Basic New Mindset Sales Training course Part 2

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Sales training for non sales people who need to know the basics to be successful

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  • Welcome to this training course
  • Inform delegates of your fire safety procedures, toilets etc.
  • Any questions?
  • Basic New Mindset Sales Training course Part 2

    1. 1. New Mindset “ Rethinking your business”
    2. 2. New Mindset “ Rethinking your business”
    3. 3. Sales
    4. 4. The Sales Plan <ul><li>1. Summary </li></ul><ul><li>2. Background </li></ul><ul><li>3. Targets </li></ul><ul><li>4. Methods </li></ul>
    5. 5. The Sales Plan (continued) <ul><li>5. Resource needs </li></ul><ul><li>6. Potential problems </li></ul><ul><li>7. Contingencies </li></ul><ul><li>8. Feedback </li></ul><ul><li>9. Costs and returns </li></ul>
    6. 6. 10 steps to account development <ul><li>1. Prioritise objectives </li></ul><ul><li>2. List suspects </li></ul><ul><li>3. List prospects </li></ul><ul><li>4. Qualify want </li></ul><ul><li>5. Fact-find </li></ul>
    7. 7. 10 steps to account development (2) <ul><li>6. Commit to change </li></ul><ul><li>7. Fix buy criteria </li></ul><ul><li>8. Propose </li></ul><ul><li>9. Close </li></ul><ul><li>10. Build </li></ul>
    8. 8. Planning from the top down <ul><li>Core values </li></ul><ul><li>Company mission </li></ul><ul><li>Corporate strategy </li></ul><ul><li>Your manager’s objectives </li></ul><ul><li>Your key results </li></ul><ul><li>Your key activities </li></ul>
    9. 9. Set ‘MEATY’ targets <ul><li>Measurable </li></ul><ul><li>Essential to the job </li></ul><ul><li>Achievable </li></ul><ul><li>Timetabled </li></ul><ul><li>Your commitment </li></ul>
    10. 10. Attitude <ul><li>Winners: </li></ul><ul><li>CAN DO </li></ul><ul><li>WANT TO </li></ul><ul><li>WILL DO </li></ul><ul><li>Winners see the Point of Sale (POS): </li></ul><ul><li>P roblems as </li></ul><ul><li>O pportunities for </li></ul><ul><li>S olutions </li></ul>
    11. 11. Personal qualities for success <ul><li>Essential: </li></ul><ul><li>Resilience </li></ul><ul><li>Honesty </li></ul><ul><li>Energy </li></ul><ul><li>Strategic awareness </li></ul><ul><li>Problem solving skills </li></ul>
    12. 12. Personal qualities for success (2) <ul><li>Desirable: </li></ul><ul><li>Perseverance </li></ul><ul><li>Sensitivity </li></ul><ul><li>Initiative </li></ul><ul><li>People skills </li></ul><ul><li>Confidence </li></ul>
    13. 13. Essential knowledge (continued) <ul><li>Policies and procedures </li></ul><ul><li>Support staff </li></ul><ul><li>Customers’ needs </li></ul><ul><li>Other suppliers </li></ul>
    14. 14. Your briefcase tool kit <ul><li>Order forms </li></ul><ul><li>Pricing </li></ul><ul><li>Testimonials </li></ul><ul><li>Brochures </li></ul><ul><li>Calculator </li></ul><ul><li>Service agreements </li></ul><ul><li>Trading terms </li></ul><ul><li>Planner diary </li></ul>
    15. 15. Your briefcase tool kit (2) <ul><li>Cost-benefit examples </li></ul><ul><li>Business cards </li></ul><ul><li>Survey checklist </li></ul><ul><li>Key telephone numbers </li></ul><ul><li>Competitor analysis </li></ul><ul><li>Client records </li></ul><ul><li>Blank paper </li></ul>
    16. 16. Focus on benefits and features (FAB): <ul><li>F eature </li></ul><ul><li>It is </li></ul><ul><li>A dvantage </li></ul><ul><li>It does </li></ul><ul><li>B enefit </li></ul><ul><li>It does for you </li></ul>
    17. 17. Remember your p’s & q’s <ul><li>Prioritise: How important is it? </li></ul><ul><li>Quantity: How much will it save? </li></ul><ul><li>Appeal to: </li></ul><ul><li>Personal wants </li></ul><ul><li>Company needs </li></ul><ul><li>Their job-related goals </li></ul>
    18. 18. Resources - your manager <ul><li>Use his/her experience and knowledge </li></ul><ul><li>Forewarn him/her of problems </li></ul>
    19. 19. Resources - your team meetings <ul><li>Hold outside peak selling hours </li></ul><ul><li>Plan agenda objectives </li></ul><ul><li>Listen actively </li></ul><ul><li>Don’t interrupt </li></ul><ul><li>Don’t criticise without constructive comments </li></ul><ul><li>Agree action, by whom, by when </li></ul>
    20. 20. Resources - team colleagues <ul><li>Swop your expertise for theirs </li></ul><ul><li>Observe them on the job </li></ul><ul><li>Invite them to coach you </li></ul><ul><li>Praise them </li></ul>
    21. 21. Resources - support staff <ul><li>Explain your objectives and understand theirs </li></ul><ul><li>Don’t set unrealistic deadlines </li></ul><ul><li>Absorb their client knowledge </li></ul><ul><li>Thank them </li></ul>
    22. 22. Partnering tactics <ul><li>Focus on big issues </li></ul><ul><li>Offer quantified financial benefits </li></ul><ul><li>Install controls to measure benefits </li></ul><ul><li>Treat them as unique </li></ul>
    23. 23. Partnering tactics (2) <ul><li>Talk their language </li></ul><ul><li>Don’t oversell </li></ul><ul><li>Be a problem-solver </li></ul><ul><li>Keep contact with the top decision-maker </li></ul>
    24. 24. Partnering <ul><li>Move from : To: </li></ul><ul><li>Sell Consult </li></ul><ul><li>Implement Facilitate </li></ul><ul><li>React Be proactive </li></ul><ul><li>Tell Listen </li></ul><ul><li>Your solution Their solution </li></ul><ul><li>Costs Cost-benefits </li></ul>
    25. 25. Time management <ul><li>Work expands to fill the time available (Parkinson’s Law). </li></ul><ul><li>Set yourself deadlines for each task. </li></ul>
    26. 26. Plan: Invest to save time <ul><li>Assess time available </li></ul><ul><li>Deduct time needed to make sale </li></ul><ul><li>Allocate time needed for key activities </li></ul><ul><li>Record actual time spent on key activities </li></ul><ul><li>Focus on discrepancies between actual and target </li></ul><ul><li>Set improvement targets </li></ul>
    27. 27. Have a MAP <ul><li>Make a daily TO DO list </li></ul><ul><li>Action </li></ul><ul><li>A Important AND Urgent (‘must’) </li></ul><ul><li>B Important NOT Urgent (‘should’) </li></ul><ul><li>C Urgent not Important (‘could’) </li></ul><ul><li>Prioritise A – B – C order daily </li></ul>
    28. 28. Manage your time: <ul><li>In the car </li></ul><ul><li>In the office </li></ul><ul><li>In meetings </li></ul><ul><li>In projects </li></ul>
    29. 29. Sales Skills
    30. 30. HEALTH AND WELFARE
    31. 31. ANY QUESTIONS?

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