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Sales Success in 2012 - Jan 25th 2012

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  • Talk about the difference between small & Big companies\n
  • Talk about the difference between small & Big companies\n
  • Talk about the difference between small & Big companies\n
  • Talk about the difference between small & Big companies\n
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  • People don’t understand where their Needs & Wants come from \n
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  • Talk about the difference between small & Big companies\n
  • Talk about the difference between small & Big companies\n

Transcript

  • 1. REV Sales System Sales Success in 2012 Turning your sales process into an Copyright 2010 | REV Sales Ltd Asset! with Michael Clark
  • 2. Copyright 2010 | REV Sales LtdExercise
  • 3. ExerciseWith the person next to you discuss... Copyright 2010 | REV Sales Ltd
  • 4. ExerciseWith the person next to you discuss... Copyright 2010 | REV Sales LtdWhat are your biggest SALESchallenges?
  • 5. ExerciseWith the person next to you discuss... Copyright 2010 | REV Sales LtdWhat are your biggest SALESchallenges?What separates TOP vsSTRUGGLING entrepreneurs?
  • 6. BUYER & SALES Cycles Copyright 2010 | REV Sales LtdWe start to become aware that
  • 7. Needs & Wants are Surface level The Emotional Iceberg 14 4
  • 8. Which Sales System/s to use? Basic Intermediate Advanced Copyright 2010 | REV Sales Ltd Customized
  • 9. Marketing vs SalesMarketing Funnel Copyright 2010 | REV Sales Ltd Sales Process 3. Sales 2. Phone & 1. Lead Appointment / Book Apt Presentation 4. Sale
  • 10. Basic Conversion rates Copyright 2010 | REV Sales Ltd ‣ Leads : Calls ‣ Calls : Contacts ‣ Contacts : Appointments ‣ Appointments : Proposals ‣ Appointments/Proposals : Sales ‣ Overall - Leads : Sales
  • 11. Setting Meaningful Targets!Step 1Determine your Financial Targets Daily Weekly Monthly Quarterly Annual £2,000 £10,500 £42,000 £125,000 £500,000
  • 12. Setting Meaningful Targets!Step 1Determine your Financial Targets Daily Weekly Monthly Quarterly Annual £2,000 £10,500 £42,000 £125,000 £500,000You now know you need to make 2 sales a day of your £1000 P/S
  • 13. Advanced Numbers to KnowStep 2Determine your Activity TargetsAssume that you require 2 appointments to make 1 x £1000 sale Conversion Ratios Name Daily Activity RateAppointment : Sales Rate Book 4 SalesSales 50% Appointments/ dayContacts : Appointment Speak to 8 Rate 50% prospects/dayAppointmentsCalls : Contact Rate 16 Calls / day 50%Contacts
  • 14. Advanced Numbers to KnowStep 2Determine your Activity Targets Daily Weekly Monthly Quarterly Annual £2,000 £10,500 £42,000 £125,000 £500,0002 sales 10 sales 40 sales 120 sales 480 sales4 sales app 20 sales app 80 sales app 240 sales app 960 sales appBook 8 app Book 40 app Book 160 app Book 480 app Book 1920 appCall 16 leads Call 80 leads Call 320 leads Call 960 leads Call 3840 leads
  • 15. Mapping your sales process Marketing Funnel Copyright 2010 | REV Sales Ltd Sales Process 1. Appointment 2. Book 3. Sales Booking Call Appointment Appointment 4. Sale
  • 16. Copyright 2010 | REV Sales LtdOpen Q&A
  • 17. Open Q&A Copyright 2010 | REV Sales LtdWhat questions would you like answered?
  • 18. Would you others to make sales foryou?Free 1-2-1 Sales Strategy Session Fill out the form... Copyright 2010 | REV Sales Ltd