Sales Training - vs. 1

Sales Training

Presentation

Index

5. Competition →

1. Training Timeline →

6. Closing the Deal →

2. Intro to Sales →

7. Our Teams →

3. Client Identification →

4. Communication →

Welcome to the team!

Local Concept is a great place to work. You'll need the team, and the team will count on you too. San Diego: Sales, Accounting, Marketing, US client management

Timeline

Step 5

Step 1

Step 3

Learn the tools of the trade & get feedback on your efforts

Introduce the sales process & our industry

What makes a perfect match between the client and us?

Step 4

Step 2

Learn about Local Concept's method & unique offerings

Develop Your Sales Workflow with Hubspot

Training Objectives

Sales is difficult: if it wasn't, everybody would do it. It will require hard work, perseverance, and fine-tuning your craft, but when done correctly, it can lead to an incredibly rewarding career. The sky is the limit, and this training is designed to help you get there.

The best salespeople don't progress through a conversation checklist. They navigate the situation naturally.

They have carefully developed skills in each area, forming a complete sales toolbox.

Sales training is no joke. In 2022, the global sales training industry grew to $9.02 billion.

Sales Success

Inform

Goal

Sustain the business through new & existing clients

Explain what we offer and why the client needs it

Securing contracts for translation & localization services

Compete

Find

Respond to concerns with excellence & confidence

Locate new clients and opportunities for growth

Let's address the major components of the sales process and how you can learn to excel.

Close

Connect

Seal the deal and pass on to the team

Be memorable and trustworthy

Sales Struggles

Sales Victories

Not every day is a walk in the park.

• Rejection
• Quota Pressure

What makes it all worth it

Few things can match the excitement and rewards of a job well done.

• Sense of Accomplishment
• Unlimited Potential
• Meeting New People

Identifying Clients

Research

Find companies that need us and how to contact them

The first step of Sales!

Recommendations

Potential clients can be found through many different ways: LinkedIn and Google are great places to start, but don't be afraid to get creative. Your next client could be anywhere!

Tap into the knowledge of others! Ask around for ideas.

Be Aware

Look out for potential clients anywhere & everywhere.

Be Creative

There are thousands of ways to identify potential clients. Always keep an open mind.

Find

Locate new clients and opportunities for growth

Client Indentification Examples

Asking Around

Keeping an Eye Out

Searching the Web

You see an old friend and ask where they work. Turns out, their company needs to go international.

Your Amazon purchase includes instructions in multiple languages, but the how-to videos are only in English.

A quick search let's you message the international division head of a major company.

Making Contact

Cold-call vs. Follow-up

Transitory or Final

New & Returning

Your first contact will not always be with the decision maker of the company. Figure out who that person is and how to reach them.

New business can come from new clients or via increased business with established clients.

First contact is difficult. So put your best foot forward, and make the most of each introduction.

Connect

Be memorable and trustworthy

Contact Examples

1. Hi Denise, Does your company need help going global? Local Concept can handle all your translation & localization needs...

2. Hello Richard, It's Michael from Local Concept, the team that manages your product info translation. Could we find a time to discuss what other translation needs Acme LLC might have?

4. Thanks for all your help, It sounds like I should contact Maria to move forward. Would you mind giving me her contact info?

3. Great to see you last week, I wanted to check-in and see if you had any more questions from our meeting, and if you received the samples I sent over.

Communicate

Painting a picture of our successful partnership

The purpose of informing the client is not to detail our services (though it does include that), but rather to tell them what problems we can solve. Describe how we make their dreams come true by leaving difficult problems and unreached goals behind.

Inform

Explain what we offer and why the client needs it

Service Compatibility

Communicate Examples

"We work directly with your existing software and digital formats. No cumbersome conversions or endless technical tasks required."

Our skills solve your problems

Speed & Reliability

No one cares what you do, unless you explain why it helps them. But, if you don't tell them how you plan to do it, no one will believe you.

"Our system makes work faster and smoother than ever. Stay a step ahead of your competitors at every turn."

Global Markets

"We specialize in positioning your products to sell as-if it was invented within the market's culture. Struggle to reach growing global demographics no more."

Respond to Concerns

Compete

Elaborate on topics the client is especially concerned about, answer questions, and provide examples of solutions.

Confidence & Comparison

Describe the Process

Hooray, you've described how we can help a client reach their goals. However, you aren't the only one offering solutions to this company. Are your promises really true or are there better options elsewhere?

Breaking down the work into clear steps builds trust and highlights our best features.

Be Precise

Back up your claims with data that your contact can keep and share internally.

Warn of Danger

Point out complex problems that pose significant difficulties for others, but that our unique expertise and technology solve.

Compete

Respond to concerns with excellence & confidence

Compete Examples

Better Process

Better Fit

Better Solutions

Every Local Concept translation project goes through internal and external quality checking. Additionally, our project pipeline ensures we deliver the product exactly as you need it.

"Big enough to cope and small enough to care." We serve over 120 clients, employing 900+ linguists, and utilizing 35 years of hard-earned experience, yet you can reach us in a flash.

File conversion for e-learning can be incredibly tedious and time-consuming. If it isn't done correctly, all of your hard work is lost. Don't risk your time and money. Let us handle all the details.

Close the Deal

Move from potential discussion to firm committment

Begin contract negotiations on the foundation established through connection and communication. Get specific about client needs, costs, and expected turnaround.

Close

Seal the deal and pass on to the team

Making the Transition

Handing off clients to the team

Once the deal is signed, the client may work with LC team members located all around the world!

After a client signs a contract, they are assigned a project manager. At this crucial junction, the relationship between individuals is converted into a relationship between organizations. Make it smooth, and the partnership will be long and healthy.

Congrats!

You've just covered all the fundamentals of sales. There's a lot more to learn, but you're off to a great start to a successful and rewarding career.

Contact list

San Diego

Michael Cardenas

Gabriela Villegas

President mcardenas@localconcept.com

US Operations, DTP QA Specialist gvillegas@localconcept.com

Beatriz Ferguson

Bryce Bussert

Accounting Manager bferguson@localconcept.com

Localization Solutions Specialist bbussert@localconcept.com

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