Sales

Initiatives

• CETel Sales Initiative 2019-08-C1
• CETel Sales Initiative 2018-01-C1
• CETel Sales Initiative 2017-09-C1
• CETel Sales Initiative 2015-11-C1
• CETel Sales Initiative 2015-05-C1

Links

Marc M. Galal

5 Verhandlungstaktiken

• Kundenaufwertung: „Sie sind ein harter Verhandlungspartner.“
• Verunsicherung: „Haben Sie das billigere Angebot schriftlich bekommen?”
• Mitarbeiter-Appell: „Wo können Sie mir denn entgegenkommen?“
• Gegen-Zugeständnis: „Können Sie die Abnahmemenge verdoppeln?“
• Hypothese: „Nehmen wir an, ich könnte x Euro nachlassen, würden Sie …?“

Elevator Pitch

• Private
• Business
  • Hi, I am (my name is) Klaus, I help connecting companies to the Internet or specific Voice and Video Systems. Mainly from rural regions (Africa, Middle East, Caucasus, Maritime) to the European Backbone. VSAT/Satellite and added value Services"
  • Hallo, Ich bin Klaus (Muth), ich helfe Unternehmen bei der Anbindung ans Internet oder an andere zentrale Sprach- und Video Dienste. Hauptsächlich Firmen (oder NGOs) aus abgelegenen Gebieten (Afrika, Mittlerer Osten, Kaukasus oder Offshore) ans Europäische Backbone. Mit Satellitenverbindungen und Mehrwertdiensten.

how (not) to introduce

• Don'ts:
  • Name dropper:
    • This person introduces themselves by saying who they know, who they’ve worked with, etc
    • I might not remember their name, but I’ll remember that they once got Tony Robbins a glass of water
  • Drive-by carder:
    • A card is not an introduction
    • Just throwing your business card at a person, or worse, at as many people as possible at a networking event, is just about the worst kind of introduction you can make
    • If you hand one to me, I’m going to hand it to the nearest rubbish bin
  • Double-carder:
    • Handing someone two copies of your business card to encourage the other person to send you a referral
    • It’s presumptuous unless they ask for an extra card
  • Rambling man (or woman)
    • As soon as you get to talk, you get over excited and start telling your life story
    • Or the story of how you got to the meeting
    • Or how you met your spouse
    • And forget to tell me, you know, who you are
  • TMI (Too Much Information):
    • If I’m just meeting you, I don’t need to know the entire history of your business or career, all of your degrees and accolades, and your dog’s maiden name
    • Stick to the basics
  • Limp fish:
    • It may be old fashioned, but I think a weak handshake is a turn-off when introducing yourself
    • Practice a firm (but not crushing) handshake to convey confidence
  • The Cannonball:
    • Probably the opposite of the limp fish is the cannonball — the guy who is so overly confident that he’ll barrel his way into any situation or conversation without being invited
    • If you want to join an ongoing conversation, wait to be acknowledged before you jump right in
  • Digital Zombie:
    • If you’re going to a networking event, or a business function of some kind, don’t be so absorbed in yourself and your cell phone that you’re not paying attention
• Dos: How to introduce yourself in one simple step:
  • Instead of leading with what you do, lead with who you help -as in,
  • Hi, I am (my name is) Klaus, I help connecting companies to the Internet or specific Voice and Video Systems. Mainly from rural regions (Africa, Middle East, Caucasus, Maritime) to the European Backbone. VSAT/Satellite and added value Services"
  • Hallo, Ich bin Klaus (Muth), ich helfe Unternehmen bei der Anbindung ans Internet oder an andere zentrale Sprach- und Video Dienste. Hauptsächlich Firmen (oder NGOs) aus abgelegenen Gebieten (Afrika, Mittlerer Osten, Kaukasus oder Offshore) ans Europäische Backbone. Mit Satellitenverbindungen und Mehrwertdiensten.
  • Done! You know who I am, what I do, and more importantly, whether or not I can help you or someone you know.

Kaltakquise

Social Web

Drafts

Hi Klaus,

Thank you for adding me to your network. I work for GCS, it is a routing and rating platform. We have over 150 customers all over the world, including Orange Spain, KPN, KDDI, Sify, Windstream and many others. 
May I ask you, what is Cetel using today to manage business (things like; vendor rate upload, product creation, routing, reporting, invoicing, etc.?)

Best regards,
Victoria

• cold In-mail LinkedIn / Networking

Hi NAME,
 
Thank you for linking and apologies for the direct contact but I find this is the least intrusive way of introducing myself.
 
I work for a company called Strategic Defence Intelligence and we help companies such as Harris, Lockheed and Raytheon with
their strategic planning and routes into new markets.
 
If possible I would like to give you a quick call and show you some of the intel we have, specifically the Satellite sector.
If it is of interest great, if not, we have at least had a look. You will be able to tell within 2 minutes if it is a fit.
 
Would there be a convenient time to speak?
 
Thanks,

• follow up cold In-mail LinkedIn / Networking

Hi NAME, 

I know I messaged you a couple of months ago but I work for a company called Strategic Defence Intelligence and we are currently
helping companies like Viasat, Telesat and Harris Communications to identify new opportunities in untrodden markets whilst risking
their decision making process into these new markets within the defence sector. 

Would there be a good time to speak regarding any synergy with CETel? We have forecast information for the global satellite market
and also for the IT, Data and computing market that I think might be of specific interest. 

Please let me know if you have a spare 5 minutes, it will probably take only 2 minutes to see if the intelligence we have is of interest. 

Best regards, 
...

LinkedIn Draft - KEM

Thank you, ..., for contacting with me on LinkedIn!

I'd like to support you (as other miners) getting a permanent reliable connection to the European Internet backbone without any constraints.
 
We can also help you to implement a domestic IP network (LAN or WAN) on site under any conditions.

If this is of interrest for you, please get back to me.

Best regards, 
Klaus

----
Manager Business Development & Sales at www.CE-Tel.com
Connections made in Germany
Phone: +49 151 1675 8830
Skype: klaus.e.muth
Email: k.e.muth@gmail.com
Email: muth@ce-tel.com

LinkedIn Connection reply

Hi Klaus 

Just a quick note to thank you for connecting with me here on LinkedIn. I'm really looking forward to keeping in touch. 

Also I hope that you received my invitation to join my group ("Awesome Ways Big Data Is Used To Improve Our World") or Big Data webinars. 

Here are the links for that again, should you be interested: 

BIG DATA WEBINARS 
www.linkedin.com/pulse/upcoming-big-data-webinar-ronald-van-loon?trk=mp-reader-card


LINKEDIN GROUP 
www.linkedin.com/groupRegistration?gid=8206819&csrfToken=ajax%3A0286533973019671360&trk=groups_most_popular-h-join&goback=%2Egmp_8206819

I am looking forward to welcome you and share success stories with you as well :-) 

Warm regards, 

Ronald

Email

Your first email to a prospect should ask for the "5 golden taps" that will get you into a conversation

Today I'm going to teach you a trick so simple and yet so effective that when you try it you'll be absolutely astounded by the improvement.

As I explain in my free weekly newsletter (where I critique reader emails for free), the purpose of every sales email is to get a positive reply from the potential customers, a.k.a. prospects.

Since everyone knows that's the case, why do so many sales emails make getting that first "YES" so damn complicated? I constantly see emails with calls-to-action like:

"To set up a demonstration, call me at 212-555-1212."
"Go to our website for more information."
"I've attached a brochure that explains all the details."
"If you have any questions, don't hesitate to contact me."
"The product demonstration will take about 20 minutes."
"I can conference in your senior managers."
"I have left you a voice mail with all the details."
Those calls-to-action are all ways of getting to "YES," but they're also asking the prospect to jump through hoops in order to give it to you.

For example, to respond to the "set up a demonstration" call-to-action, the prospect must:

Check her calendar
Figure out some times
Go back and get the telephone number from the email
Give you a call
Leave a voice mail (probably)
Play a few rounds of phone tag
And finally, as a reward, get to listen to a sales pitch (!?!)
Now, I suppose it's within the realm of possibility that that this might actually happen--your email is spectacularly compelling and perfectly on target.

But it's not. Trust me on this. Most sales emails are never even read all the way through. When you top them off with burdensome calls-to-action, you make it highly unlikely that any prospect will ever get back to you.

The point of the first sales email is to get into an email conversation--a back and forth trading of emails that might, if the conversation continues, eventually lead to a phone call or in-person meeting.

Let me repeat that: The purpose of the first sales email is to start an email conversation, not give the prospect homework in order to earn the right to hear your sales pitch.

They're just not going to do that. It's not a realistic expectation.

So, instead of loading up your email with distracting links and items for the prospect's to-do list, instead fish for the easiest possible response that entails the least commitment from the prospect.

Therefore, your initial sales email should end with a YES/NO question where a "YES" entails no commitment from the prospect other than a second email from you, an email that presumably includes some more details.

Because most emails are read on phones, I call that kind of easy, low-commitment response the "Five Golden Taps," because it consists of five movements of the recipient's fingertip on the screen:

Now, isn't that is a lot easier than all that rigmarole? More important, when you get those five golden taps, four spectacularly wonderful things happen:

You are now in an email conversation with the prospect that could lead to a future telephone conversation or demonstration.
Your email address is now on the prospect's "white list," so that your future emails won't end up in a spam folder.
The prospect, by expressing interest, has now given you permission to provide more information that could increase the prospect's interest.
The first "YES" builds momentum for the future "YES" responses, like when you ask the YES/NO question "Should we set up the meeting?"
Getting these five golden taps is not difficult. Make the email short (two to three sentences), make it about what the customer needs (and about you or your product), and then ask:

"Is this of interest to you?"

If the prospect truly is a potential customer, you'll get the five golden taps. It really is that ridiculously easy.

Drafts

• Draft Sven

Dear Sir or Madam, 
I am Sven Suenberg from CETel, which is a German solutions provider for satellite and fiber enabled communications/networks. We work for European and African construction as well as Oil & Gas companies to secure their
connectivity and backup for IT network and SAP applications in Africa and Europe. Our customers take advantage of our fully managed service with 365/24/7 availability run from our own Teleport in Germany (e.g. zero filtered 
internet, high privacy protection) and technical support, also on premises. Of course the specific service quality can be tailored to Savannah Cement requirements. 

Could you kindly direct me to the right person to talk to about such an potential field of cooperation in your organization? Hence we can explore if this would be something valuable to consider to support Savannah Cement
operations and service performance.

Thank you very much, 
Sven Suenberg

• Draft Carol

Hi Klaus,

My name is Carol and I would like to know if you’d be interested in purchasing marketing lists. Our customized lists help marketing strategies and enables companies and organization make profitable and smarter decisions by
reaching the right targets. That’s why our lists are compiled after intensive web research, investigative phone calls and other proprietary methods so as to give you the perfect marketing list and sales database with
completely verified phone numbers and opt-in emails to reach your desired sales and marketing targets. 
For your ease each record includes the following- Company Name, Contact Name, Job Title, Mailing Address, City, State, ZIP Code, Country, Phone Number, Fax Number, SIC Code, Industry Description, Revenue Size,
Employee Size and Verified personalized Emails.   

Not just that, we also cleanse customers’ internal databases, suppress them against our databases and provide net new names, so you’re not paying for the same record twice!

Some of our most sought after lists are,
•         IT Decision Makers List
•         Oracle Database Decision Makers List
•         ERP/CRM related Lists
•         SAP Decision Makers List
•         HR Executives List
•         Semiconductor Industry with decision makers
•         Financial Executives List
•         Healthcare, Pharmaceutical, Bio Technology List
•         Siebel Decision Makers List
•         PeopleSoft Decision Makers List
•         Oracle E-Business Suite decision makers List
•         Mapics Decision Makers List

Let me know your exact target market (region/ industry / job titles) and I will get back to you with data counts and costs as well as a few samples for your consideration.

Look forward to hearing from you.

Best,
Carol Gallavan

• Draft Kelly

Hi Klaus,

Would you be interested in reaching out to Telecom Industry Professionals from C-Level executives, SVP/EVP/VP, Directors and Managers etc.

We can assist you in reaching out to your target audience in multiple ways. We can provide you with updated information such as contact name, email address, phone number, fax number, mailing address, job title, etc. 

If this is not your target Industry please let us knows your target audience to receive few samples for your review.

Thanking you in anticipation.

Regards,
Kelly Walker
Sales Executive
Plano, TX – 75025

• Draft Mark

Hi Klaus 

As yet another recruiter (sorry!), my reluctance to interrupt is marginally outweighed by the need to do my job. The reason I wanted to contact you is that we are currently recruiting for a position,
and having looked at your   Linkedin profile I believe our client would be interested to speak with you.

In brief:
• The role is a Senior Sales Director – in the GRC space.
• A Global leader of GRC software across various verticals

I’ve posted an overview Job Description on our website, under the vacancies section and should you wish to take a look you can go to:

http://www.m-tech360.com/jobs/senior-sales-director/130

Would you be open to a short call from me at some point to discuss? If so, please let me know which number to call and when would work for you. 

Kind regards, 
Mark

Werbetext

• Im Kopf deines Kunden: 8 Meilensteine zum Verkauf

Follow up

Email

Hi Name,
Typically when I haven’t heard from someone it means that they are either really busy or not interested. Would you like to "... attend/proceed the blabla project..." or shall I simply close your file? 
Please let me know either way.

Best regards,
Klaus

Sales Tipps

7 Bad Habits That Make Salespeople Look Really Unprofessional

1. Lack of product knowledge
   1. There's nothing worse than being caught off guard when someone asks you about something you're supposed to know about--especially when you're attempting to convince the other person to purchase it
   2. Read up on what you're selling before you make any sales call, so that you can answer all but the most personal of questions
2. Talking more than you listen
   1. While it's important to market what you want to give your buyer, not listening--or responding--to his or her questions and concerns is a huge turn-off for any potential buyer
   2. Make sure to pay attention to what your customer says--selling is a two-way street
3. Inability to turn product features into benefits
   1. The main obstacle people have when grappling with whether or not to purchase something is how the product will benefit them
   2. Selling the product's features as potential future benefits is something that will persuade them to buy
4. Divulging the price too early
   1. Withholding a final price makes you appear less pushy and more empathetic to the customer's needs
   2. Hold onto the price until you have a firmer grasp on the situation and the potential outcome
5. Not customizing the presentation
   1. Nothing ticks off potential buyers more than receiving a canned presentation for a product that has nothing to do with their own unique needs
   2. Making the buyer into just another person to sell to reeks of unprofessionalism
6. Lack of eloquence or articulation
   1. Even though it's not necessary to be the best speaker or writer who ever lived, it's definitely important to demonstrate good speech and impeccable grammar and spelling in your dealings with customers
   2. Otherwise, you'll give the impression that you don't care much about the product you're selling--and if you don't, why should anyone else?
7. Leading a sales call with your product instead of your customer
   1. Although you're selling a product or service, it's really the buyer that ultimately matters at the end of the day
   2. Begin every sales call with an understanding of your buyer's attitude and inclinations, not what you're trying to get them to buy

7 Reasons Your Prospects Decide to Run Away From You

1. You’re Overcomplicating It
2. You Just Aren’t Likable
3. It’s Not a Bargain
4. You’re Not Answering the Right Question
5. You’re Making the Decision Difficult
6. You Don’t Tell Them How It Feels to Lose
7. You’re Too Slow

Presentations

Citrix Remote Communications Services

• GotoMeeting
• GotoWebinar

Der Meinungsführer: Die entscheidende Handbewegung am Flipchart (Matthias Pöhm)

• Die meisten Flipchart Benutzer überfrachten ihre Darstellungen mit Pfeilen
  • Pfeil hier, Pfeil da, Pfeil oben, Pfeil unten
  • Ich habe festgestellt, dass in 9 von 10 Fällen die Pfeile nicht nötig sind
  • Es trägt nichts zur Verständlichkeit bei, löst im Gesamtbild aber Unruhe aus.
• Man muss wissen:
  • Ein Flipchartblatt dient als Begleitung zur Präsentation und nicht als Ersatz für das Handout
  • Im Handout braucht es Vollbeschriftung und Pfeile, aber bei der Präsentation ist das alles störend
• Hier nun der Profi-Trick, wie Sie Zusammenhänge zwischen den einzelnen Elementen am Flipchart mit fünfmal mehr Wirkung sichtbar machen. Passen Sie auf!
  • Sie zeigen mit der flachen Hand von einem Element zum anderen!
  • Das wirkt ober-cool!
  • Wichtig ist dabei, dass Sie NICHT auf das Flipchartblatt schauen, sondern ins Publikum
  • Wichtig ist auch, dass Sie mit Ihrer flachen Hand wirklich vollen Kontakt zum Blatt haben und nicht etwa nur die Fingerspitzen das Blatt berühren
  • Wenn Sie dieses Profi- Flipchart- Verhalten einmal live erlebt haben, werden Sie verblüfft erkennen, wie Sie dadurch zum Meinungsführer mutieren
  • Zu DEM Menschen, dem man durch sein Auftreten einfach alles abnimmt

Seven simple tips for creating memorable presentations

1. Make it relevant to your audience.
2. Define a clear structure.
3. Tell stories to engage and connect.
4. Visually signpost your slides.
5. Give your headlines meaning.
6. Use images to improve communication.
7. Animate to avoid cognitive overload.

BIG PRESENTATION - Six tips to go from stressed to your best!

• Siehe auch PDF: 2015_Presentations_six-tips-to-go-from-stressed-to-your-best.PDF

1. Have a simple message, a simple structure and simple slides
2. Rehearse realistically
3. Give listeners (and yourself) time to think
4. Seek help
5. Rule your tools
6. Plan for broken tools!

Zoll / Customs

• European Commission Trade Taxes
  • Auswahl Exportland
  • Eingabe Produktcode (Produktcode findet man unter folgendem Link oder in der Tabelle unten mit spezieller Auswahl
  • Export erfordert wenigstens 4 Stellen
  • Import erfordet i.d.R. 8 Stellen
• EZT-Online Ausfuhr -Stichwortverzeichnis
• Ausgewählte Produkt Codes (Warentarifnummer/TARIC-Codes)

Produkt	Code
"19"" Rack"	85 37 10 10
Adapterkabel, Stromkabel, Erdkabel	85 44 42 90
Antenne	85 29 10 31
Coaxialkabeladapter	85 36 69 10
Dokumente	49 11 91 00
Downconverter, Upconverter	85 04 90 05
Glasfaserkabel	85 44 70 00
GPS Antenne	85 17 69 90
HF-Filter, Filter und Weichen für Antennen	85 29 10 80
HF-Kabel, Fernmeldekabel	85 44 42 00
Koaxialkabel	85 44 20 00
Netzteil, Stromversorgung	85 04 40 30
Satellitenmodem	85 17 61 00
Schrauben	73 18 11 00
Sicherungskasten	85 38 10 00
SkyWAN	84 71 41 00
Steckdosenleiste	85 35 30 10
Switch, Router	85 17 62 00
Switch, Router (LAN)	84 71 00 00
Temperatur und Feuchtigkeitssensor	90 26 80 20
Tranceiver, BUC, LNB, Multiplexer	85 17 62 00
Überspannungsableiter, Blitzschutz	85 36 30 00
Überspannungsableiter, Blitzschutz	85 35 40 00
USV	85 04 40 30

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