice makers to make extra and larger revenues.

He deals a revenues method designed that can assist you earn a "seat on the table"-the position reserved for these decide on those that set the course and the finances of an company.

Miller explains easy methods to hook up with selection makers from the first actual aspect of contact-psychologically, strategically, and financially-enabling you to create call for to your services, guard your center enterprise, and shut extra revenues.

He deals the entire instruments you must cease being a salesman and turn into a businessperson who sells:
• A basic, analytical matrix for illuminating purchaser suggestions
• A first-call method that would have each touch delivering up the knowledge you might want to make the sale
• An adaptable template for producing innovations which are completely aligned with client strategic wishes With those instruments, you'll be final extra and larger deals-and supporting your clients prevail, too.

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Schicken Sie Ihre Unterlagen zu früh, kann es sein, dass sie schon längst wieder vom Schreibtisch Ihres potenziellen Kunden verschwunden sind, wenn der ans Termine machen geht. Warten Sie zu lange, so sind Sie zu spät dran. Der Terminplaner Ihres potenziellen Kunden ist aller Erfahrung nach bereits voll. Das Timing entscheidet also darüber, ob Sie einen Termin mit einem möglichen neuen Kunden vereinbaren können. Sie brauchen eine Strategie, die Sie punktgenau in den Besuchsplan Ihres Kunden befördert.

Diese 20 Vertriebsmitarbeiter sind unterteilt in zehn Hunter und zehn Farmer. Die Hunter haben nur einen Auftrag, nämlich neue Kunden, neue Projekte zu akquirieren. Nach sechs Monaten muss jeder Hunter automatisch den Kunden an den Farmer übergeben. Der Farmer hat dann wiederum den Auftrag, das 42 Schritt: Voraus gedacht – Die Planung einer Messe Potenzial dieses Kunden auszuschöpfen und ihn an das Unternehmen zu binden. Beide Verkäufertypen sind völlig unterschiedlich. Ein Hunter wäre in der Position eines Farmers schnell unzufrieden.

Beispiel: Ziele für die inter airport 2001 Mit der Firma Lufthansa LEOS Ground Support Professionals erarbeitete ich für die Messe inter airport europe 2001 im Vorfeld die Messeziele: • Neukundenakquise • Imagepflege: LEOS’ Aufgabe und Stärke proklamieren • Bedingte Stammkundenpflege Konkretisierung Diese Ziele wurden in einem nächsten Schritt konkretisiert: Neukunden: Es sollten fünf Neukunden aus dem Raum Europa, Asien, Afrika oder Südamerika gewonnen werden (fünf Neukunden empfinden Sie als wenig?!

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