<ul><li>You </li></ul><ul><li>Your Career </li></ul><ul><li>Your Success </li></ul>
It’s About The Relationship Stupid!
“” Relationship selling is more important with older buyers than with younger buyers
“” &quot;…the emotional quality of a prospective relationship is more significant than the product’s features and benefits...
 
 
 
 
 
39%
 
How Soon Adults Forget <ul><li>1 hour:  55% loss </li></ul><ul><li>9 hours:   62% loss </li></ul><ul><li>31 days:  80%  lo...
We tend to remember… 20%  of what we hear 30%  of what we see in pictures 50%  of what we  both  hear & see  70%  of what ...
 
 
 
 
 
 
 
<ul><li>These New “Sales” CEOs Have Delivered Great Returns !   </li></ul>
1. Sales and Marketing
Sales Cures All   !     Mark Cuban, Owner, Dallas Mavericks NBA Team
… .
 
Your career will take off the millisecond you establish the reputation of always  exceeding  on your annual sales targets
75% 49%   or less
$ 20,000.00 $ 8,000.00
People Pay for Performance
 
 
<ul><li>Sales is… </li></ul><ul><li>Too   </li></ul><ul><li>Time Consuming </li></ul><ul><li>Too  </li></ul><ul><li>Demand...
A Brilliant Move
80 - 20
4%
<ul><li>Works 50 hours a week </li></ul><ul><li>48 weeks a year </li></ul><ul><li>Sells one car every 40 to 50 hours  </li...
<ul><li>50 hours per week  </li></ul><ul><li>Worked 48 weeks per year </li></ul><ul><li>Sold 1 car every 2.8 hours.   </li...
<ul><li>Sold an average of 867 cars per year vs. 48-60 </li></ul><ul><li>He holds the World Record for the most cars sold ...
 
 
 
“ The rest of us seem pretty darn sure why the best of us are so productive”
 
 
College Drop Outs
 
 
Experience  Or Years Of Service
 
 
 
 
This is Just Too Simple!
96%
Attitude
“ Attitude is not a feeling, it is a self induced state of mind! In fact, it is one of the few self imposed blessings”
&quot;Our attitude toward life determines life's attitude toward us&quot;
ATTITUDE NOT Aptitude
“ Your attitude right now - is only as positive as  you  decide it will be”
They will know to the last dime what their 2009  sales targets are and they have every intention of not only hitting those...
If they do not find the circumstances easily accessible for success ….they will create their own.  No questions asked!
 
Jason http://www.youtube.com/watch?v=1fw1CcxCUgg
“  80% of Your Success Comes From Attitude And Only 20% From Aptitude”
“  Selling the exact same product at the exact prices in the exact same markets ”
 
The only difference between the two groups was in their   attitudes
People are always blaming their circumstances on their on their  lack of success.  ________________ The people who get on ...
 
Start thinking and acting like the person you want to become.
“ How would the person I’d like to be, do the things I’m about to do?&quot;
“  The number one problem that keeps people from winning in North America is a lack in belief in themselves”…   A.L. Willi...
If you don't program your success, your life will program you.
 
Sometimes you have believe in their vision until your attitude catches up.
 
 
 
 
 
Hire For Attitude First
74%
Infectious attitude
 
$280,350
 
Unwavering Bias For  Action
Ready –  Fire  -  Aim
They have an unrelenting focus on doing things that produce revenue!
&quot;The critical ingredient is getting off your butt and doing something. It's as simple as that.  A lot of people have ...
53  vs  8
Double Your Sales Performance
 
Professional Persistence!
<ul><li>You Have To Touch A New Prospect At Least 8 to 11 Times </li></ul><ul><li>1.8 = Average </li></ul><ul><li>44% Stop...
“  I Miss 100% Of The Shots I Never Make”
 
“  What separates the successes from the failures is the ability to carry on when the clients say no.”
 
 
 
SW-SW-SW-SW
 
65% 74%
Because they did not feel appreciated.
 
 
FUN
70% of corporate buyers would switch vendors  today  if they could find someone more fun to do business with. ☻
 
 
 
 
 
 
Fun =  127%  More Productive
The simple act of incorporating fun  into your sales plus your employees jobs  had just been designated as on of  the  bes...
 
 
 
“  To those of you who are never in a hurry, who say what’s the rush. Who believe that when it comes to taking action that...
You are an idiot. There is no time. There is always a rush. You don’t have all the time in the world  “ HURRY UP!”
 
 
 
The End -Thank You !
 
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Sunriseppt1Sunrise Private Sales Training

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Sunrise Private Sales Training- How to Sell During a Recession.

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Sunriseppt1Sunrise Private Sales Training

  1. 3. <ul><li>You </li></ul><ul><li>Your Career </li></ul><ul><li>Your Success </li></ul>
  2. 4. It’s About The Relationship Stupid!
  3. 5. “” Relationship selling is more important with older buyers than with younger buyers
  4. 6. “” &quot;…the emotional quality of a prospective relationship is more significant than the product’s features and benefits in the early stages of bonding between customer and seller.&quot;
  5. 12. 39%
  6. 14. How Soon Adults Forget <ul><li>1 hour: 55% loss </li></ul><ul><li>9 hours: 62% loss </li></ul><ul><li>31 days: 80% loss </li></ul>
  7. 15. We tend to remember… 20% of what we hear 30% of what we see in pictures 50% of what we both hear & see 70% of what we explain to someone else.
  8. 23. <ul><li>These New “Sales” CEOs Have Delivered Great Returns ! </li></ul>
  9. 24. 1. Sales and Marketing
  10. 25. Sales Cures All ! Mark Cuban, Owner, Dallas Mavericks NBA Team
  11. 26. … .
  12. 28. Your career will take off the millisecond you establish the reputation of always exceeding on your annual sales targets
  13. 29. 75% 49% or less
  14. 30. $ 20,000.00 $ 8,000.00
  15. 31. People Pay for Performance
  16. 34. <ul><li>Sales is… </li></ul><ul><li>Too </li></ul><ul><li>Time Consuming </li></ul><ul><li>Too </li></ul><ul><li>Demanding </li></ul><ul><li>Too </li></ul><ul><li>Stressful </li></ul>
  17. 35. A Brilliant Move
  18. 36. 80 - 20
  19. 37. 4%
  20. 38. <ul><li>Works 50 hours a week </li></ul><ul><li>48 weeks a year </li></ul><ul><li>Sells one car every 40 to 50 hours </li></ul><ul><li>Sells 4 to 5 cars per month </li></ul><ul><li>Sells 48 to 60 cars per year. </li></ul>The Average North American Car Sales Person …
  21. 39. <ul><li>50 hours per week </li></ul><ul><li>Worked 48 weeks per year </li></ul><ul><li>Sold 1 car every 2.8 hours. </li></ul>Joe Girard
  22. 40. <ul><li>Sold an average of 867 cars per year vs. 48-60 </li></ul><ul><li>He holds the World Record for the most cars sold in one month— 174, approximately one car every 1.2 hours </li></ul>Joe Girard sold 13,001 cars during a 15-year career. - one at a time.
  23. 44. “ The rest of us seem pretty darn sure why the best of us are so productive”
  24. 47. College Drop Outs
  25. 50. Experience Or Years Of Service
  26. 55. This is Just Too Simple!
  27. 56. 96%
  28. 57. Attitude
  29. 58. “ Attitude is not a feeling, it is a self induced state of mind! In fact, it is one of the few self imposed blessings”
  30. 59. &quot;Our attitude toward life determines life's attitude toward us&quot;
  31. 60. ATTITUDE NOT Aptitude
  32. 61. “ Your attitude right now - is only as positive as you decide it will be”
  33. 62. They will know to the last dime what their 2009 sales targets are and they have every intention of not only hitting those goals …. but exceeding them !
  34. 63. If they do not find the circumstances easily accessible for success ….they will create their own. No questions asked!
  35. 65. Jason http://www.youtube.com/watch?v=1fw1CcxCUgg
  36. 66. “ 80% of Your Success Comes From Attitude And Only 20% From Aptitude”
  37. 67. “ Selling the exact same product at the exact prices in the exact same markets ”
  38. 69. The only difference between the two groups was in their attitudes
  39. 70. People are always blaming their circumstances on their on their lack of success. ________________ The people who get on in this world are the people who get up …and look for the circumstances they want … And, if they can’t find them, make them. ______________________
  40. 72. Start thinking and acting like the person you want to become.
  41. 73. “ How would the person I’d like to be, do the things I’m about to do?&quot;
  42. 74. “ The number one problem that keeps people from winning in North America is a lack in belief in themselves”… A.L. Williams
  43. 75. If you don't program your success, your life will program you.
  44. 77. Sometimes you have believe in their vision until your attitude catches up.
  45. 83. Hire For Attitude First
  46. 84. 74%
  47. 85. Infectious attitude
  48. 87. $280,350
  49. 89. Unwavering Bias For Action
  50. 90. Ready – Fire - Aim
  51. 91. They have an unrelenting focus on doing things that produce revenue!
  52. 92. &quot;The critical ingredient is getting off your butt and doing something. It's as simple as that. A lot of people have ideas, but there are few who decide to do something about them now. Not tomorrow. Not next week. But today! &quot;
  53. 93. 53 vs 8
  54. 94. Double Your Sales Performance
  55. 96. Professional Persistence!
  56. 97. <ul><li>You Have To Touch A New Prospect At Least 8 to 11 Times </li></ul><ul><li>1.8 = Average </li></ul><ul><li>44% Stop After 1 </li></ul><ul><li>24% Stop After 2 </li></ul><ul><li>14% Stop After 3 </li></ul><ul><li>12% Stop After 4 </li></ul><ul><li>4% Stop After 5 </li></ul>
  57. 98. “ I Miss 100% Of The Shots I Never Make”
  58. 100. “ What separates the successes from the failures is the ability to carry on when the clients say no.”
  59. 104. SW-SW-SW-SW
  60. 106. 65% 74%
  61. 107. Because they did not feel appreciated.
  62. 110. FUN
  63. 111. 70% of corporate buyers would switch vendors today if they could find someone more fun to do business with. ☻
  64. 118. Fun = 127% More Productive
  65. 119. The simple act of incorporating fun into your sales plus your employees jobs had just been designated as on of the best business ideas ever .
  66. 123. “ To those of you who are never in a hurry, who say what’s the rush. Who believe that when it comes to taking action that we have plenty of time. Well, I’ll do my best to be as polite and delicate as possible.”
  67. 124. You are an idiot. There is no time. There is always a rush. You don’t have all the time in the world “ HURRY UP!”
  68. 128. The End -Thank You !
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