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YOU

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by

Marta Rocamora

on 3 April 2014

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Transcript of YOU

PITCH
TEAM
SALES
ABOUT C2
THEM
YOU
TOOLS
WHY YOU ?
HUNGRY
EMPATHETIC
TENACIOUS
INTELLIGENT
POSITIVE
PROFESIONAL
PERSISTENT
Unconsciously Incomopetent
You think you know how to do it before even trying. You don't really understand the process, why you have to do things in a way. Therefore, you don't trust the process yet. You know you can do it better. But you are frustrated because you are not seeing the results yet.
Consciously Incompetent
Now, you start understanding the process, why you are doing what you are doing. You start trusting it, you want to apply it. But now you are more self aware of your own mistakes. At this stage, you are hungrier, you want to improve, you are no longer complaining. Frustration is decreasing.
Consciously Competent
Now things are rolling good. You know what you are doing, you are having fun, everyday improving, you want more and more. You are trusting, yourself, your instinct, your confidence is being build.
Unconsciously Competent
You don't have to build your confidence anymore. You proved to yourself you can get what you want. It is now second nature to excel, you committed to your success. Success brings MORE success.
The 4 stages of Development
What's expected of you
Know your client
Know your Service
Believe in your Service
To have a business conversations with decison makers
To dial a lot
To refine your business conversations
Expand your sales knowledge
Expand your sales knowledge
Expand your innovation knowledge
Have though skin
Do not intoxicate the floor
Build the floor
Be aware of your own productivity
Celebrate and have fun

"It is hard to beat a person who never gives up"
First, your
visualize
, you are clear on what you want.
Secondly you
cast your vision
, you are vision casters.
Thirdly,
ACTION
, it is your responsibility to make it happen.
I want to be
successful
I want to do a
work that reflects my abilities
I want to
excel
in my life
I want to be
recognized
by my peers
I want C2 MTL 2014 to be
the best business conference
because of the people that I am going to bring
i.e
i.e
It is about your
ATTITUDE
more than your aptitude.
Refine
yourself;
your conversations, your closing techniques, your pitch.
Learn
more about C2, best way to explain it.
Not letting rejections get into you, be
VIBRANT.
Be aware of your
state of mind
i.e
Sales is a
numbers game
; you cannot be scared of the phone.
Set Targets
that are reasonable and meaningful.
You want to achieve and progress,
HUSTLE
.
Manage your
time, your energy and your STATE OF MIND
.
"The strength of the team is each individual member. The strength of each member is the team"
The philosophy of our team is collaborative.
Leit Motiv
Everyday question yourself with:
Why?
What can I do differently?
WHAT ARE SALES?
IT IS NOT MARKETING
Marketing is the message that prepares the prospect to the sell
- hopefully marketing will drives sales by
increasing Awareness
of C2 and converting COLD prospects into WARM ones
SALES CONSISTS OF INTERPERSONAL INTERACTIONS
It's anything that
engages you with the prospect
or customer on a personal level rather than at a distance.
The point is to
help clients identify their needs
, then match them with our product in order for them to get what they want.
HOW DO WE SALE?
AT C2, WE WANT TO BUILD A RELATION OF TRUST
We are ethical,
we do not deceive
, we want to bring value by transforming mindsets.
ATTENTION, INTEREST, DECISION, ACTION
PROBLEMS WITH SALES
Lack of trust - Myths & Connotations
People like to buy but not to be sold
Lack of trust
Sales techniques become disruptive
Lack of trust
PEOPLE MISTRUST SALES
WHY DO WE CARE?
People's mind
Sales over the phone
=
Scams
In your mind
Sales over the phone
=
reaching out to prospect
to ensure good fit & build value
We take action to
ensure our goals
are reached
We need to
increase awareness
around C2
To
improve
their business
To
expand
their development ( Personal & Profesional)
To
transform
mindsets / business models
To make them
experience
something new
THE COMPANY
3rd Year of operations - growing company
Vision:
reinvent the traditional business conference
Moto:
"Business conference, ONLY different"
C2
stands for
C
ommerce +
C
reativity
4 Pillars:
INSPIRATION
-
CONNECTION
-
EXPERIMENTATION
-
CELEBRATION
The Event
2012
2013
2014
How do we differentiate?
Why now ?
What is C2 ?
Society & economy changing rapidly
New business models & institutions are being created
Our goal: ensure creative thinking is translated into commercial thinking
Powerful business model
combining learning & networking
C2 engineers spaces
so that the experience is led by our participant's curiosity
By
facilitating meaningful networking
opportunities
Exchange ideas
Ideas worth sharing
Tools to transform
intelligence into performance
A 3-day international business conference on Commerce and Creativity that facilitates the exchange of ideas and concepts on Creativity and Innovation.
DID WE KEEP OUR PROMISES?
The results are in:
Qualitatively
&
quantitatively
Economic impact
2012: 187 Millions CAD in B2B
2013: Still being calculated

Visitors
More than 2,000
45% outside Québec
25 Countries
89,3% Executives - 34% CEO's
C2 MTL Community
120,480 Google+ Followers
9,755 Facebook followers
6,000 Twitter Followers
79,121 unique visitors
Client Satisfaction
"COMPETITION"
TEDTalks
Hatch Experience
SouthbySouthwest
World Domination Summit
....
Attendees: 1,500
Target: US Market (need to apply)
Created: 1984
Price: $3,750 - $15,000
Dates: March 17 - 21
Location:CA ( and now Whistler, BC)
Attendees: 100
Target: Ground Breakers wanting to mentor
Created: 2003
Price: invite only
Dates: October 2nd-5th
Location:Bozeman, Montana
Attendees: 32,000
Target: US Market - Anyone
Created: 1987
Price: $400 - $1,700 (depends on festival, days...etc)
Dates: March 7 - 16
Location: Austin, TX
Attendees: 1,000
Target: Travelers, entrepreneurs
Created: 2010
Price: $600 - ?
Dates: July 5 - 7
Location:Portland, Oregon
C2MTL - 2014
Features
Find the balance between Commerce and Creativity.
Organizing the Creative Chaos & immersing our participants
Benefits
What are we selling?
3-Day pass 12 Blocks: 3,600CAD
3-Day Flex pass 6 Blocks: 2,400CAD
Groups 5+: 16,000 CAD
Groups 10+: 30,000 CAD
"Creativity is contagious, pass it on"
A. Einstein
Who are we talking to?
C-Level execs - Bright people
90%
of them will have Personal assistants, also known as
GATE KEEPERS
GET TO KNOW THEM
Put yourself in their shoes.
Why should they listen to you?
What type of person (Creative, entrepreneur...)
Money won't matter as much as taking 3 days out of the office
PHILOSOPHY OF SPEAKERS
2012:
What place does creativity hold in your group?
2013:
Share success & failures stories + vision of future
2014: Snapshot of the NOW - What are you learning today? What repercussion does it have?
"The single biggest problem with communication is the illusion it has taken place" G. Bernard Shaw
DON'T
BE
THIS GUY!
Key Factors to keep in mind
THE PURPOSE OF YOUR CALL IS TO BUILD VALUE
YOUR VOICE IS YOUR ONLY TOOL
TONE - LIKEABILITY - TRUST - VALUE
Enthusiasm
Portray the exclusivity of C2MTL
Portray how scarce and limited the offer is
Bandwagon effect
Always Be Closing
The Rule of 80:20
Never Assume
Never hang up first
10 Steps of a Pitch
Introduction
Impact Statement
Introduce Urgency
Qualifying
General Content
Probe
Matching
2nd Qualifying
Close
Call back
Objections Handling
The skill to handle any given objection and to turn it from
"No"
to
"Yes"
.
Process -
Clarify
the objection,
Isolate
it and then
overcome
it.
Real
vs
Fake
Listen
Empathize
Isolate the objection and have them commit
Think
Ask more questions
Handle/Overcome
Check
URGENCY
Checklist
Reminder
Evaluate how strong your decision is
Full transcript