There are three main things that most business people want from a product or service. They want to save time, save money, and make money.
Austin, TX (PRWEB) June 21, 2016
Shweiki Media Printing Company is excited to announce that they've once again teamed up with Ryan Dohrn—founder of Brain Swell Media, creator of the 360 Ad Sales Training system, and a globally recognized media revenue consultant—to present a new webinar on the five ways to D.R.I.V.E. sales numbers sky high.
The webinar features on five key components, which together form the acronym D.R.I.V.E. and a plan for sales success: Differentiate, Run, Invest, Value, End Game.
Differentiate: The “D” in D.R.I.V.E. stands for Differentiate. It is important for one to differentiate their product quickly from all others in the sector if they hope to close a deal fast. Price will always become the deciding factor if two products seem similar. As a salesperson, one needs to work very hard to show the unique differences between their product and your nearest competition. This is especially important if the product is more expensive than the competition. One needs to do this while prospecting, hosting sales calls, closing deals and when retaining the client. It is extremely important for one to create a clear and stark difference between them and your competition by finding things that are unique about their product, service or company.
Run: The “R” in D.R.I.V.E. stands for Run. In today’s competitive sales environment, it's crucial to run, not walk. Clients are not willing to give much of their time. Many sales training companies will say it's important to walk before trying to run run, but that's not true. It's important to run or else risk losing to those that do. Besides family, what do most clients value above all else? Time. Most prospective clients value their time above nearly all else in their life. The issue is that most prospective clients see sales people as time stealers. Sales people promise to be brief but then show up with a 30-minute Power Point presentation. One should cut to the chase, promise not to waste their time and then actually not waste it.
Invest: The “I” in D.R.I.V.E. stands for Invest. One should invest in their next meeting with serious and solid preparation and not wing it. The days of walking into a meeting to gather information with nothing else from a client are gone. One should begin research with LinkedIn, the internet or other industry resources and come prepared with ideas, options, and pricing variables.
Value: The “V” in D.R.I.V.E. stands for Value. Value is everything in sales. If one doesn't bring value to the prospective client, they bring nothing. There are three main things that most business people want from a product or service. They want to save time, save money, and make money. After identifying the value one offers, one should focus on the sales call itself quickly prove what value they bring to the table. One should think more like a teacher than a sales rep by breaking thoughts into simple points, removing the fluff, keeping it simple, and proving the value. Proving value also weaves nicely with ROI. All too often sales people focus on features and not their value proposition.
End Game: The “E” in D.R.I.V.E. stands for End Game. It is important to establish a follow-up protocol so that the end game is crystal clear. This is the most important part of the D.R.I.V.E. sales process. At the point in the sales meeting when the client says they have the need to “think about it” or “take the idea to the boss for approval” the sales person needs to establish a follow-up protocol. One should understand that very often they will need to follow-up with a customer, and it's critical not to leave the follow-up protocol to the customer. First, one should validate that the customer loves the idea, product or proposal. Next, use one should use their phone to set up follow-up meetings and get the customer on the calendar, and promise to not be a “typical” sales rep that will call them 1,000 times if they set the next meeting. Then, of course, it's critical not to miss the call.
Shweiki Media’s mission has always been to help publishers improve by providing the most profitable, hassle-free printing experience possible. This includes guaranteeing the highest quality product, exceptional customer service, world-class communication, an on-time guarantee, and no surprises– whether printing magazines, postcards, flyers or anything else.
As a printer and publisher, Shweiki Media also believes that this hassle-free experience includes making their clients better. Utilizing relationships with industry experts, Shweiki Media strives to educate clients and help them thrive in the exciting world of publishing–while having lots of fun along the way!
For more great info from and about Shweiki Media, please check out our blog at shweiki.com/blog (and sign up for our free weekly expert webinars!), and subscribe to our Youtube Channel at youtube.com/shweikimedia. You can also follow us @ShweikiMedia and “like” us at Facebook.com/shweikimedia