Creating Sales - Generating Business Creating Sales, Generating Business
Who is Richard Hoy? Father Salesman Businessman Enthusiast Presenter Leader Motivator Coachrichard.email@example.com
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
Business Planning TIME PERSONAL PLANNING PLANNING TEAM PLANNING DEAL ACCOUNT PLANNING PLANNING 14
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
Key Performance IndicatorsThank you Creating the Premier Sales Organization
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
The Selling Meeting • Create the meeting • Set the scene • Set the expectations • ALERT • SCOTSMAN • Earn the right • Agree next steps
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? Why? Start with a big question When?
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?