New

Map Branches

• Sales obstacles
  • Clients
    • Existing
      • Buy once or twice
      • Limited contact
      • No referrals
      • Low retention
    • New
      • Acquisition
        • Cost
        • Time
      • Low value
      • Leads
        • Few
        • Rejections
          • Lots
  • Sales team
    • Morale
      • Low
    • Commissions
      • Low
  • Product
    • Value
      • Actual
        • High
      • Perceived
        • Low
• Leads
  • Numbers
    • Joint promotion
    • Buy mailing list
    • Information nights
  • Risk
    • 100 day money back guarantee - NQA
    • Educational DVD
  • Perceived value
    • Competitor comparison flier
    • Cost of non-ownership
  • Sales staff
    • Educate
    • Fully scripted
      • Measure results
      • Base on top current sales staff
      • 10 step follow up
    • Raise commission
      • Recoup through
        • Total lifetime value
        • Referrals
• Clients
  • Existing
    • Educate
      • Product
        • Quality
        • Usage
          • Service requirements
    • Communicate
      • Frequently
      • Cross-sell
      • Consumable sales
      • Referrals
        • Ask for them!
        • Reward
  • New
    • Educate
      • Product value
      • Usage
    • Up-sell
      • Superior edition
      • Deluxe edition
    • Cross-sell
      • Other product lines
      • Related products - other suppliers
    • Post purchase blues
      • 5 day followup phone call
      • 14 day followup letter

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