HHC 2014: The 10 Commandments of $ales

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  • 1. THE TEN COMMANDMENTS OF SALES Presented by: Janie Wiltshire Due West Company 313 Jungle Road, Edisto Beach, SC 29438 (843) 869-5252 www.janiewiltshire.com janiewiltshire@aol.com Hoosier Hospitality March 11, 2014
  • 2. SHALT I. THOU SHALT MAKE MANY OUTSIDE SALES CALLS EVERY WEEK EVERY Outside Sales Calls ________________________. Why? _________________________________________ _________________________________________ _________________________________________ “THERE IS A DIRECT CORRELATION BETWEEN OUTSIDE SALES CALLS AND PROPERTY SUCCESS.” SHALT YOUR II. THOU SHALT DOCUMENT YOUR ACTIVITIES DAILY, WEEKLY AND MONTHLY DAIL WEEKLY AILY MONTHLY 3 Reasons Why Documentation Is Important 1. ________________________________________ 2. ________________________________________ 3. ________________________________________ “KNOW THE TRUE VALUE OF TIME. SNATCH, SEIZE AND ENJOY EVERY MINUTE OF IT.” - LORD CHESTERFIELD Janie Wiltshire • Due West Company • (843) 869-5252 • www.janiewiltshire.com • janiewiltshire@aol.com 2
  • 3. SHALT YOUR III. THOU SHALT REVIEW YOUR ARRIV ALS EVERY DA ARRIVALS LIST EVERY DAY When should I check them? __________________________________________ “LEARN THE FUNDAMENTALS OF THE GAME AND STICK TO THEM. BAND-AID REMEDIES NEVER LAST.” - JACK NICKLAUS IV. SHALT CONTINUOUSLY IV. THOU SHALT LEARN CONTINUOUSLY TO IMPRO YOUR KNOWLEDGE IMPROVE YOUR KNOWLEDGE AND SKILLS The dynamics of your market is constantly __________. Are you changing your skills and knowledge at the same pace? “IT’S WHAT YOU LEARN AFTER YOU KNOW IT ALL THAT COUNTS.” - JOHN WOODEN Janie Wiltshire • Due West Company • (843) 869-5252 • www.janiewiltshire.com • janiewiltshire@aol.com 3
  • 4. YOUR ACCOUNTS HAVE V. HONOR YOUR TOP ACCOUNTS AND HA VE STRONG RELATIONSHIP A STRONG RELATIONSHIP WITH THEM The 80/20 Rule is alive and well! ______ of your business comes from _______ % of your customers. Are you tracking them and ________________ them? “IF YOU DON’T TAKE CARE OF YOUR CUSTOMERS, SOMEONE ELSE WILL.” YOUR VI. REMEMBER YOUR COMPETITION AND SHOP THEM OFTEN Your competition ______________________________. Do you want _________________________ business? Do you have a _______________ _______________? It takes a ____________ ______________ to succeed! “MY SUCCESS EVOLVED FROM WORKING HARD AT THE BUSINESS AT HAND EVERY DAY.” - JOHNNY CARSON Janie Wiltshire • Due West Company • (843) 869-5252 • www.janiewiltshire.com • janiewiltshire@aol.com 4
  • 5. SHALT YOUR VII. THOU SHALT STEAL YOUR NEIGHBOR’S AILY PROSPECTING DAIL BUSINESS BY PROSPECTING DAILY Do you have an action plan to _______________________________? It takes _________ touches, as a minimum, to steal! “YOU MAY HAVE TO FIGHT A BATTLE MORE THAN ONCE TO WIN IT.” - MARGARET THATCHER SHALT FORGET VIII. THOU SHALT NEVER FORGET TO CLOSE A SALE OR PROCEED TO A NEXT STEP PROCEED The “C” in CLOSE stands for _____________________, otherwise, you only have _________. “WHEN THE CAUTION FLAG GOES OUT, I FLOOR IT!” - STIRLING MOSS Janie Wiltshire • Due West Company • (843) 869-5252 • www.janiewiltshire.com • janiewiltshire@aol.com 5
  • 6. SHALT IX. THOU SHALT LEARN TO LISTEN TO AND PROBE YOUR PROSPECTS PROBE YOUR PROSPECTS AND CLIENTS The best salespeople learn to _________________. W _____ A _____ I _____ T _____? Do I prepare____________________________ before every client interaction? “THE THE WHEN DEEPEST NEED FOR THE BODY IS AIR. DEEPEST NEED FOR THE HEART IS TO BE UNDERSTOOD. YOU LISTEN TO ANOTHER PERSON, IT IS THE EQUIVALENT OF GIVING THE SOUL AIR.” - STEPHEN COVEY SHALT ATTITUDE, X. THOU SHALT KEEP A POSITIVE ATTITUDE, EVEN WHEN IT IS NOT EASY Why is this so difficult? ____________________________________________ ____________________________________________ ____________________________________________ How do I get positive and stay positive? ________ ________ ________ ________ ________ Staying positive is a ____________ ____________. “THERE IS NOTHING EITHER GOOD OR BAD, BUT THINKING MAKES IT SO.” - SHAKESPEARE Janie Wiltshire • Due West Company • (843) 869-5252 • www.janiewiltshire.com • janiewiltshire@aol.com 6
  • 7. THE TEN COMMANDMENTS OF SALES I. SHALT THOU SHALT MAKE MANY OUTSIDE SALES EVERY CALLS EVERY WEEK II. SHALT YOUR ACTIVITIES THOU SHALT DOCUMENT YOUR ACTIVITIES AILY WEEKLY MONTHLY DAILY, WEEKLY AND MONTHLY III. YOUR ARRIVALS SHALT THOU SHALT REVIEW YOUR ARRIVALS LIST EVERY DA EVERY DAY IV. IV. SHALT CONTINUOUSLY THOU SHALT LEARN CONTINUOUSLY TO YOUR KNOWLEDGE IMPRO IMPROVE YOUR KNOWLEDGE AND SKILLS V. HAVE YOUR ACCOUNTS HONOR YOUR TOP ACCOUNTS AND HAVE A STRONG RELATIONSHIP STRONG RELATIONSHIP WITH THEM VI. YOUR REMEMBER YOUR COMPETITION AND SHOP THEM OFTEN VII. SHALT YOUR THOU SHALT STEAL YOUR NEIGHBOR’S PROSPECTING DAIL AILY BUSINESS BY PROSPECTING DAILY SHALT FORGET VIII. THOU SHALT NEVER FORGET TO CLOSE A SALE OR PROCEED TO A NEXT STEP PROCEED IX. SHALT THOU SHALT LEARN TO LISTEN TO AND PROBE YOUR PROSPECTS PROBE YOUR PROSPECTS AND CLIENTS X. SHALT ATTITUDE, THOU SHALT KEEP A POSITIVE ATTITUDE, EVEN WHEN IT IS NOT EASY Janie Wiltshire • Due West Company • (843) 869-5252 • www.janiewiltshire.com • janiewiltshire@aol.com 7
  • 8. PROGRAM EVALUATION 10 Commandments - Hoosier 3-11-14 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: ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ Name ______________________________ Title ___________________ Property ________________________ City/St _________________________ Presented by: Janie Wiltshire Due West Company (843) 869-5252 www.janiewiltshire.com janiewiltshire@aol.com