Beep Local Sales Training Workshop


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Beep Local Sales Training Workshop

  1. 1. BeepXtra Getting Started workshop Presenter : Beverly Hopper
  2. 2. Workshop Agenda Timings approx 2 1/2 hrs  Introductions 15 Mins  Why we are here and expectations of the session 15Mins  Identify The Role Of a Distributor – Breakout session 10Mins  Review “The Toolkit” and what is available to us 5Mins  Techniques to engage with retailers 35Mins  10 Minute comfort Break  Summarising Objections and Closing 20Mins  Practice session 15Mins  Following Up with the Retailer 5Mins  Summary 5 mins  Review of the session and Objective Setting 10 mins  Close
  3. 3. Brief Introductions
  4. 4. Why we are here and expectations of the session Open discussion everyone to contribute
  5. 5. Identify The Role and Ideal Qualities Of a Distributor  Be business like and Professional in appearance, i,e, business dress  Someone who does what they say they will – remain committed  Formulate a plan and stick to it – Have goals  Be teachable and prepared to learn about the Beep business  Consult with and inform Businesses about Beep  Share good practice  Be broad shouldered and don’t take rejection personally  Share and celebrate success  Supportive to the team, cascades information where appropriate  Be Confidential  Prepared to visit stores with colleagues and help them  Good Timekeeper, this matters for meetings with retailers and colleagues  Remember we are the Ambassadors of Beep  Not defaming, other companies, Beep, Colleagues, other retailers  Remember the rules of the Affiliate payment card program with regard to literature and promoting the business  Follow through on promises to retailers and sponsor and colleagues  Under promise and over deliver  Be careful not to exaggerate earning potential for Retailers and Distributors  Understand your target market
  6. 6. Review the Toolkit available to us  Beep Website / videos  Leave behind Folder  Actual loyalty cards  Beep Business cards (ask for a template to easily order off Vistaprint)  Retailer contact sheet  Beep website  BeepSales Email £5 to cover hosting costs.  Survey form  (password protected)  Affiliate payment system GB£30.50, EU€36.50, US$49.95
  7. 7. Techniques to engage with retailers  Contrary to popular belief No one is born to be a great Business promoter  As with any great achiever, they learn their craft and practice daily.  Good Practice will become permanent  Fail to prepare is preparing to Fail  Have a plan and follow it…
  8. 8. Jekyll & Hyde All of them…(business owners) Have split personalities! They all have two signs in places of business.  And
  9. 9. Approach  If this is you This will happen  And you will end up like this! 
  10. 10. Nine Second Diamond In the first few seconds Prospects make an instant decision to: Trust and believe you OR Turn on the salesman alarm Become sceptical Start thinking of a way out! The decision is immediate…and usually final!
  11. 11. IT’S NOT ABOUT The Company The Product The Service
  12. 12. IT’S ALL ABOUT YOU The Rapport you build The Trust that you create The Belief you have And The enthusiasm and sincerity you portray
  13. 13. 7 Steps to Success  Prospecting  Establishing rapport  Identifying needs accurately  Presenting  Answering objections  Closing the sale  Getting referrals
  14. 14. Prospecting Tips  How many Beep outlets do you need per postcode capita?  Start looking online for local businesses in the area, especially restaurants  Booking appointments ahead can save time later.  Hook up with businesses on facebook / twitter  Look at their website? Do they have a contact button? Send them an email and then tell them when you will call to book an appointment.  Research Restaurants on trip advisor and make notes about their position, passing traffic, strengths and any weaknesses  In an area you are less familiar with, use Google street view to do your research prior to landing on foot. Preparation is the biggest difference between being amateur or being Professional
  15. 15. Making contact by phone 1. Make a list of businesses you want to talk to and if possible establish decision maker beforehand 2. Ask to speak to the decision maker -make the call friendly and chatty but be genuine ….build rapport. 3. Say who you are and where you are from and why you are calling during your chat. 4. Explain that you would like to call and appreciate they are busy and so ask if you could send them a quick email with some links on. 5. Aim to book a visit in the next couple of days. 6. If they insist on seeing the email first, arrange a follow up phone call. 7. Remember when you are booking your appointment you want all the decision makers to be available too.
  16. 16. Prospecting on foot…  Do your due diligence, look for their strengths and potential weaknesses, demographics of the area.  Do they have a good frontage, space to display Beep advertising stickers?  Choose the best store in its category to visit first, if there are others in same vicinity.  Always have at the back of your mind that we are selecting the best stores for Beep, you need to establish at your first meeting if there is a synergy with Beep for them and us.
  17. 17. Cold calling 1. Try not to look like a sales rep walking through the door! Ideally be a customer first…that throws them out completely! 2. Start to chat to them about their business and ask if the manager is there today. 3. Hold and show them a Beep card in your hand as you introduce yourself. 4. Try and make your introduction to Beep relevant to their business and how it might benefit them. 5. Do they have time to talk? If no, when can you call back? Leave your business card and you could , if appropriate, ask them for an email address to send them the video link 6. Only if they ask for something to read, should you use the leave behind folder. On exiting reference your next appointment 7. Confirm your follow up appointment on the email you are sending them
  18. 18. The Appointment • Start the call with an initial sales benefit statement –i.e.Explain an overview of the system and how they could benefit.  E.g. I’m xxx from Beep we’re a Loyalty Company driving business back into the High Street and where retailers can actually earn money from handing out FREE Beep cards to their customers. Now It’s Free but the only catch is that we have an area quota so can’t give it to everyone ……………. • My name is XXX and I am
  19. 19. Fact Finding  “When you rearrange the letters LISTEN  You get:  SILENT.”
  20. 20. Listening Tips  Remember “Telling is NOT selling”  Ask probing questions  Let your prospect speak  Listen to what they say AND what they don’t say!  Watch the body language  Use your mute button  Once you hit mute, leave it on for a couple of seconds even if you think they are done talking. You will be amazed by how much more information your prospect will provide you if you just shut up and listen.
  21. 21. Establish their Needs • Ask permission to ask a few questions • If appropriate you could use the survey form here • Ask open questions and make it chatty • Understand their challenges and respond to what they are saying – it’s a consultation • Be interested and ask more questions to find as much as you can about how their business is operating • Don’t interrupt with solutions at this stage • It is important to appreciate that people will look at Beep through their emotions - Find their pain and use your business to really get to a solution. Now take a couple of minutes to think about the sort of questions you could ask to find out about their business
  22. 22. Some ideas of questions to use  How is business compared to last year?  How long have they been in business and what are their staffing levels?  Do they advertise? If so where? What costs?  Do they have a current loyalty program? If so, ask them to explain how it works  How do their current discounts work?  What till system do they currently use?  Ask them about passing trade…  What are their future plans?
  23. 23. 15 minute comfort break
  24. 24. Summarise their position and Propose • Re-affirm their current situation as they see it, i.e sum up how things are for them right now • Highlight how Beep could offer them a solution e.g • So if I could show you a way that you could drive traffic to your website • Would it benefit your business to increase your trade whilst reducing advertising costs?
  25. 25. Summarise their position and Propose • In your very competitive market, would it benefit you to be able to earn money from your competitors? • If I could show you a way of increasing your bottom line from giving away loyalty cards to your customers with only a minimum investment from you, would you be interested. • If I could show you a way of reducing your current discount commitments whilst increasing your income, would that be something you see helping you?
  26. 26. Presentations  We've all seen it--people listening to a sales presentation, eyes glazed over and their minds anywhere but on what the speaker is saying.  SELL THE BENEFITS and NOT the features  You have demonstrated that you can offer a benefit for their ‘needs’  Show the videos, let them do the selling and avoid doing the telling!
  27. 27. The Close  The difference between try and triumph is just a little umph!  Until……….
  28. 28. Objections  “Every sale has five basic obstacles: no need, no money, no hurry, no desire and no trust.”
  29. 29. The do’s  1. Always maintain a positive attitude and be enthusiastic.  2. Always remember that objections are a natural and integral part of the sales process and should not be considered as a personal insult.  3. Always maintain good eye contact, even when under pressure.  4. Always listen attentively to an objection.  5. Always acknowledge the objection and then express your thoughts.  6. Always justify your viewpoints with testimonials, documentation and references.
  30. 30. The do not’s  1. Never knock down or degrade your competition. That takes the focus off of you and your company and you never want to do that.  2. Never say anything negative about your organisation.  3. Never say anything negative about your product or service.  4. Never tell the customer that they are wrong.  5. Never tell the customer that ‘you don’t understand.’
  31. 31. And a few more!  6. Never argue with any buyer.  7. Never lie to a customer. Long term relationships are built on trust and honesty. It is far better to say, ‘I don’t know, but I will find out the right answer and get back to you as soon as possible.’  8. Never be defensive; it is a negative approach to an objection.  9. Never lose your temperament with the customer.  10. Never let an objection go without an answer.
  32. 32. Overcoming Beep Objections Objection  There are already lots of loyalty systems about  Local loyalty one doesn’t work  I don’t understand it / not convinced  How do you know I will get more customers  How many are already signed up in my area Solution  Explain how they are working – throw it back  How does it work – explain benefits of Beep….outside business?  Re inforce the benefits of website and customers having cards – Unique concept, global scale  Re-sell the benefits-watch video again  Refer to Beep stores website for bigger picture and we are talking to lots of retailers locally
  33. 33. Overcoming Beep Objections objection  I already have a loyalty system  I’ll wait to see how it goes  I can’t justify the outlay  Too good to be true  How is it paid for if it’s free  Its new how will my customers know about it.  Its too difficult to learn Solution  Establish how it works and benefits of Beep system  Early adopters earn from customers- explain benefits  Explain why you feel that? It is live and happening….  Explain 2.75% etc…..  Early retailers handing out cards – customers will be looking for businesses  Go through the simplicity of the business and show the videos again
  34. 34. Closing Tips  Watch for closing signals and remember, the right time to close is when your prospect is ready to buy…not before!  Alternate Close  Assumptive Close  Trial Close  Negative Close  Ben Franklin Close
  35. 35. Some people Say No  Every No brings you closer to a Yes  Don’t take rejection personally  Learn to Manage your disappointment – don’t dwell  It could be ‘Not now’ rather than ‘Never’.  Don’t lose your resolve Remember no one can make you feel inferior without your consent Eleanor Roosevelt
  36. 36. Practice session Group scenarios
  37. 37. Following up with retailer  Go through as much of the sign up process as poss  A quick email to thank them the same day (draft email available)  Log their details in an Excel spreadsheet  One week Later a phone call to check on any agreed actions re integration and general progress.  4 weeks later another phone call to check on progress  Go live – Offer your support
  38. 38. In Summary  Research as much about the business and their surroundings as you can in preparation  Present a “prospecting offer” of no more than 45 words that clearly states who you are, what you are selling  Ensure you talk only to the decision makers! (All of them)  Always be in a "Disqualification" mode.  Accept the fact that prospecting really is a “numbers game.”  Congratulations on your first sign up!…getting past the gatekeeper!  Never, ever give up... tenacity is the key to ultimate success...
  39. 39. My Top Tips  1.Plan your work, then work your plan.  2.Set yourself realistic goals and action them.  3.Invest in yourself.  4.Work on your self-discipline. And # 5
  40. 40. Never Give up!
  41. 41. And Finally  1979 Harvard MBA program. In that year, the students were asked, "Have you set clear, written goals for your future and made plans to accomplish them?" Only three percent of the graduates had written goals and plans; 13 percent had goals, but they were not in writing; and a whopping 84 percent had no specific goals at all.  Ten years later, the members of the class were interviewed again, and the findings, while somewhat predictable, were nonetheless astonishing. The 13 percent of the class who had goals were earning, on average, twice as much as the 84 percent who had no goals at all. And what about the three percent who had clear, written goals? They were earning, on average, ten times as much as the other 97 percent put together.  In spite of such proof of success, most people don't have clear, measurable, time-bounded goals that they work toward.
  42. 42. Any Final Questions?
  43. 43. Lets review  Did we achieve what we set out to today?  What else can we include to assist you?  Please feedback  Please complete your top 3 goals for the next 2 weeks, make them SMART – choose a buddy to email them to in next 24hrs  Be accountable to your Buddy and Buddies hold them to account!!!
  44. 44. Thanks for your attention Beverly Hopper Mobile: 07813 040670