Adapting Sales Strategies for a Recession CorrectionDownturn whatever - PowerPoint PPT Presentation

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Adapting Sales Strategies for a Recession CorrectionDownturn whatever

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the COST of an activity is IRRELEVANT to your buyer! ... Be honest ... with your sponsors and yourself. Happy Friday the 13th! ... – PowerPoint PPT presentation

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Title: Adapting Sales Strategies for a Recession CorrectionDownturn whatever


1
Adapting Sales Strategies for a Recession
(Correction/Downturn) whatever!
  • This weeks findings
  • In general no one knows what to call this!
  • Two communities .. Holland, MI and Philadelphia,
    PA
  • Yes, No, Maybe, I dont know
  • (take your pick)

2
Selling single events
  • Two ways to sell
  • Horizontally title, presenting, associate,
    official product
  • Vertically the childrens area, the seniors
    area, the teen area, the stage, the
    port-a-potties, etc.

3
Selling multiple events
  • Rubiks Cube
  • Again, you can sell either horizontally buy all
    and get __________________
  • OR
  • Vertically pieces
  • OR
  • Vertically own one of the events
  • I prefer horizontally because

4
Selling multiple day events
  • This is beyond a Rubiks Cube!
  • Step one try to sell all
  • Step two sell half (first half, second, half,
    every other)
  • Step three sell clusters (3, 6, etc.)
  • Step four sell one
  • Now, for the Rubiks Cube
  • Sell all vertical would be sponsor the food
    court, etc.
  • Then vertical clusters, on down to the one
    only

5
Selling value
  • Remember, benefits, benefits, benefits! Use the
    What Sponsors Want List as your source for
    benefits orientation
  • Increase sales
  • Corporate hospitality
  • Introduce a new product
  • Expand use of current products
  • Sampling
  • Asset/category exclusivity
  • Employee incentives
  • Customer incentives
  • Trade incentives
  • Product branding
  • Differentiation from the competition
  • Association with a particular lifestyle
  • Heighten visibility
  • Shape consumer attitudes
  • Entertainment
  • Cross promotion with other sponsors

6
Cost vs. investment pricing
  • Key thing to remember the COST of an activity
    is IRRELEVANT to your buyer!
  • The buyer is interested in the VALUE of what they
    receive in the way of BENEFITS to them!

7
13 Factors affecting sponsorship decisions
  • Benefits
  • Timing
  • Budget
  • Personnel
  • Market conditions
  • Customers perceptions of your offering
  • Other sponsors
  • Category exclusivity
  • Merchandising opportunities
  • Hospitality opportunities
  • Event history
  • Sales opportunities
  • Cross marketing opportunities

8
13 Traits of good salespeople
  • Passion
  • Knowledge about the buyer
  • Creativity
  • Constant networking
  • Constantly seeking new contacts
  • A good listener
  • Empathy
  • Determination
  • Confidence
  • Self-esteem
  • Ego
  • Tenacity
  • Written goals

9
13 Reasons Salespeople Dont Succeed
  • Not making enough calls
  • Not following through
  • Not listening
  • Not starting every day with a plan
  • Not describing benefits clearly
  • Not asking for the order often enough
  • Negatively prejudging a prospects ability to buy
  • Not dealing with objections
  • Ignoring the power of a positive attitude
  • Not changing and growing
  • Lack of focus on priorities
  • Failure to work harder and smarter
  • Egotistical

10
How to read the annual report
  • Here are the items you should be looking for
  • Vision or mission statement
  • Strategies (and tactics) for achieving 1
  • Principal lines of business
  • Target markets
  • Challenges/problems
  • Success measurements
  • Competitive advantage
  • Profit increases/decreases
  • Gross profit margins

11
How to navigate the company website
  • Youve tried to reach someone you cant get the
    right name go to Press Room, Newsroom,
    Press Releases
  • Read through the releases you will get names
    PR contact with numbers and e-mail address now
    you have the e-mail protocol you can find
    people!

12
Lucky 13 bits of advice
  • Believe you have already succeeded when you walk
    in the door
  • Have written goals
  • Have a sales plan (ties in with 2)
  • Go the extra mile
  • Be willing to negotiate
  • Be willing to walk away
  • Have a personal mission statement
  • Deliver 110
  • Take responsibility for your actions
  • Replace negative statements with positive
    statements
  • Allow yourself to make mistakes none of us is
    perfect!
  • Always ask yourself what is the worst that can
    happen
  • Be honest with your sponsors and yourself

13
Happy Friday the 13th!
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