Forget about sales

Forget about sales

When Désirée Battjes, co-owner of Leiden-based EE shop Kees™, started in this business, she thought that selling stuff was about bargaining, bluffing your way in and wearing a shiny necktie. Today she knows sales is about finding out how she can help people with things she and her colleagues love to do. She ended up liking sales, and would like to share how you can, too.

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Désirée Battjes

June 30, 2014
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Transcript

  1. 4.

    ALEX BROERS DUTCH SALES GUY 2013 SAYS: PAGE 4 MY

    PRODUCTS “I’m a succesful sales person because I know erverything about my products.” COMPANY & PEOPLE “I’m a successful sales person because I know everything about the company and people I sell to.” 2ND QUESTION
  2. 5.

    ALEX BROERS DUTCH SALES GUY 2013 SAYS: PAGE 5 COMPANY

    & PEOPLE “I’m a successful sales person because I know everything about the company and people I sell to.” 2ND QUESTION
  3. 6.

    BLOGGING ABOUT YOUR PROFESSION IN AN EXAMPLE OF PAGE 6

    PUSH MARKETING PULL MARKETING 3RD QUESTION
  4. 10.

    TRADITIONAL SALES TALK – A LEAD IS FOLLOWED BY: PAGE

    10 A PROSPECT A SUSPECT 5TH QUESTION
  5. 12.
  6. 21.

    SALES VIA PAGE 21 • our (most of the time

    happy) customers • our personal network, • SEO/landingpages and • blogging on Frankwatching • cold calling …
  7. 28.

    PRICING PAGE 28 Basic website 3500 euro homepage contentpages contactpage

    custom design includes EE and plugins (+/- 400 euro) Plus extra’s team (overview & detail) - 320 euro news (overview & detail) - 320 euro search - 640 euro blog - 1260 euro template for products - 640 euro
  8. 29.

    REVALIDEER THUIS PAGE 29 Basic website 3500 euro Team page

    320 euro Minus EE and plugins - 400 euro ----------- 3420 euro Kees™ 80 euro an hour Which leaves us 42,75 hours to do the work Wiresframes Design/front-end 5 templates Back-end Test/training/live
  9. 30.

    MOTIVATE DISCOUNT PAGE 30 - if we can start today

    … (in case of indleness) - if we deliver some stuff less sophisticated… (less hours needed) - we can re-use something … (same) - et cetera
  10. 35.

    BILLABILITY PAGE 35 hours sold ------------------- * 100 = hours

    made 88 hours sold ------------------- * 100 = 84% 104 hours made
  11. 37.
  12. 41.

    LISTEN PAGE 41 Ask, ask, ask What would help this

    organisation? What is most important for you in this project? What is most important for your boss? What would make you extremely happy?
  13. 42.

    LISTEN PAGE 42 Ask, ask, ask What would help this

    organisation? What is most important for you in this project? What is most important for your boss? What would make you extremely happy? When you catch yourself doing ‘bla bla bla’
  14. 44.

    PAGE 44 IT IS ABOUT HELPING OUT WITH THINGS YOU

    LOVE TO DO, MAKING FRIENDS, TELLING ABOUT THINGS YOU LOVE TO DO, BEING OPEN, HONESTY, DANCING AND LISTENING