The Importance of Small Trials in Growing your Business Topics Sell the Appointment Sell the Trial Monitor the Trial Win That BIG Project Two Examples Questions Step 1 Sell the Appointment ID: 382015
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From Little Things Big Things Grow
The Importance of Small Trials in Growing your BusinessSlide2
TopicsSell the Appointment
Sell the TrialMonitor the Trial
Win That BIG ProjectTwo Examples
Questions?Slide3
Step 1: Sell the AppointmentKeep it simple
Don’t get too technical on the phoneSell the appointmentPlant the seed!Slide4
Step 2: Sell the TrialWhy should they trust you?
Use the small trial to showcase the ENECON quality.This will help the customer build trust and confidenceGrow the Relationship!Slide5
Step 3: Monitor the TrialMonitoring the trial on a regular basis will help build the relationshipSlide6
Step 3: Monitor the Trial80% of all sales are made after the fifth call
48% of all salespeople call only once25% call twice, then give up12% make three calls and that’s all10% keep on calling ……….. and this 10% make 80% of the sales.
From ENECON training manualSlide7
Step 4: Win the BIG ProjectYou are guaranteed of winning more work because you have built trust
Results will come!Slide8
Example #1: Waste Gas MainSlide9
Example #1: Waste Gas MainSlide10
Sell the TrialSlide11
Monitor the TrialSlide12
Win the Big Job600 sqm
Over half a ton of ChemClad SCSlide13
Win the Big JobInside gas mainSlide14
Example #2: Barrel ReclaimerSlide15
Example #2: Barrel ReclaimerSlide16
Example #2: Barrel ReclaimerSlide17
Example #2: Barrel ReclaimerSlide18
Sell the TrialSlide19
Monitor the TrialSlide20
Win the Big JobOver 8 tonnes of CBX
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Win the big jobSlide22
Win the big jobSlide23
Win the big jobSlide24
In Conclusion..................Push the small trial to build confidence
Monitor the PerformanceWin the Large ProjectMAKE IT HAPPEN!