Rozinskiy training
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This document discusses strategies for expanding existing clients and closing additional sales. It focuses on understanding the customer perspective and their needs. The key points covered are lead generation, presales, closing deals, and providing post-sales support. Case studies are presented to illustrate common client situations and how to successfully work through challenges that arise. An overarching message is that the goal should be solving customers' problems rather than just selling solutions.
Rozinskiy training
- 1. Sale a&er the sale. Expanding your clients.
- 2. Zhenya Rozinskiy Technology Leader 23+ years in IT 15+ years in Outsourcing
- 4. Introduce Yourself • Name • Company • Your role • Company primary business • What is the main question you hope to get answer to today
- 5. Epigraph…..
- 6. What will we cover • Lead Generation • Presale • Closing a sale • Sale after the sale
- 7. What will we focus on • View from a customer side • Cultural differences • Various roles you come across • Problem avoidance & resolution • What do customers want
- 8. What will we NOT focus on Sales technics
- 9. Stories You Are About to Hear Are TRUE! Names Have Been Changed to Protect the Innocent!
- 10. We develop our clients to survive
- 11. Sell what they need, Not what you have!
- 12. Not all projects are created equal
- 13. There are many types of monsters
- 16. Get to the body
- 17. Know when to stop
- 19. Case #1 Build it and they will come
- 20. A spoken word A written word
- 21. Basic rules of email • Do not write generic emails • Make your appeal special • Appeal to emotions
- 22. The four seconds rule
- 34. You are dealing with people. Special People.
- 35. My Name is …. 刘振亚
- 36. Native Speaker vs. Native Mind
- 37. 7% / 38% / 55%
- 39. Put a stake in the ground!
- 42. Let’s hope they said “NO”
- 43. It keeps going, and going, and going...
- 46. Case #2 Sell it to me
- 48. You expected problems, didn’t you
- 50. The King is Dead! Long live the King!
- 52. Case #4 Now you see it, now you don’t
- 53. Know Your Client
- 54. Case #5 What they think they need Is not what they need
- 55. Case #6 The world is falling
- 56. Case #7 We are smarter than them
- 57. Without trust any project is doomed
- 58. You are there to solve problems. Problems are sometimes real, Sometimes perceived.
- 59. Be there. Be present. Be in a middle.
- 60. Sell Solutions.