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ESTRATEGIA COMERCIAL INTERNACIONAL

Symbiosis Consultores
by

Gonzalo Lorenzo Castro

on 22 March 2013

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Transcript of ESTRATEGIA COMERCIAL INTERNACIONAL

IF YOU WANT TO SELL MORE... Give more Risk more Laugh more YOU ARE IN BUSINESSES ATTRACK LEVERAGE CONVERT TIME MONEY EFFORT LEAK 2 Lack of LEAK 3 CONVERSION Lack of INTEREST WRONG TARGET MARKET No HUB LEAK 1 VISIBILITY Lack of DOING nothing too little POOR SALES SKILLS Low perceived value vs High risk LEAK 4 RETENTION Lack of POOR quality service MARKETING & SELLING Schedule time for marketing at least 30 minutes each day Only changing your marketing strategy, You can change your life DELIVERING
Your Products & Services You must build your own Safe
Yourself
Some
Time
Energy
Money AND REMEMBER... & BUSINESS MODEL CANVAS RETAIN KEY
PARTNERS KEY
ACTIVITIES VALUE
PROPOSITION CUSTOMER
RELATIONSHIPS CUSTOMER
SEGMENTS KEY
RESOURCES CHANNELS COST
STRUCTURE REVENUE
STREAMS WIIFY WHAT´S IN IT FOR YOU? http://www.eoi.es/blogs/newsroom/2012/05/30/eoi-analiza-el-comercio-exterior-y-las-tendencias-hacia-la-internacionalizacion-de-las-pymes-espanolas/ Are you selling a COMMODITY ? PAIN FEAR PLEASURE NO CREDIBILITY 1. Arrive late for calls and appointments 2. Don’t learn anything about your prospect’s business or company 3. Spend most of your meetings or sales calls talking 4. Interrupt your customers and prospects 5. Tell people everything about your product, service or solution 6. Don’t follow through 7. Pitch your offering before determining if a need exists 8. Don’t update your product knowledge 9. Bypass the gatekeeper in any way possible BAD PRICING STRATEGY POOR FOLLOW UP No profit multipliers Too many ideas, not enough time
Poor marketing and selling skills
Not sure what works and what doesn't
Too many sources of information often offering conflicting or confusing advice
Costly "trial and error" approach
"Feast or Famine" cycles & slow growth TYPICAL FRUSTATIONS C
R
M WEAK OFFER Muchas gracias
por su atención 9 Ways to Destroy Your Credibility Paseo Belén 11
Edificio I+D - Campus Miguel Delibes
47011 - Valladolid
T. 983 254 507
M. 695 277 765 gonzalo.lorenzo@symbiosisconsultores.com
www.symbiosisconsultores.com ustomer elationship anagement
Full transcript