How To Grow Your Teams Sales 50% In 2010 Linked InDocument Transcript
HOW TO GROW YOUR TEAM’S SALES 50% OVER THE NEXT 12 MONTHS! Presented by: Albert Bellington Strategic Partners: “ Since attending your training I have already closed the two largest accounts in my lifetime. My earnings from these two accounts alone represent over 50% of my last year’s earnings.” (Ralph Fratus, Jr., LUTCF, Designed Benefits Group)
ALBERT A. BELLINGTON - Biography
Albert Bellington, Executive Vice President of Sandler Sales Institute, brings over 15 years of direct sales and sales management experience to the firm's clients. He provides an experienced, hands-on approach to all audiences who are, seeking to improve their overall sales and sales management processes, increase the overall number of sales, increase territory management and efficiency, along with enhancing recruiting accuracy and client development. During his career, he has worked with a variety of companies and industries and successfully increased their profitable revenue and client development through the implementation of personal and organizational behavioral changes. As a Certified Sandler Trainer, he provides innovative public seminar training courses through a variety of effective methodologies. In addition, with his vast embodiment of sales training with industry leaders like Xerox Corporation, and IKON Office Solutions, he has been blessed with the best training and mentoring possible, and has been successfully transferring his knowledge to sales reps and managers, in all facets of business, for many years. Many of the sales reps he has mentored have become very successful in business and have gone on to be leaders in the companies they are employed at today.
He is a graduate of Adelphi University School of Business, where he majored in Business Administration, with Sales Management as his focus.
DEFINITION OF SALES………..
“ SALES IS GETTING SOMEONE TO TAKE ACTION, CONSISTENT WITH ACTION THEY BELIEVE THEY SHOULD TAKE FOR THEIR BENEFIT, AND FOR WHICH THEY WILL PAY ME MY PRICE.” “ Albert Bellington”
3 MAJOR SALES WEAKNESSES
NOTE: On a subconscious level, we sell how we buy Recommended Reading: “ Death of a Salesman” by Arthur Miller If You Fix 3 We sell like we buy! Ask when interviewing someone. Need to be Liked – NO GOOD Want to be Liked – OK Parents taught us not to talk about it Most talk about money too soon or too late In the Middle of our System for a reason Buy Cycle – not one you ride! Need for Approval – Willie Lohman Talking Money – taught not to as a kid 50% 35% 25%
Sandler Training Institute at a Glance Founded: 1967 Commercialized: 1985 Training Centers 220 Globally Industries Trained 200+ People Trained 500,000+ 5 Year Average Growth 35% Entrepreneur Magazine Rating #1 (2005 – 2010) 2009 Hour Training in Our Facility 407 ISO 9000 Certified Course Provider Our Mission: We are dedicated to helping individuals and organizations measurably increase their sales and client development performance by “ growing closer to their true potential ”. We achieve this goal by applying our proven methodology to the sales process vs. the traditional approach still used by most organizations today. We feel the most important step in the process is helping our clients recognize that a change in attitudes and behaviors must be ongoing, reinforced and supported and requires a commitment and investment of time, money, risk of failure and a belief in themselves. 4
The Deserted Island Exercise: Step 1 : Imagine yourself on a deserted island. The sky is clear. The wind is calm. The sea is smooth. You will be on the island for only 15 minutes. Also, imagine that you have arrived on this island without roles - roles such as husband, wife, salesperson, golfer or engineer. Step 2: With this in mind, rate the You that is left; a You without roles. In other words, what is the value you place upon yourself without any roles your roles in life. Step 3: On a scale of 0 to 10, 10 being the highest and 0 being the lowest, indicate this rating by circling a number below. 0 1 2 3 4 5 6 7 8 9 10 ATTITUDE 5
10 9 8 7 6 5 4 3 2 1 0 IDENTITY – SELF ESTEEM Who We Are – How We See Ourselves - ATTITUDE ROLES – GET REJECTION What We Do – Society Judges Us On This WINNERS 20% 60% 20% NON-WINNERS AT-LEASTERS They Didn’t Win They Didn’t Lose Mother Father Sister Brother Husband Wife Student Teacher Salesman Manager CEO Accountant Architect Doctor Lawyer Engineer Policeman Fireman Golfer We are ALWAYS a 10 on our “I” Side The 5 will always range from 4 to 6 which is their comfort zone Causing this… Causing this… 6
Sandler… More than technique training.
A TTITUDE (I - 10) How You Feel
T ECHNIQUE (Sandler Submarine) How You Act
B EHAVIOR (R - 10) What You Do
Closed File Calls
Rule: “ It’s not how you feel that determines how you act, It’s how you act that determines how you feel.” Quote: “What you say is overwhelmed by how you behave.” (Ralph Waldo Emerson) 7 SUCCESS TRIANGLE B A T
3 REASONS MOST SALESPEOPLE FAIL
Fear of Rejection – not rejecting you (I/R) Fear of Failure – learn to fail to succeed (N’s=Y’s) Fear of Success – impact on those around them 8
GETTING BEYOND THE GATEKEEPER - Belief that you’re entitled to talk with your prospect. - Speak with authority. - Sound as though you have no doubt that you will be connected. - The Gatekeeper is not your mother. What you say “WILL” get you killed! - Be polite, courteous, friendly and casual. - Gentle persistence is OK. PATTERN INTERRUPT The Gatekeeper has a standard Pattern for all salespeople….. interrupt it with: “Hi, it’s Albert for Phil, is he in? The Gatekeeper is trying to determine whether you are: - A FRIEND or FOE of VITO. 9
PROSPECTING CLOSING PERCENTAGES Cold Call - Lead - Referral - Introduction - “ Make your client a part of your sales force.” “ You never have to stand in line to make a Cold Call. (David Sandler) 1% 15% 50% 80% Where do you wanna be? We don’t have to like it, but we have to do it…But not forever! Suspect CLIENT Customer Prospect 10
1. OPENING STATEMENT: My name is _________ with _____________________. 2. POSITIONING STATEMENT: We are a ___ located in ________________________. (type of company) 3. PAIN STATEMENT : People buy for one of two reasons: 1. To move away from pain!! 2. To move towards pleasure! We HELP companies that are (frustrated), (upset), (disappointed), (worried), (angry), (concerned), (anxious) etc. PAINS 1. _______________________________________________ NO PAIN… 2. _______________________________________________ USUALLY MEANS… 3. _______________________________________________ NO CHANGE!!! 4. HOOK QUESTION: “ I don’t suppose any of these are concerns of yours? If so, which one (s)? 1._________________________ 2._________________________ 3._________________________ 5.. QUALIFY/DISQUALIFY: Would you be open to spending an hour together to determine if there may be a fit? (CLEAR NEXT STEP) QUALIFY: YES/No DISQUALIFY : Yes/NO 30 SECOND COMMERCIAL - 5 STEPS 11
I’m Albert Bellington with the Sandler Training Institute, the largest Sales and Sales Management Training and Consulting Company in the world, with over 40 years of experience delivering training, located in Pompano Beach, Florida. We help companies, business owners and salespeople who are: • F rustrated with getting through to the Decision Maker. • U pset with cold calling and prospecting results. • D isappointed about doing “Unpaid Consulting” • W orried about the high cost of turnover due to bad hires. • A nxious to eliminate the “fear of rejection” and “phone call reluctance”. • C oncerned with the lack of setting solid next steps. • A ngry about dropping prices to get business. I don’t suppose any of these are concerns of yours? Which ones? It seem like we should meet. Would you be open to getting together to determine if there may be a fit? (CLEAR NEXT STEP) Go Right to the 5 steps on setting a solid appointment…… 30 SECOND COMMERCIAL EXAMPLE 12
5 Steps in Setting a SOLID Appointment : 1. Got your calendar handy? 2. What day are you looking at ? 3. We are going to need about 1 hour of uninterrupted time, You OK with that? 4. Should anyone else be there? 5. Is there any reason you’ll have to call me to reschedule? 13
5 Positive Results from a Sales Call
Yes No Lesson Clear Future Referral THINK IT OVER NOT ACCEPTED! 14
40 Common Problems Most Sales People Experience Name:___________________________ AVERAGE: 22 IN CONTROL NEEDS WORK Estimated Lost Revenue $ _______________ 15
Go back to the page you tore out where we crossed out TIO. 16
I (my salespeople) could sell a lot more if only I (they) could…… 1 5 2 6 3 7 4 8 17
WHAT HAVE YOU DONE TO FIX THESE ISSUES?
In Round Numbers…. How much have these problems cost you over the past 12 months? 25,000 18
The Traditional System:
The Prospects System:
Run & Hide
What is “Unpaid Consulting” in your world? When do you cough up “Unpaid Consulting” on your calls? What does it look like? What does it feel like ? You can not go back and get it once it is lost!!! Never Again!!! Business is not won or lost in presentation or when they don’t answer or don’t return any of our phone calls! Business is won or lost when the decision is made, right here, at this intersection as to who’s system is going prevail!!! 19 Lie 1 – Not because bad people, no trust, Trained Killers Who’s mom brought them up to be in sales? Unpaid C, - Shop you, Everyone here can Bring value, to their market (good at it!) Like info, and like not to pay for it Lie #2 – In case they need you again Humanitarian Award Letter #4- Do all the work and nothing’s gonna happen Coffee, VM N/N/Y/BF/Next FEEL , Buy-Emotionally, Decide-Intellectually INVEST, how much, where, when PROCESS, who, when, where, who else ONLY if you have 3/4/5
The Prospects System:
Run & Hide
PROBLEM: You are going to get a lot of pressure to cough it up early. It is at that point that you will be WIMPING! ALWAYS….. Get PAIN, BUDGET and DECISION before you PRESENT! Wimp Junction ® 20
Go back to the page you tore out and Circle YES or NO. 25,000 21
Here is what a Yes looks like… No TIO’S… If you remember I told you that was not an option… 1 5 2 6 3 7 4 8
* A “YES” means that you would like to talk more so we can both see if there is a fit for us to help you from what we offer, and that you agree to the following:
You will set a date and time for a phone appointment with me, today.
You will take my call on the date and time we agree to.
We will decide, on that call, Yes or No, if we should meet to discuss things further.
A “NO” simply means you are not interested in talking more, and that you will live with the problems, and that is OK.
*If you do not want to commit to 1, 2 and 3 with a Yes, then please circle “No” and that is OK.
"You'll have the same problems when I walk out as you had when I walked in... unless you let me take your problems with me." (Ben Feldman) THANK YOU! Albert Bellington Executive Vice President Sandler Training Institute 1000 W. McNab Rd., Suite 315 Pompano Beach, FL 33069 Cell: (954) 701-6472 Email: [email_address] 23
Executive Briefing: 6/25/2010 Instructor: Albert Bellington Name: ___________________________________Date:__________________ Company: ________________________________Title: __________________ Phone: ______________Fax: _______________ E-mail: __________________ I would like to receive your sales tips via email Y / N Number of people selling: Outside_________Inside________Sales Managers______ Telemarketers________ Selling President, Y / N _____% of the time Tech Support/Customer Service____________ I / We could sell a lot more if only I / we could: ____________________________ ___________________________ ____________________________ ___________________________ ____________________________ ___________________________ Over the last 12 months the above roadblocks have probably cost me… $ __________________________________ in commissions or revenue (circle one). YES TIO NO