The Art of Sales for Librarians: Influence and Success
Essential steps to sales success tailored for librarians, emphasizing stakeholder identification and influence. Learn to avoid common pitfalls and achieve positive outcomes by aligning with customer needs and delivering value beyond promises.
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Presentation Transcript
The Art of Sales (for librarians?) Modified from information presented by Sean Lockwood, VP of Sales at Junior Library Guild Or: How to Identify and Influence Stakeholders
5 Steps to Sales Success !! Failure and Embarrassment
The 5 Steps to Sales Success Correctly identify your customer Understand your customer s view Align you value proposition Follow a pre-determined process Deliver more than you promise
1. Selling to the wrong person 2. Selling before you have all the details 3. Selling the wrong product 4. Closing too quickly (or not at all) 5. Promising more than you can deliver 5 Steps to Failure and Embarrassment
Step 1 -- Identify your customer/stakeholder Exercise: Narrow the Scope
Step 2 Understand the Customers POV Wants, Needs, Values Exercise: Create a Strawman
Step 3Get Aligned with the Customer Exercise: Create a Value Proposition for a key customer Each customer has a set of unique value propositions Value Issue Advantage Significance
Step 4 Work Your Plan, Pre-Defined Sales Plan 1.Determine Prospects 2.Make Correct Contact 3.Assess Customer s Needs 4.Co-develop Solution 5.Negotiate and Close 6.Deliver Value
1. Identify the key decision makers 2. Determine the influencers and stakeholders 3. Develop a schedule of contact Manage Your Sales Territory
Make Correct Contact Figure out their preferred method of contact, not yours. Later, schedule a meeting.
Provide Before the Ask Consider helping your teacher or principal with something before you ask for something or approach them about collaborating. Be sure it saves them time; perhaps provide them with a research item they need or proofreading or candy!
Provide A Needs Assessment 1. Ask open-ended questions 2. Listen, listen, listen and delve deeper 3. Find common ground 4. Determine what really matters
Negotiate and Close 1. Review the proposed steps 2. Gain agreement on timing, resources, follow-up plan 3. Remain flexible and open-minded 4. Ask for the order/commitment
Deliver Value 1. Follow-up and verify 2. Adjust and improve 3. Make note and use in referral conversation
Step 5: Deliver! Deliver more than you promised.
