0
Sales Growth AssociatesCarlsbad, CA sga.sandler.comWelcome
OverviewSales Growth AssociatesCarlsbad, CA sga.sandler.comA Day in Sales
70,000 PossibleSales Growth AssociatesCarlsbad, CA sga.sandler.comThree Key AreasOut of 70,000Possible
What Happened?Sales Growth AssociatesCarlsbad, CA sga.sandler.comWrong Turn?
What Happened?Sales Growth AssociatesCarlsbad, CA sga.sandler.com70,000 Possible ErrorsThree Key Areas
Sandler Success TriangleSales Growth AssociatesCarlsbad, CA sga.sandler.comBehaviorTechniqueAttitude
What could go wrong?Sales Growth AssociatesCarlsbad, CA sga.sandler.comHopefour letter word
What could go wrong?Sales Growth AssociatesCarlsbad, CA sga.sandler.comPerhaps we had thewrong Hope
ChaseSales Growth AssociatesCarlsbad, CA sga.sandler.comChase
ChaseSales Growth AssociatesCarlsbad, CA sga.sandler.comChase
Death SpiralSales Growth AssociatesCarlsbad, CA sga.sandler.comBlack HoleEscaping Sales
What could go wrong?Sales Growth AssociatesCarlsbad, CA sga.sandler.comWhere did theproblem occur?
What could go wrong?Sales Growth AssociatesCarlsbad, CA sga.sandler.comCritical Points inyour Sell?
ApproachSales Growth AssociatesCarlsbad, CA sga.sandler.comSystematicApproach
NeedSales Growth AssociatesCarlsbad, CA sga.sandler.comFind the Need
Decision MakingSales Growth AssociatesCarlsbad, CA sga.sandler.comBudget andDecision Making
Moving OnSales Growth AssociatesCarlsbad, CA sga.sandler.comSaying No
The OutcomeSales Growth AssociatesCarlsbad, CA sga.sandler.comGood relationships
Creating PipelineSales Growth AssociatesCarlsbad, CA sga.sandler.comPipelineSales
What are we measuring?Sales Growth AssociatesCarlsbad, CA sga.sandler.comWheredid theaccidentoccur?
Creating PipelineSales Growth AssociatesCarlsbad, CA sga.sandler.comLet’s do theMath$100, 000. Total Sales
Creating PipelineSales Growth AssociatesCarlsbad, CA sga.sandler.comConnectCommon ElementDiscovery Discussions 50%Close Ra...
Creating PipelineSales Growth AssociatesCarlsbad, CA sga.sandler.comProspecting Mix
The OutcomeSales Growth AssociatesCarlsbad, CA sga.sandler.comSolution
The OutcomeSales Growth AssociatesCarlsbad, CA sga.sandler.comScripts
My BeliefsSales Growth AssociatesCarlsbad, CA sga.sandler.comAre my beliefsserving me well?Are they effective?
Look InsideSales Growth AssociatesCarlsbad, CA sga.sandler.comIs the Sky Falling?...
Look InsideSales Growth AssociatesCarlsbad, CA sga.sandler.comdata and peoplesupportideas/beliefs
Look InsideSales Growth AssociatesCarlsbad, CA sga.sandler.comDig deep forsolutions
The Outcome – “No” is okay!Sales Growth AssociatesCarlsbad, CA sga.sandler.comYou can’tcontrolThe Outcome
ConclusionSales Growth AssociatesCarlsbad, CA sga.sandler.comHave a SystemScrub the PipelineProspect and TrackSchedule Tim...
Thank YouSandler Training + Sales Growth Associates = Results
Upcoming SlideShare
Loading in...5
×

CONNECT San Diego - May 2013

250

Published on

Three Deadly Sins of Sales - Sales Growth Associates|Sandler Training
Produced by James von Stein

Published in: Business, Sports
0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
250
On Slideshare
0
From Embeds
0
Number of Embeds
2
Actions
Shares
0
Downloads
8
Comments
0
Likes
1
Embeds 0
No embeds

No notes for slide
  • Use the Sandler logo - welcome
  • What is your system?
  • Steps, sequence, know where you are, predictable outcome
  • Solution 1 – Have a system, should have these elements Reason, budget ,decision for qualification – typically not properly qaulified.
  • Solution 1 – Have a system, should have these elements Reason, budget ,decision for qualification – typically not properly qaulified.
  • Solution 1 – Have a system, should have these elements Reason, budget ,decision for qualification – typically not properly qaulified.
  • People won’t share without comfort – bonding, learn to listen
  • Beta Test Failed – Test subjects saw yellow body bag and bad memories of fatal accidents.
  • Solution – write down your beliefs and two things will happen first you change in awareness (my tendency to explain and value of money), power in saying your new script – people will see you differently and it will become second nature.
  • Solution – write down your beliefs and two things will happen first you change in awareness (my tendency to explain and value of money), power in saying your new script – people will see you differently and it will become second nature.
  • Solution – write down your beliefs and two things will happen first you change in awareness (my tendency to explain and value of money), power in saying your new script – people will see you differently and it will become second nature.
  • Maybe add the Sandler logo. A second band with Services, and contact info (website, name, phone)
  • Transcript of "CONNECT San Diego - May 2013"

    1. 1. Sales Growth AssociatesCarlsbad, CA sga.sandler.comWelcome
    2. 2. OverviewSales Growth AssociatesCarlsbad, CA sga.sandler.comA Day in Sales
    3. 3. 70,000 PossibleSales Growth AssociatesCarlsbad, CA sga.sandler.comThree Key AreasOut of 70,000Possible
    4. 4. What Happened?Sales Growth AssociatesCarlsbad, CA sga.sandler.comWrong Turn?
    5. 5. What Happened?Sales Growth AssociatesCarlsbad, CA sga.sandler.com70,000 Possible ErrorsThree Key Areas
    6. 6. Sandler Success TriangleSales Growth AssociatesCarlsbad, CA sga.sandler.comBehaviorTechniqueAttitude
    7. 7. What could go wrong?Sales Growth AssociatesCarlsbad, CA sga.sandler.comHopefour letter word
    8. 8. What could go wrong?Sales Growth AssociatesCarlsbad, CA sga.sandler.comPerhaps we had thewrong Hope
    9. 9. ChaseSales Growth AssociatesCarlsbad, CA sga.sandler.comChase
    10. 10. ChaseSales Growth AssociatesCarlsbad, CA sga.sandler.comChase
    11. 11. Death SpiralSales Growth AssociatesCarlsbad, CA sga.sandler.comBlack HoleEscaping Sales
    12. 12. What could go wrong?Sales Growth AssociatesCarlsbad, CA sga.sandler.comWhere did theproblem occur?
    13. 13. What could go wrong?Sales Growth AssociatesCarlsbad, CA sga.sandler.comCritical Points inyour Sell?
    14. 14. ApproachSales Growth AssociatesCarlsbad, CA sga.sandler.comSystematicApproach
    15. 15. NeedSales Growth AssociatesCarlsbad, CA sga.sandler.comFind the Need
    16. 16. Decision MakingSales Growth AssociatesCarlsbad, CA sga.sandler.comBudget andDecision Making
    17. 17. Moving OnSales Growth AssociatesCarlsbad, CA sga.sandler.comSaying No
    18. 18. The OutcomeSales Growth AssociatesCarlsbad, CA sga.sandler.comGood relationships
    19. 19. Creating PipelineSales Growth AssociatesCarlsbad, CA sga.sandler.comPipelineSales
    20. 20. What are we measuring?Sales Growth AssociatesCarlsbad, CA sga.sandler.comWheredid theaccidentoccur?
    21. 21. Creating PipelineSales Growth AssociatesCarlsbad, CA sga.sandler.comLet’s do theMath$100, 000. Total Sales
    22. 22. Creating PipelineSales Growth AssociatesCarlsbad, CA sga.sandler.comConnectCommon ElementDiscovery Discussions 50%Close Rate 50%Total SalesQualification Mtgs 25%Average Sales Order32 (16/.5)16 (4/.25)4 deals$50K$100K
    23. 23. Creating PipelineSales Growth AssociatesCarlsbad, CA sga.sandler.comProspecting Mix
    24. 24. The OutcomeSales Growth AssociatesCarlsbad, CA sga.sandler.comSolution
    25. 25. The OutcomeSales Growth AssociatesCarlsbad, CA sga.sandler.comScripts
    26. 26. My BeliefsSales Growth AssociatesCarlsbad, CA sga.sandler.comAre my beliefsserving me well?Are they effective?
    27. 27. Look InsideSales Growth AssociatesCarlsbad, CA sga.sandler.comIs the Sky Falling?...
    28. 28. Look InsideSales Growth AssociatesCarlsbad, CA sga.sandler.comdata and peoplesupportideas/beliefs
    29. 29. Look InsideSales Growth AssociatesCarlsbad, CA sga.sandler.comDig deep forsolutions
    30. 30. The Outcome – “No” is okay!Sales Growth AssociatesCarlsbad, CA sga.sandler.comYou can’tcontrolThe Outcome
    31. 31. ConclusionSales Growth AssociatesCarlsbad, CA sga.sandler.comHave a SystemScrub the PipelineProspect and TrackSchedule TimeKnow your beliefs“No” is okayYou’re the Company!Top TakeawaysThis Week’s
    32. 32. Thank YouSandler Training + Sales Growth Associates = Results
    1. A particular slide catching your eye?

      Clipping is a handy way to collect important slides you want to go back to later.

    ×