Teleconference #2: Getting Down to Business - Selling and Daily Activity 0715

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Presentation from American Family's Business Accelerator Teleconference #2

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  • We need to expand this and relate it to the previous section
  • We need to expand this and relate it to the previous section
  • Teleconference #2: Getting Down to Business - Selling and Daily Activity 0715

    1. 1. Teleconference #2: Getting Down to Business: Selling & Essential Daily Activity © Wright Business Institute, Inc. E-mail questions to [email_address]
    2. 2. A Review of the Symposium Assignment E-mail questions to [email_address]
    3. 3. <ul><ul><ul><li>A Review of the Symposium assignment </li></ul></ul></ul><ul><ul><ul><li>The evolution of business through sales practices </li></ul></ul></ul><ul><ul><ul><li>Building Your Daily Routines </li></ul></ul></ul><ul><ul><ul><li>Overcoming Your Resistance and Time Wasters </li></ul></ul></ul><ul><ul><ul><li>Overcoming Their Resistance </li></ul></ul></ul><ul><ul><ul><li>Negotiating a Close </li></ul></ul></ul><ul><ul><ul><li>Intentional Networking </li></ul></ul></ul>In Today’s Teleconference We will Cover …
    4. 4. Sales Professionals <ul><li>In the Symposium we asked you, “ How many of you are sales professionals?” and most of you failed to raise your hands. We discovered you were in denial. </li></ul>
    5. 5. We reminded you that … <ul><ul><ul><li>Always selling – customer, staff, financial backers </li></ul></ul></ul><ul><ul><ul><li>Easy to take eye off the ball </li></ul></ul></ul><ul><ul><ul><li>Excuses – unconscious fear </li></ul></ul></ul><ul><ul><ul><li>Work will expand to fill time </li></ul></ul></ul><ul><ul><ul><li>No magic solution </li></ul></ul></ul><ul><ul><ul><li>Sales and delivery together </li></ul></ul></ul>
    6. 6. We covered: Setting Sales Activity Floors and Goals <ul><li>Set floors and goals – no ceilings! </li></ul>To your potential – and beyond! Sales Activity Floor Goals
    7. 7. We Discussed Sales Cycles and Ratios Dials Conversations Meetings Proposals Closes 1:2 to 1:75 1:2 to 1:10 1:2 to 1:5 1:2 to 1:5 1:2 to 1:10 Ratios
    8. 8. We Reviewed a Sales Activity Tick List Dials (floor___, goal ___) Conversations Meetings Proposals Closes 7-8 √ 8-9 9-10 √ √ √ √ √ √ √ 10-11 √ √ √ √ √ √ √ √ √ 11-12 √ √ √ 12-1 √ √ √ √ √ √ √ 1-2 √ 2-3 √ √ √ √ √ √ √ 3-4 4-5 5-6 6-7 7-8 8-9 Total 28 5 2 0 0
    9. 9. We Presented the Key Sales Metrics and Sales Activity Assignment for Everyone <ul><li>At the end of the seminar, we all agreed our floors and goals would be… </li></ul><ul><ul><ul><ul><li>Dials: </li></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Goal: 20/week, 4 per day </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Floor: 1 per day </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><li>Conversations: </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Meetings </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Proposals </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Closes </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Send e-mail to [email_address] . </li></ul></ul></ul></ul>
    10. 10. The Evolution of Business through Sales Practices E-mail questions to [email_address]
    11. 11. <ul><li>Today we will review the evolution of sales as businesses develop. Watch for your position and plan your evolution. </li></ul>Businesses Go Through Sales Development Phases
    12. 12. The Map - Getting To Know Where You Are Initiating Establishing Emerging Differentiating Generating Self-Developing Level 1 Level 2 Level 3 Level 4 Level 5 Level 6
    13. 13. Selling at the Initiating Phase <ul><li>Starting out </li></ul><ul><li>Building capacity </li></ul><ul><li>You have no one to report to </li></ul><ul><li>Developing discipline </li></ul><ul><li>Feeling your way into ways of being </li></ul><ul><li>Unsure of what you are saying and doing </li></ul><ul><li>Developing informal systems to keep track of sales activity and sales </li></ul>Level 1 Initiating Level 2 Establishing Level 3 Emerging Level 4 Differentiating Level 5 Generating Level 6 Self-Developing
    14. 14. Selling at the Establishing Phase <ul><li>Getting the hang of your business </li></ul><ul><li>Figuring out how to sell and deliver as promised </li></ul><ul><li>Continuing to develop informal systems </li></ul><ul><li>Revenues: $100-$200k/year* </li></ul><ul><li>Solo – or 1-2 employees </li></ul><ul><li>Key challenges: low accountability, keeping up with new business, cash flow, maintaining relationships with multiple clients and staff, managing sales/famine cycle </li></ul>Level 1 Initiating Level 2 Establishing Level 3 Emerging Level 4 Differentiating Level 5 Generating Level 6 Self-Developing
    15. 15. Selling at the Emerging Phase <ul><li>You may have another sales person other than you </li></ul><ul><li>You are feeling the need for sales tracking systems </li></ul><ul><li>Your methodology is still dependent on you in most cases </li></ul><ul><li>Gaining traction </li></ul><ul><li>Beginning to feel a sense of mastery and gain confidence </li></ul><ul><li>Beginning to establish more formal systems and routines </li></ul><ul><li>Revenues: $500k to over $2M/year* </li></ul><ul><li>Solo – or team of 3-10 employees and/or contractors </li></ul><ul><li>Key challenges: establishing systems; hiring, training, and managing staff; billing and collecting; contractor relationships </li></ul>Level 1 Initiating Level 2 Establishing Level 3 Emerging Level 4 Differentiating Level 5 Generating Level 6 Self-Developing
    16. 16. Selling at the Differentiating Phase <ul><li>You generally have several sales staff but you are still the key in most cases-congratulations if you are not </li></ul><ul><li>You are developing or have developed strong sales tracking systems and methodologies </li></ul><ul><li>Your methodology is spreading beyond you </li></ul>Level 1 Initiating Level 2 Establishing Level 3 Emerging Level 4 Differentiating Level 5 Generating Level 6 Self-Developing
    17. 17. Selling at the Generating Phase This <ul><li>You are still necessary on certain key accounts </li></ul><ul><li>You help sell to accounts </li></ul><ul><li>You sell to owners, partners, the board, and, in some cases, Wall Street </li></ul><ul><li>You sometimes drop your discipline a bit at this level only to realize you are still selling only it is changing in nature. </li></ul><ul><li>Your methodology is now company determined and you likely have a V.P. of sales other than yourself (although you may still dominate that position) </li></ul>Level 1 Initiating Level 2 Establishing Level 3 Emerging Level 4 Differentiating Level 5 Generating Level 6 Self-Developing
    18. 18. Selling at the Self-Developing Phase This <ul><li>You understand the importance of activity and selling. </li></ul><ul><li>You are selling all the time. </li></ul><ul><li>You sell to larger customer base </li></ul><ul><li>You sell to employees </li></ul><ul><li>You sell to a board, owners, Wall Street </li></ul><ul><li>You sell to investors </li></ul><ul><li>You support staff as needed on sales calls </li></ul><ul><li>You maintain key customer relations in your relationships with their CEOs, etc. </li></ul>Level 1 Initiating Level 2 Establishing Level 3 Emerging Level 4 Differentiating Level 5 Generating Level 6 Self-Developing
    19. 19. Building Your Daily Routines E-mail questions to [email_address]
    20. 20. <ul><ul><ul><li>Start at low levels—consistency is the win </li></ul></ul></ul><ul><ul><ul><li>Build Gradually </li></ul></ul></ul><ul><ul><ul><li>Develop Systems </li></ul></ul></ul>Building Winning Habits
    21. 21. We Presented the Key Sales Metrics and Sales Activity Assignment for Everyone <ul><ul><ul><li>At the end of the seminar, we all agreed our floors and goals would be… </li></ul></ul></ul><ul><ul><ul><ul><li>Dials: </li></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Goal: 20/week, 4 per day </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Floor: 1 per day </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><li>Conversations: </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Meetings </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Proposals </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Closes </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Send e-mail to [email_address] . </li></ul></ul></ul></ul>
    22. 22. <ul><ul><ul><li>Front load the week </li></ul></ul></ul><ul><ul><ul><li>Pick Zones of Activity </li></ul></ul></ul><ul><ul><ul><li>Front Load the Day </li></ul></ul></ul><ul><ul><ul><li>Keep an overall work log </li></ul></ul></ul><ul><ul><ul><li>Have your calls planned </li></ul></ul></ul>Tricks and Systems to Build Your Sales Muscle
    23. 23. We Reviewed a Sales Activity Tick List Dials (floor___, goal ___) Conversations Meetings Proposals Closes 7-8 √ 8-9 9-10 √ √ √ √ √ √ √ 10-11 √ √ √ √ √ √ √ √ √ 11-12 √ √ √ 12-1 √ √ √ √ √ √ √ 1-2 √ 2-3 √ √ √ √ √ √ √ 3-4 4-5 5-6 6-7 7-8 8-9 Total 28 5 2 0 0
    24. 24. Advanced Sales Activity Assignment
    25. 25. Dials
    26. 26. Conversations
    27. 27. Meetings
    28. 28. We Discussed the Key Skill: Thin-Slicing Time
    29. 29. Expanding Further on Thin-Slicing Time <ul><li>Why is it important? </li></ul><ul><ul><ul><li>Maximizes your productivity </li></ul></ul></ul><ul><ul><ul><li>Teaches you to juggle more things </li></ul></ul></ul><ul><li>How to do it? </li></ul><ul><ul><ul><li>Set sales activity goals and floors </li></ul></ul></ul><ul><ul><ul><li>Plan ahead for calls for the next day </li></ul></ul></ul><ul><ul><ul><li>Carry call list and phone with you everywhere </li></ul></ul></ul><ul><ul><ul><li>Drive as many as you can </li></ul></ul></ul><ul><ul><ul><li>Use the “million dollar reward” strategy </li></ul></ul></ul>
    30. 30. Determining Floors and Goals for Other Sales Activity <ul><li>Between the Symposium and the first teleconference, your floors and goals were . . .? </li></ul><ul><ul><ul><ul><li>Dials: </li></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Goal: 20/week, 4 per day </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Floor: 1 per day </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><li>Conversations: </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Meetings </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Proposals </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Closes </li></ul></ul></ul></ul><ul><ul><ul><ul><li>You did not agree to other goals and floors </li></ul></ul></ul></ul>
    31. 31. Resistance <ul><ul><ul><li>What is resistance? </li></ul></ul></ul>
    32. 32. Resistance <ul><ul><ul><li>What is resistance? </li></ul></ul></ul><ul><ul><ul><li>OED: The act, on the part of persons, of resisting, opposing, or withstanding. </li></ul></ul></ul>
    33. 33. Resistance <ul><ul><ul><li>What is resistance? </li></ul></ul></ul><ul><ul><ul><li>OED: The act, on the part of persons, of resisting, opposing, or withstanding. </li></ul></ul></ul><ul><ul><ul><li>For our purposes: </li></ul></ul></ul><ul><ul><ul><li>Resistance is anything that shuts us down </li></ul></ul></ul>
    34. 34. Resistance <ul><ul><ul><li>What is resistance? </li></ul></ul></ul><ul><ul><ul><li>OED: The act, on the part of persons, of resisting, opposing, or withstanding. </li></ul></ul></ul><ul><ul><ul><li>For our purposes: </li></ul></ul></ul><ul><ul><ul><li>Resistance is anything that shuts us down </li></ul></ul></ul><ul><ul><ul><li>Two primary sources of resistance: </li></ul></ul></ul><ul><ul><ul><ul><li>customer resistance </li></ul></ul></ul></ul><ul><ul><ul><ul><li>sales person resistance </li></ul></ul></ul></ul>
    35. 35. Overcoming Resistance—Yours <ul><ul><ul><li>Easy to take eye off the ball </li></ul></ul></ul><ul><ul><ul><li>Excuses – unconscious fear </li></ul></ul></ul><ul><ul><ul><li>Time Wasters </li></ul></ul></ul><ul><ul><ul><li>Work will expand to fill time </li></ul></ul></ul><ul><ul><ul><li>Denial </li></ul></ul></ul>
    36. 36. Dealing with your own Resistance <ul><ul><ul><li>We all have resistance </li></ul></ul></ul><ul><ul><ul><li>Resistance has a natural function </li></ul></ul></ul>
    37. 37. Dealing with your own Resistance <ul><ul><li>Reasons are excuses </li></ul></ul><ul><ul><li>Excuses are excuses </li></ul></ul><ul><ul><li>Intention must be to make your numbers </li></ul></ul>
    38. 38. Overcoming Resistance: Theirs E-mail questions to [email_address]
    39. 39. Dealing with Customer Resistance <ul><ul><ul><li>The First Rule is the last rule </li></ul></ul></ul>
    40. 40. Dealing with Customer Resistance <ul><ul><ul><li>The First Rule is the last rule </li></ul></ul></ul><ul><ul><ul><ul><li>All Resistance is information </li></ul></ul></ul></ul>
    41. 41. Dealing with Customer Resistance <ul><ul><ul><li>The First Rule is the last rule </li></ul></ul></ul><ul><ul><ul><ul><li>All Resistance is information </li></ul></ul></ul></ul><ul><ul><ul><li>Its implication is simple </li></ul></ul></ul>
    42. 42. Dealing with Customer Resistance <ul><ul><ul><li>The First Rule is the last rule </li></ul></ul></ul><ul><ul><ul><li>All Resistance is information </li></ul></ul></ul><ul><ul><ul><li>Its implication is simple </li></ul></ul></ul><ul><ul><ul><li>No is maybe </li></ul></ul></ul>
    43. 43. Dealing with Customer Resistance <ul><ul><ul><li>The First Rule is the last rule </li></ul></ul></ul><ul><ul><ul><li>All Resistance is information </li></ul></ul></ul><ul><ul><ul><li>Its implication is simple </li></ul></ul></ul><ul><ul><ul><li>No is maybe </li></ul></ul></ul><ul><ul><ul><li>Maybe is yes </li></ul></ul></ul>
    44. 44. Dealing with Customer Resistance <ul><ul><ul><li>The First Rule is the last rule </li></ul></ul></ul><ul><ul><ul><li>All Resistance is information </li></ul></ul></ul><ul><ul><ul><li>Its implication is simple </li></ul></ul></ul><ul><ul><ul><li>No is maybe </li></ul></ul></ul><ul><ul><ul><li>Maybe is yes </li></ul></ul></ul><ul><ul><ul><li>Yes is yes </li></ul></ul></ul>
    45. 45. Overcoming the Types of Resistance <ul><ul><ul><li>Resistance to meet with you </li></ul></ul></ul><ul><ul><ul><li>Resistance to consider your product or service </li></ul></ul></ul><ul><ul><ul><ul><li>I already have it/one/etc. </li></ul></ul></ul></ul><ul><ul><ul><ul><li>I don’t need it </li></ul></ul></ul></ul><ul><ul><ul><li>Cost Resistance </li></ul></ul></ul><ul><ul><ul><ul><li>Excuses – unconscious fear </li></ul></ul></ul></ul><ul><ul><ul><li>Creating a need </li></ul></ul></ul>
    46. 46. Negotiating A Close E-mail questions to [email_address]
    47. 47. Closing <ul><ul><ul><li>Do a test close </li></ul></ul></ul><ul><ul><ul><li>Ask what it will take </li></ul></ul></ul><ul><ul><ul><li>Follow The First Rule of Closing: Ask for the businessnce </li></ul></ul></ul><ul><ul><ul><li>Remember Resistance—everything is information helping you to the close </li></ul></ul></ul>
    48. 48. Closes <ul><ul><ul><li>What will it take to do this? </li></ul></ul></ul><ul><ul><ul><li>Take them by the arm </li></ul></ul></ul><ul><ul><ul><li>The guarantee </li></ul></ul></ul><ul><ul><ul><li>Follow-up to avoid buyers remorse </li></ul></ul></ul>
    49. 49. Intentional Networking E-mail questions to [email_address]
    50. 50. Network Dynamics <ul><ul><ul><li>The quality of your life is proportional to your network </li></ul></ul></ul><ul><ul><ul><li>Network meetings are just one way </li></ul></ul></ul><ul><ul><ul><li>The networking rule-breaking sales manager </li></ul></ul></ul>
    51. 51. Network Science <ul><ul><ul><li>The elements of a network </li></ul></ul></ul><ul><ul><ul><li>The power of hubs </li></ul></ul></ul><ul><ul><ul><li>The laws of network science </li></ul></ul></ul><ul><ul><ul><li>Reach the Weak Links </li></ul></ul></ul><ul><ul><ul><li>Give to Get </li></ul></ul></ul>
    52. 52. Network Science Skills <ul><ul><ul><li>Your greatest untapped power </li></ul></ul></ul><ul><ul><ul><ul><li>The power of your address book </li></ul></ul></ul></ul><ul><ul><ul><li>Mapping your network </li></ul></ul></ul><ul><ul><ul><li>Strategizing into your network </li></ul></ul></ul>
    53. 53. American Family Business Accelerator Program Upcoming Teleconferences and Success Activities
    54. 54. Looking Forward <ul><li>What’s Next? </li></ul><ul><li>Knowing Where You Stand: Defining the Game </li></ul><ul><li>Establishing vital systems and monitors to understand the state of your business </li></ul><ul><li>  </li></ul><ul><li>Getting Down to Business: Selling & Essential Daily Activity </li></ul><ul><li>Setting up effective disciplines, intentional networking, and negotiating deals </li></ul><ul><li>  </li></ul><ul><li>Building Relationships </li></ul><ul><li>Creating your vision, developing and leveraging your network </li></ul><ul><li>Marketing Tools </li></ul><ul><li>Developing your brand and mastering marketing tools </li></ul><ul><li>  </li></ul><ul><li>Systemizing Your Activity for Growth </li></ul><ul><li>Anticipating and getting around roadblocks; understanding your business and its sales cycles </li></ul><ul><li>  </li></ul><ul><li>Leading Your Business, Leading Your World </li></ul><ul><li>Building a culture, getting work done through others, and getting the most from what you have </li></ul>
    55. 55. Teleconference #3-4: Building Relationships and Marketing <ul><ul><ul><li>Introducing Yourself to Sell </li></ul></ul></ul><ul><ul><ul><li>Purpose, mission, vision and branding yourself </li></ul></ul></ul><ul><ul><ul><li>Elevator speeches and slogans </li></ul></ul></ul><ul><ul><ul><li>Mastering marketing tools </li></ul></ul></ul><ul><ul><ul><li>Building strong rapport </li></ul></ul></ul>
    56. 56. Ongoing Support and Involvement <ul><li>Monthly Teleconferences </li></ul><ul><li>Weekly E-Tips </li></ul><ul><li>Assignments </li></ul><ul><li>Contests </li></ul><ul><li>Break Room </li></ul><ul><ul><ul><li>Panel of Experts </li></ul></ul></ul><ul><ul><ul><li>Growth Coach Forum </li></ul></ul></ul><ul><li>Special Offerings </li></ul>

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