Simple Steps To Sales Success Step 1 Bret Conkin Rii Play.Tv July 2009

Simple Steps to Sales Success
Reaching your Peak
Copyright – fundfindr Media Inc.
1

Progress is man’s ability to complicate simplicity Thor Heyerdahl
A Community Futures Howe Sound Workshop
Facilitator: Bret Conkin
fundfindr Media Inc.
bret@riiPlay.tv
604-250-9666

What is the one most important ingredient to business success?
3

The greatest business secret
4
Story of
the 3 little pigs
Michael Lebouef
A farmer wanted to breed 3 pigs…
Image credit: Popnart Images

The Secret?
5
Winning and keeping customers depends on rewarding peoplefor being customers.
The lesson?
Every behavior has consequences.
Future behaviors depend largely on the consequences of past & present behavior.

Introduction & Overview
6
Getting the most from the Workshop
Tips for learning/retention
Join in!
Confidentiality
Hand-outs
Agenda and Break
Network!

About Bret Conkin
7
President, Social Media firm - fundfindr Media Inc.
20 year Executive & Entrepreneur (P&G, BC Lottery)
Sectors: Retail, Technology, Services, Goods, B2B
Speaker:Small Business BC, Sales & Marketing Executives Intl., Canadian PR Society, Sauder UBC, SFU
Brands: Crest, Lotto 6/49, HBC, Beachcomber, Rodney Dangerfield, Tony Robbins, Don Cherry, Power Smart
Clients: BC Innovation Council, Vancouver Enterprise Forum, New Ventures BC, Boot Up Labs, Angel Forum, New Media BC

Workshop Objectives
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Define an easy to follow Sales Cycle.
Describe the 5 step cycle to follow.
Examine “selling” in fresh, new ways.
Provide simple resources you actually use.
Analyze real sales challenges you face.
Refine & practice your selling skills.
Reward you as customers.

Attitude is Altitude – Tony Robbins
9
My Sons

Sales Planning & Strategy – The Foundation
Step 1
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Step 1 Planning - Learning Outcomes
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Define the Selling Success Cycle
Examine the difference between sales/marketing
Review your Unique Selling proposition (USP)
Examine goal setting, strategies, measurement
Review examples of Sales Planning

1. 5-Step Selling Success Cycle
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1. The Difference between Sales & Marketing
Marketing tells a story that spreads.Sales overcomes the natural resistance to say yes.Seth Godin
Marketing creates opportunities.
Sales brings about outcomes.
Peter Kusterer
Active vs. Passive
One way vs. Two way

1. Sales vs. Marketing - Dilbert
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1. Sales vs. Marketing Differences
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Instruction: Activities are either directed 1-way like Direct Mail or 2-way like a Trade Show. Fill in Sales & Marketing activities that fit each category.

1. Sales Strategy – How you best “go-to-market”
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Strategy: Your high level Plan (The what)
Market Understanding/Research
What audience has greatest potential and/or is underserved?
What can you learn from competitors?
Methods of reaching prospects
Plan and test methods
Example – Partner with existing non-competing supplier
Tactics: Daily activity & time allocation (the how) to deliver strategy each day

1. Your Unique Selling Proposition
Copyright - fundfindr Media Inc.
17
Key part of your business plan
How will you compete?
What is your competitive advantage
Small business should compete on quality, distinctiveness and value

Two views
Treat everyone you meet like you want to be treated
Life’s Little Instructions
My problem is that I appeal to everyone that can do me absolutely no good
Rodney Dangerfield
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1. USP example - How we helped Rodney get some respect.
Childhood
When I was a kid my parents moved a lot, but.. ____________________.
Self
I asked my wife 'is there somebody else?' She said.. _______________.
I was so ugly as a kid, when I played in the sandbox ...
_______________
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Image: Wikipedia

1. What Rodney can teach us about selling
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Rodney’s Place – Helped him with website
Brand Image – The underdog, struggle against the odds, humour despite difficult times.
Lessons:
Stay on message! (After heart valve surgery...)
Be persistent! (Performer FT at 40)
USP:Rodney’s USP was:
Have I defined my USP? Fill in below

1. More Lessons from Rodney: Personality can promote recognition & brand image
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1. What Rodney can teach us.
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Immortality theme
Farah Fawcett
Joan’s words
Joan
Dangerfield
Images: Rodney.com

Step 1 - Plan Exercise – Sales Plan (Individual)
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What can I learn from Rodney?
What are my sales goals for:
Next month?
Next 6 months?
Next 3 years?

Step 1 - Exercise – Sales Plan (Individual)
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What are my core sales strategies?
e.g. How I will deliver on my goals (Fill in)
1.
2.
3.
How will I measure my success?
Specific, time-limited “metrics”
A number in my biz that would define my success
E.g. $/square foot or prospect conversion
My key metric is:

1. Step 1Summary Planning - Learning Outcomes
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Defined the Selling Success Cycle
Examined the difference between sales/marketing
Reviewed your Unique Selling proposition (USP)
Examined goal setting, strategies, measurement
Reviewed examples of Sales Planning

Stay tuned for Steps 2 – 5 on Reaching your peak!
My son Liam, celebrating his first ascent of The Chief!

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Simple Steps To Sales Success Step 1 Bret Conkin Rii Play.Tv July 2009

by Bret Conkin on Jul 14, 2009

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Simple Steps To Sales Success Step 1 Bret Conkin Rii Play.Tv July 2009 — Presentation Transcript