Recap GNOE webinar ''Sales and customer care during epidemic season''

On April 29, 2020, the GNOE webinar "Sales and customer care during the epidemic season" took place successfully with many sharings from Training Specialist – Ms. Vietnam Manager Dr.Eckel-Germany Company and participants in the workshop. The session is divided into 3 main parts:

Part 1: Understanding the sales profession – how to be successful

Part 2: Creativity in sales

Part 3: Solutions to build relationships and keep customers

Part 1: Understanding the sales profession – how to be successful

1. Vendors
  • Salespeople are the most important person in society
  • Salespeople are the most important person in any business
  • Professional salespeople are the driving force behind the development of society
2. Value of the seller
  • The main selling point is the spark plugs of the enterprise apparatus
  • The strongest companies have the best salespeople
  • The most successful organizations in the world are the companies with the best sales teams in the world
  • The CEO can be the one coming up from the sales team. For example: CEO – President of HP – Carly Fiorena, CEO – President of Xerox – Ms. Pat Mulcahy
  • Bring high income – stable job:
                  + 74% of self-made billionaires in the US
                  + 5% of self-made billionaires in the US - selling all their life
3. The 80/20 Rule in Sales
  • Out of 100 sales people, only 20 need to generate 80% of the company's sales
  • Never have to worry about money, the happiest in society
  • The average income is 16 times that of the 20% group compared to the other 80%
  • Your goal is to move up to the top 20%, 5% of the highest paid salespeople in your industry
4. So where is the secret to success?
     a. Develop the ability to succeed
  • Small Differences: Small Things – But Lasting Every Day
  • Good salespeople only need to be different in small tactics
  • Be a better person even if it's just a little bit, a little skill increase gradually 4-5% you will put yourself in the 20% group
  • The more you progress, the more successful you become
     b. Qualities of a successful salesperson
  • No one is born with all the qualities of a successful salesperson
  • Make an effort every day
  • Starting from zero you can still succeed – PASSION
  • Success with INTELLIGENCE: The main difference is INTELLIGENCE CAPACITY
  • Follow in the footsteps of the LEADER who is making the most money in the industry – ask directly
  • SELF-AWARENESS
     c. Master new skills
  • Learn new knowledge from books, training experts
  • Practice asking SPIN questions – find needs
  • Practice listening skills
     d. Build self-esteem
  • Love yourself – have high self-esteem -> decide how much money you earn
  • The more you love yourself – the more you value others
  • Keep more discipline with yourself
  • Better Relationships – Happier
  • Build better customer relationships
  • Say: I LOVE ME – improve self-esteem – work better
  • Motivation creates strength: I love me, I love my job
     e. Set up the following Subconscious Zone

5. So what should you do after the pandemic?
  • Create something new for your company, product or service
  • Find old customers, potential customers
  • Retain loyal customers

The #1 reason for success after the CRISIS
  • Must work Live and die with set goals -> HIGH DECISION
  • Visualize your new goal: Visualize your goal
  • Think of successes – positive things every day
  • SUCCESSFUL ROUND ALWAYS FOLLOWS ORDER in your head
  • Outline the plan in advance – practice thinking before meeting the client -> Get started
  • Act like YOU are a sales SUPER STAR -> No Limits

Part 2: Creativity in SALES

"A successful businessman must also be imaginative. He needs to see things in a beautiful light" - Charles Schwab

1. Creativity in SALES after translation
  • Creativity can be exercised
  • Creativity is IMPROVEMENT – making things new and different
  • 3 ways to TURN YOUR CREATIVE
  • Detail goal
  • PROBLEM that causes pressure
  • KEY QUESTIONS
  • You have to practice your creativity
  • Creativity is thoroughly understanding YOUR products and services
  • Creativity is thoroughly understanding the products and services of competitors
2. Four secrets of business strategy
  • Specialization
  • Make yourself stand out – make a difference
  • Market Segmentation
  • Concentrate
3. Conduct in-depth market analysis
  • Exactly, who are your customers?
  • Who will buy your product right now?
  • Who will be your future customers?
  • What new markets might there be for your product?
  • Why do customers buy your product?
  • Who or what products will be your competitors?

Part 3: Solutions to build relationships and keep customers
  • What's a little bit out of the ordinary is what makes the difference
  • The best way to retain customers is to bring them satisfaction beyond expectations and continue to do so (Before, During, After the transaction)
  • The business will go bankrupt because of low prices, because the business is not profitable, can't think of the GREAT concept
  • Small plus service -> great feeling, Customers will spread word of mouth from the great experience to other customers
  • Actively create a list of things to bring
  • Follow up with old customers: Contact with regular customers, Email, Visit,
  • Existing Customers – Let's Build a Sibling Relationship: Cultivate, Nurture, Care
  • Do whatever it takes to SURPRISE existing customers
  • Don't try to please
  • Find a way to Give them a GREAT experience
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