Selling Your Company from All Levels

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Selling Your Company from All Levels
How to promote/sell your company from any
position

• J. Patrick Galloway
• Vice President of Consulting Services

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Selling
Are
At
All Levels
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Sell \sel\ verb

• 1 to deliver or give up in violation of duty,
  trust, or loyalty and especially for personal
  gain
• 2 a to give up (property) to another for
  something of value (as money)
• 2 b to offer for sale to give up in return for
  something else especially foolishly or
  dishonorably
• 3 a to deliver into slavery for money
• 3 b to give into the power of another
• 3c to deliver the personal services of for money
• 4 to dispose of or manage for profit instead of
  in accordance with conscience, justice, or duty
• 5 a to develop a belief in the truth, value, or
  desirability of
• 5 b gain acceptance for to persuade or
  influence to a course of action or to the
  acceptance of something

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Everyone is in business for himself, for he is
selling his services, labor or ideas. Until one
realizes that this is true he will not take
conscious charge of his life and will always be
looking outside himself for guidance. -Sidney
Madwed author
When two people each exchange or share something
the other values a sale is made. The joy
in selling is in understanding anothers wants
and needs, knowing how we can fulfill themand
then doing it. -Baxter Waxley sage
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Selling in the Marketing Opinion Research
Business

• Company President or Owner
• Client Service Representative
• Research Analyst
• Programmer/Data Processor
• Receptionist/Admin. Assistant
• Phone Room Director
• Project Supervisor
• Telephone Interviewer

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Know Your Product

• What is your product? What do you produce?
• How will it be used? What does it provide to your
  customer? What are its benefits?
• Why is it valued and what is its value? What is
  it part of? How does it fit in with what the
  company produces?
• How do you judge product quality? What makes it
  good? Better? Best? How can it be improved?

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Interviewer

• Product
• Produces the opportunity for people to share
  their views with those who produce what the
  people value.
• Product Knowledge
• Questionnaire familiarity
• Cheerful tone voice control
• Practiced pat responses
• Focused listening
• CATI software experience
• Probing clarifying knowledge

Training is no substitute for knowledge born of
experience but its the best way to start.
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Know Your Customer

• Who is your customer?
• What do you know about them?
• How will your product help them?
• Why should they buy what youve got?

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Know Your Customer

• Who is your customer?
• What do you know about them?
• How will your product help them?
• Why should they buy what youve got?

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Know Your Customers Needs and Wants

• Needs are tangible
• Needs arise from the dimensions of the physical
  reasoning parts of us.
• Needs are specific, measurable (i.e. study specs,
  quotas, monetary, etc.)
• Wants are intangible
• Wants arise from the heart, spirit, emotioanl
  parts of us.
• Wants are often vague, difficult to quantify or
  define with reasoning or logic. (i.e. feelings of
  respect, caring, sincerity, self-fulfillment,
  etc.)
• Customer needs and wants come first!
• Success in selling or promoting company wants
  and needs follows meeting and exceeding customer
  needs.

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Know Your Customers Needs and Wants

• Customers dont always know how to define their
  needs.
• Help them.
• Customers needs are not always reasonable.
• Help guide them.
• Customers dont always see or care about your
  needs.
• Remind and educate them.

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Know Your Customers Needs and Wants

• Every Customers Three Needs
• On Time
• When do they need it?
• On Target
• What specifically do they need?
• In Budget
• What are their cost expectations?

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Know Your Customers Needs and Wants

• Buying research services is much like buying
  oats.
• If you want good, clean, wholesome, and
  nutritious oats, you must be willing to pay a
  fair price and you might have to stand in line.
• On the other hand, if your want oats that have
  already been passed through the horse, you can
  have those almost immediately and they are
  practically free.

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Know Yourself
Know Your Customers Wants
Body
Physical Tangible
Non-physical Intangible
Spirit
Mind
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Enthusiastic Belief

• Knowing and belief are not the same.
• Knowing is born of actual experience. Knowing is
  measurable and logical.
• Belief is born of the imagination and the heart.
  Belief is born out of feelingbelief is the
  product of the spirit.
• To nourish belief it is necessary to feed the
  spirit.

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• Our Mission
• Galloway Research Service exists to collect and
  process information for the advancement of
  knowledge. We are committed to providing the
  highest quality and most efficient service, to
  lead our industry and challenge ourselves. We
  build friendships to foster unity of
  purpose and together, in a spirit of fun, we grow
  to learn, to work, to laugh, and to bring smiles
  and love into all the lives we touch

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