Selling Ice to Eskimos - Get HOT! - Janie Wiltshire, Due West


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After a very cold winter, how do you get fired up to sell your attraction or area? Are you outside call reluctant or just in a slump? Do you dread the thought of making those sales calls and facing the potential rejection? Perhaps a dose of “fired- up Janie Wiltshire” will provide the prescription you need to poke you into some HOT SALES! Learn from Janie what you should be doing to get off the hamster wheel and get running! This workshop will help you jumpstart your sales and marketing efforts NOW. Discover the 5 sales activities you should be doing! Don’t let your numbers melt this year because you didn’t attend this seminar!

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Selling Ice to Eskimos - Get HOT! - Janie Wiltshire, Due West

  1. 1. Selling Ice to the Eskimos Get Hot! Presented by:HOOSIER HOSPITALITY Janie Wiltshire Due West Company (843) 869-5252 March 16, 2011
  2. 2. If You Sell Ice to Eskimos, Selling Ice To Eskimos You Have a Strategy! What is Strategic Selling? Why is it necessary today? Who is really doing it? Strat•e•gy [strat-i-jee]:“What do you want to achieve or avoid? The answers to this question are Presented by: Janie Wiltshire objectives. How will you go about achieving your desire results? Due West Company The answer to this you can call ‘strategy’.” ~ William E. Rothschild 2
  3. 3. Taking a Closer Look Selling Ice To EskimosSkillful: ________________________________Planning: ________________________________Managing: ________________________________Activity: ________________________________ Are You Strategic Selling? Am I working _________ the business? Am I working _________ the business? Presented by: “Strategy without tactics is the slowest route to victory. Janie Wiltshire Due West Company Tactics without strategy is the noise before defeat.” ~ Sun Tzu 3
  4. 4. Skillful Selling Ice To Eskimos What are your selling skills today? Are they well-honed? Sales Call Facts TOday1. A Sales Call is a _____________.2. _____________ is critical to the success of a sales call.3. Pre-Call Planning: √ Plan your ______________________________. √ Set a call ______________________________. √ Organize your __________________________. √ Have a _____________________________ and a back-up _________________ for every call. √ Review Pre-Call Plan probes. Presented by: Janie Wiltshire “To improve is to change; to succeed is to change often.” Due West Company ~ Winston Churchill 4
  5. 5. Close the Sale Selling Ice To Eskimos Never end a sales call without a __________ for you and the customer. What attitude should you have in closing __________ and __________?Closing is a __________ __________ __________. Why do Salespeople fail to close?______________________________________________________________________________________ What can prevent it?______________________________________________________________________________________ Presented by: “Failure is not fatal, but failure to change might be.” Janie Wiltshire Due West Company ~ John Wooden 5
  6. 6. Planning Selling Ice To EskimosIt’s all about the __________ and the __________.How are you using your days?Do you have goals?6 Reasons for a Goal: 1. _______________________________________ 2. _______________________________________ 3. _______________________________________ 4. _______________________________________ 5. _______________________________________ 6. _______________________________________ Presented by: Janie Wiltshire “Success is rooted in vision. Always affirm that you will succeed.” Due West Company 6
  7. 7. The Story of Charles Schwab and Ivy Lee Selling Ice To Eskimos We all know that there are many valuable lessons from history. The story of Charles Schwab, the president of Bethlehem Steel, is certainly one for us today. It was the early 1900’s and Charles Schwab was the first American to make one million dollars in asingle year. Schwab wanted to be even more successful, so he consulted with a man named Ivy Lee - the leading management guru of his day. After observing Schwab’s work habits for five days, Lee advised him to take three steps to make himself more productive. Ivy Lee told Charles Schwab: 1.) Make a “to do” list. 2.) Set priorities. 3.) Do it every day.Schwab didn’t know what he should pay Lee for this simple three-step advice. Lee told him to work the plan for a while and then pay what he thought it was worth. Five weeks later, Lee received a check for $25,000 from Schwab (remember this was almost 100 years ago!). Later in his career,Charles Schwab claimed that Ivy Lee’s advice was the best he’d been given in his business career,and it helped him build Bethlehem Steel into the second largest steel producer in the United States. My lessons from this story: _____________________________________________ _____________________________________________ _____________________________________________ _____________________________________________ _____________________________________________ “Profound and powerful forces are shaking and remaking our world...The urgent question Presented by: Janie Wiltshire of our time is whether we can make change our friend and not our enemy.” Due West Company ~ U.S. Presidential Inaugural Address 7
  8. 8. Managing Selling Ice To Eskimos Managing any sales process takes _______________. Daily Questions? Who did you go see today?? What were the results?? What’s your next step with these customers? Weekly Questions? Are you getting a copy of weekly reports? Have you looked deeper to determine if they have a good mix of calls (appointments, prospecting, site visits), and that the content is complete and doesn’t consist only of “left a message”? Is booked business a result of sales calls or solely from inquiry business?? Are you having a regular sales meeting weekly with a fixed agenda?? Do your salespeople have goals outlined for them? Are they hitting their goals?? Do they have appointments set up for next week?? Are we making outside calls?? If the call volume isn’t where it should be, am I making sure we are using prime time selling by SELLING? Personal calls, rooming lists, letters…none of it should be done during prime time selling hours. Monthly Questions? Did we achieve booking goals?? Do we have a plan for next month?? Are we reaching out to Top and Target Accounts?? What are we doing to make next month’s results better? “I never could have done what I have done without the habits of punctuality, order, Presented by: Janie Wiltshire and diligence, without the determination to concentrate myself on one subject at a time.” Due West Company ~ Charles Dickens 8
  9. 9. Activity Selling Ice To Eskimos What are your actions regarding  Top Accounts  Target Accounts  Potential Leads Top Account Activity  $ Personal Calls $ Emails $ Entertainment $ Phone Calls $ Marketing Pieces $ Ad Specialty Items $ Holiday Promotions Do you have a maintenance “STRAT” Plan to keep the big accounts? Presented by: “Success is not measured by the position one has reached in life, Janie Wiltshire Due West Company rather by the obstacles overcome while trying to succeed.” ~ Booker T. Washington 9
  10. 10. Top Account STRAT PlanAccount: ______________________________________ Year: ________________ MONTH COMMUNICATION METHOD OBJECTIVE
  11. 11. Top Account STRAT PlanAccount: JDI Travel Year: 2011 MONTH COMMUNICATION METHOD OBJECTIVEJanuary Lunch Review last year’s production/trips Discuss anticipated performance for this yearFebruary Deliver Valentine’s Candy Develop new contacts Meet more bookers Thank for businessMarch Sales Call 1s t Quarter review nd 2 Quarter focus Update all the file informationApril Eas ter Bunny photo op with Team Promote new programs Email blast Follow-up with a frame photo Promote Summer scheduleMay Sales Call Secure property tour for nex t month Plan luncheon for k ey peopleJune Tour and Booker luncheon Review Regular Travelers Lis t and their preferences Show recent Trip Advisor Feedback online Point out new eventsJuly Sales Call Mid-year Review: Discuss group situation and internal changes from their recent meetingAugust Summer Fun Pack delivery Deliver Summer Fun Pack Thank for their business through first 7 months of the year Discuss balance-of-year ex pectationsSeptember Sales Call Secure Fall schedules Discuss 2012 plansOctober Halloween “No Tricks , Just Treats” Call Deliver candy in costumes Update all data for accountNovember Email blast to company employees with Drive Weekend/Holiday times special Sales Calls Express appreciation by delivering a personal giftDecember Mail Holiday Cards Invite all bookers and key contacts to Wine and Cheese Event Host Wine And Cheese Event Send New Year’s Eve Package email blast
  12. 12. Where Do We Go From Here? Selling Ice To Eskimos Strategic Selling for tomorrow requires _______.Why? _________________________________________ _________________________________________ _________________________________________ Specific ways to be a futuristic strategic seller     ________________________________________________   ________________________________________________   ________________________________________________ ________________________________________________   ________________________________________________ Presented by: Janie Wiltshire “Once you have decided what is important to you, Due West Company keep that clear and honorable objective in mind and begin to move toward it.” 12
  13. 13. Getting Started Now Selling Ice To Eskimos Skillful: ________________________________ ________________________________ Planning: ________________________________ ________________________________ Managing: ________________________________ ________________________________ Activity: ________________________________ ________________________________ “People are always blaming their circumstances for what they are. I don’t believe Presented by:in circumstance. The people who get on in this world are the people who get up and Janie Wiltshire Due West Company look for the circumstances they want, and, if they can’t find them, make them.” ~ George Bernard Shaw 13
  14. 14. PROGRAM EVALUATION Hoosier Hospitality 3-16-11 Selling Ice to the Eskimos Consistent with the idea that you don’t have to be bad to get better, please take a few moments to complete this evaluation form and return it to us before you leave. Thank you. Janie 1. How did this program meet your expectations?  More than I expected.  About what I expected.  Less than I expected. Comments:_____________________________________________________________________ ______________________________________________________________________________ 2. How would you rate the content and material presented?  Informative and useful  Informative, but not very useful for my job  Not very informative or useful Comments:_____________________________________________________________________ ______________________________________________________________________________ 3. How would you rate the speaker?  Interesting and knowledgeable  Interesting, but could be more educational  Knowledgeable, but could be more interesting  Not very interesting or knowledgeable Comments:_____________________________________________________________________ ______________________________________________________________________________ 4. What did you like best about this program? ______________________________________________________________________________ ______________________________________________________________________________ 5. What do you think would make the program better? ______________________________________________________________________________ ______________________________________________________________________________ Comments: ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ Presented by:Name __________________________________ Property ______________________________ Janie Wiltshire Due West CompanyAddress _________________________________________________________________________ 313 Jungle Road, Edisto Beach, SC 29438City ____________________________________________ State _______ Zip ________________ (843) 869-5252 •