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CONNECT San Diego - May 2013
 

CONNECT San Diego - May 2013

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Three Deadly Sins of Sales - Sales Growth Associates|Sandler Training

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

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  • 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)

CONNECT San Diego - May 2013 CONNECT San Diego - May 2013 Presentation Transcript

  • 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 Rate 50%Total SalesQualification Mtgs 25%Average Sales Order32 (16/.5)16 (4/.25)4 deals$50K$100K
  • 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 TimeKnow your beliefs“No” is okayYou’re the Company!Top TakeawaysThis Week’s
  • Thank YouSandler Training + Sales Growth Associates = Results