Sales Zone
Creating a story
Selling is not about product it is about communication
When you talk, you need to tell a story that SIMPLIFIES YOUR MESSAGE to
- cut through the noise
- get customers attention
- all to grow your business
WHO | WHAT | WHY
This area is to assist with the simple task of identifying a product for a client.
WHO | WHAT | WHY
Flip the question
Someone is selling to you
They do not ask questions
They do not ask what your wants and needs are for a particular problem
They do not even ask “DO YOU HAVE ANY PROBLEMS THAT SEEM IMPOSSIBLE TO RESOLVE”
WHO | WHAT | WHY
WHAT is there problem
WHY US – WHY we can solve their problem
Sales Focus
By understanding the customers environment, you can engage with the client as to the tools they have in play and how they use them
This will provide us with an understanding of the businesses reliance on certain products and operational procedures.
This is where we write our list
THE LIST
We now have total control of the narrative, we are allowed add points that benefit our solutions and remove points were we do not benefit.
You can then sit and together compile a list
- About the shortcomings of those tools
- What features and benefits are missing
- The challenges of moving forward
- What help is needed
- And simply how you can help
The RESULT..??, a list that was completed fairly, pointing to our solutions and us being the only competent person to deliver “THEIR” list
The groundwork has been done, now you need to know
The procedure
The way orders are raised
The budget allocation
The preferred solution and its equipment
When the client wants it done …
When all the words are written and said – what is the function of sales..??
It is to define the features and benefits to the customer
One-word definitions for features and benefits:
Features are THINGS
Benefits have VALUE
When we look at ourselves, Our business, Us as people, The products, The company
ALL HAVE FEATURES AND BENEFITS
The TRICK is to understand what are words and what are things that ignite the customer and WANT them to deal with US..
PEOPLE BUY FROM PEOPLE
Sales Zone
Workshop Sales
Workshop Sales
The Offer
By understanding the customers environment, you can engage with the client as to the tools they have in play and decide what you can offer to compliment.
ems2025-Introduction Overview R20v1 - To the Workshop
ems2025-Introduction to EMS&STidMobile-SalesR2.0-Full
ems2025-Introduction to EMS&Commend-SalesR2.0
ems2025-Introduction to EMS&Parksol-SalesR2.0
ems2025-Introduction to EMS&Opsys-SalesR2.0
ems2025-Introduction OverviewEN-R3-Mining-Cut
emsProductFocus also seen here
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STid Global Upgrade
STid Spectre Produce
STid Remote Biometric
STid Remote Biometric
Spectre Nano Control
Commend Remote Speakers
STid Printer
Commend Loadspeakers
STid Readers
STid Controlled Locks
STid SAVE Biomentric
STid Intercoms
STid VIP Access
Lidar Haul
Lidar Conveyor
Lidar Volumes
STid Access Upgrade
STid VIP Acccess
Spectre Nano Security
Altos Perimeters
Spectre Mine Trucks
Altos Conveyor
Altos Volumes
Altos Haul
Lift Conversion
STid Loyalty Cards
Traffic Control Director
Commend PA/EVAC
