Creating Sales - Generating Business                               Creating Sales, Generating Business
Who is Richard Hoy?   Father   Salesman   Businessman   Enthusiast   Presenter   Leader   Motivator   Coachrichard...
The Art of Possibility    A shoe factory sends two marketing scouts to a region of    Africa to study the opportunities fo...
 Are you Tigger or Eeyore
The secret of sellingBe Brilliant The customer wants  you to be great Most people are boring Customers like to talk Kn...
Whether you think you can or you think youcan’t ……..You are PROBABLY RIGHT!                                    Henry Ford
The Science of Selling             Life is change. Growth is optional.
Is sales, science or art?• Do sales people matter?• SALES PEOPLE ARE DIFFERENT!• Sales is the science of being lucky often...
SellingACTIVITY X FOCUS X SKILLS                          = RESULT      COURAGE X LUCK
My 5 Secrets   Say why you are there   I like selling   Don’t be boring   Don’t stop   Ask for Money
Where should we be?                                        Productivity                                        Profitabili...
Quadrant Model                Important   Not Important                    1   Not Urgent                                 ...
Prioritisation               Big   Small  Easy   Difficult
Business Planning   TIME                        PERSONAL   PLANNING                    PLANNING               TEAM PLANNIN...
Business Planning Model                               In the Perfect World WhatStart Here                     Does Good Lo...
Key Performance IndicatorsThank you          Creating the Premier Sales Organization
KPIs - Formula for Success   Phase             KPI            Style                Number of Apts   Activity       CEO Apt...
The Selling Meeting • Create the meeting • Set the scene • Set the expectations • ALERT • SCOTSMAN • Earn the right • Agre...
Strategic SellingNeed CreationALERT Selling –                Selling in the boardroom
The Opening -Agenda   Why are you there?   What do you want?   What should happen   Their Role   NEVER……………..
Listen to your customer                          What?                          Where?                          How?      ...
Hierarchy of Questions                         What is important to you?                         What is important to you ...
Features don’t matter!
Business Challenges – CommonPains          Increase          revenues                Cash Burn    Long sales              ...
Transaction   Summarize   Never say summary   The key message   Ask for something   Ask for the business   Agree nex...
Sales Process    Agenda    Listen    Explore/Examine/Evaluate    ROI    Transaction
Thank you Objections Managing
Objection Handling                      Listen                Test Understanding                 Gain Commitment     Doubt...
The High Points
You make the difference
 The road to success  is always under  construction
 Success is simply a  matter of luck. Ask  any failure
 The Harder I work the luckier I get
 You can choose your reaction to any  stimulus
 The definition of insanity is to continue to  do what you have always done and expect  a different outcome
 Sales is a simple job complicated by idiots
 Eighty percent of success is showing up
 A successful man is one who can lay a  firm foundation with the bricks others have  thrown at him.
 Dare to be different
 Pick the low hanging fruit
 There is nothing as sweet as the taste of  success
Thank you
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Sales Development Workshop 1 Dig Media

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Abridged presentation for good sales people who could be great

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Sales Development Workshop 1 Dig Media

  1. 1. Creating Sales - Generating Business Creating Sales, Generating Business
  2. 2. Who is Richard Hoy? Father Salesman Businessman Enthusiast Presenter Leader Motivator Coachrichard.hoy@compasspeak.com
  3. 3. The Art of Possibility A shoe factory sends two marketing scouts to a region of Africa to study the opportunities for expanding business. One sends back a telegram saying:……SITUATION HOPELESS , NO ONE WEARS SHOES The other one writes back triumphantly:……GLORIOUS BUSINESS OPPORTUNITY , THEY HAVE NO SHOES 3
  4. 4.  Are you Tigger or Eeyore
  5. 5. The secret of sellingBe Brilliant The customer wants you to be great Most people are boring Customers like to talk Know why you are meeting Ask for the business
  6. 6. Whether you think you can or you think youcan’t ……..You are PROBABLY RIGHT! Henry Ford
  7. 7. The Science of Selling Life is change. Growth is optional.
  8. 8. Is sales, science or art?• Do sales people matter?• SALES PEOPLE ARE DIFFERENT!• Sales is the science of being lucky often• What makes a good sales person?
  9. 9. SellingACTIVITY X FOCUS X SKILLS = RESULT COURAGE X LUCK
  10. 10. My 5 Secrets Say why you are there I like selling Don’t be boring Don’t stop Ask for Money
  11. 11. Where should we be? Productivity Profitability Customer Intimacy Cost Management
  12. 12. Quadrant Model Important Not Important 1 Not Urgent 4 2 3 Urgent 12
  13. 13. Prioritisation Big Small Easy Difficult
  14. 14. Business Planning TIME PERSONAL PLANNING PLANNING TEAM PLANNING DEAL ACCOUNT PLANNING PLANNING 14
  15. 15. Business Planning Model In the Perfect World WhatStart Here Does Good Look Like? What are the Values of Good? Develop Plan & Review Current State Execute Leading verses Good People Managing Information Development Areas Strengths (Supporting (Restraining Factors) Factors) 15
  16. 16. Key Performance IndicatorsThank you Creating the Premier Sales Organization
  17. 17. KPIs - Formula for Success Phase KPI Style Number of Apts Activity CEO Apts Trend Apts on Message Account Planning Focus Deal Planning Size 4X Funnel 30 Day 95% Outlook Skills 100% On Plan Specific
  18. 18. The Selling Meeting • Create the meeting • Set the scene • Set the expectations • ALERT • SCOTSMAN • Earn the right • Agree next steps
  19. 19. Strategic SellingNeed CreationALERT Selling – Selling in the boardroom
  20. 20. The Opening -Agenda Why are you there? What do you want? What should happen Their Role NEVER……………..
  21. 21. Listen to your customer What? Where? How? Why? Start with a big question When?
  22. 22. Hierarchy of Questions What is important to you? What is important to you regarding your business? What is important to you regarding your businesses reputation? What is important to you regarding your businesses documents? What is important to you regarding your printers and photocopiers?
  23. 23. Features don’t matter!
  24. 24. Business Challenges – CommonPains Increase revenues Cash Burn Long sales Weak Business Cycles Funnel Decrease Increase costs productivity Poor Sales Performance Scheduling inefficiencies Weak business Low customer Poor Sales undermines satisfaction Skills credibility
  25. 25. Transaction Summarize Never say summary The key message Ask for something Ask for the business Agree next steps Don’t accept No Enjoy the Moment
  26. 26. Sales Process  Agenda  Listen  Explore/Examine/Evaluate  ROI  Transaction
  27. 27. Thank you Objections Managing
  28. 28. Objection Handling Listen Test Understanding Gain Commitment Doubt Misunderstanding Genuine Disadvantage Proof Apologize Maximize Benefits Clarify Close
  29. 29. The High Points
  30. 30. You make the difference
  31. 31.  The road to success is always under construction
  32. 32.  Success is simply a matter of luck. Ask any failure
  33. 33.  The Harder I work the luckier I get
  34. 34.  You can choose your reaction to any stimulus
  35. 35.  The definition of insanity is to continue to do what you have always done and expect a different outcome
  36. 36.  Sales is a simple job complicated by idiots
  37. 37.  Eighty percent of success is showing up
  38. 38.  A successful man is one who can lay a firm foundation with the bricks others have thrown at him.
  39. 39.  Dare to be different
  40. 40.  Pick the low hanging fruit
  41. 41.  There is nothing as sweet as the taste of success
  42. 42. Thank you
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