So You Think You Can Sell?


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Sales is one of the most highest paid professions in the world, it's also one of the most demanding.

The reality is we are sell, it could be a great idea, to stay up later, or to go somewhere - you have to sell it to the person opposite you.

As a professional sales person, can you really sell?

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So You Think You Can Sell?

  1. 1. So You Think You Can Sell? Explaining why it’s a profession of great reward and thick skin.
  2. 2. Define: Sales 1. The exchange of a commodity for money; the action of selling something. 2. A quantity or amount sold.
  3. 3. Some Interesting NumbersUK sales industry is estimatedthat about 1 in 6 employees are 13,715,050 people areemployed either directly or in sales and sales-relatedindirectly in sales. occupationsBasic salaries in sales have Nearly 12.3% of all the jobsincreased sharply in the last 5 in the U.S. are full time salesyears. positions.In a sales survey of close to In many companies, 20%1,000 sales professionals of the sales force deliverssome 62% felt that sales was 80% of the revenue.the most influential division oftheir business.
  4. 4. Performers & LaggardsTop sales producers outperform averageproducers by 2:1, and low producers by10:1.Replacing your bottom 20% of Xsalespeople with only average performers $$would improve sales productivity bynearly 20%. ££ This is why you need to think outside the box…
  5. 5. Average VS Exceptional The average salesperson will talk 80% and listen just the 20%, which is horrible and really needs to be detoxed out of the system. During the standard sales presentation the exceptional salesperson will listen 65% of the time and talk 35%.
  6. 6. ChallengesFailure:64% of salespeople who fail, do sobecause they are in the wrong job, notbecause they cannot sell.55% of the people making their living in sales should be doing something else.
  7. 7. Team VS Training A B CEvidence A:Over 50% of sales managers are too busy to train and develop their sales teams, causingmassive slow down in career development, disengagement and general employeeunhappiness. “Over one trillion (1,000,000,000) is spent annually on sales forces.”
  8. 8. Team VS Training Pt.241% of employees at companies Companies in the top quarterwith inadequate training in training expenditure perprograms plan to leave within a employee per year ($1,500 oryear versus 12% of employees at more) average 24% highercompanies who provide profit margins thanexcellent training and companies that spend less perprofessional development year.programs. A company with 1,000More than 60% of IT managers employees can save at leastbelieve that the skill of their $240,000 per year as ateams is critical for success. result of an average productivity gain of just three minutes per day.
  9. 9. Customer Retention A BA 5% reduction in the customer defection rate canincrease profits from anywhere between 25% and 80%.
  10. 10. Sales TrendsIncrease in Remote Decrease in Sales Sales Reps Causing Employment to drop from 18mn to 4mn
  11. 11. BREAKHave some coffee.
  12. 12. Can We Talk?
  13. 13. The New Practice ATimes have changed for Instead the client has to dosales professionals, no longer all the talking, you can thencan they do all the talking – understand issues, pain pointsthe 80/20 rule is out the and create the perfectwindow. solution for them.
  14. 14. ATTENTION Seeking The Executives 72% of executives take an appointment when the vendor sells a product they were already looking for.65% of the time executive 69% of executives takegoes with the vendor an appointment when thehelping early on to set the vendor addresses anbuying vision. existing business problem.
  15. 15. The Realities of SalesOnly 20% of leads get a 80% of non routine salesfollow up call. happen after the 5th follow up.So 80% of youropportunities have now just 63% of people that requestbeen left behind, for your your information won’tcompetitor to take. buy for 3 months. It’s not as easy as it looks!
  16. 16. The 5 Follow Up Call Mystery2% of Sales are Made after first contact. 3% after the second. 5% after the third. 10% after the fourth. 80% between the 5th – 12th.
  17. 17. Good VS Bad Sales is one of the top earning professions in the World. Many sales professionals feel that meeting new people everyday and travelling around the country/world is one of the perks! It can also be very consuming with time and emotions. Cold calling is one of the most hated parts of working in sales.
  18. 18. Gracias!