5 Habits of a  Sales Pro Successful
Lora Ullerich Digital Media Specialist  [email_address] Session Framework Greg Moutstakes Sales Manager Cole Information
Session Framework <ul><li>The stumbling blocks of being a sales advisor.  </li></ul><ul><li>5 habits that can make you suc...
<ul><li>Cole Directory published in 1947. </li></ul><ul><li>Crisscross directory of addresses &    phone numbers. </li></u...
 
<ul><li>Features: </li></ul><ul><ul><li>Webinars </li></ul></ul><ul><ul><li>Playbook download </li></ul></ul><ul><ul><li>A...
Sales is vital <ul><ul><li>Bigger Budget </li></ul></ul><ul><ul><li>Larger sales team  </li></ul></ul><ul><ul><li>More Pro...
Sales is Tough  <ul><li>Timing:  </li></ul><ul><ul><li>The ability to deliver an offer when the consumer is likely to be m...
Combat the Sales Stigma Flickr via  bonkedproducer <ul><li>Pushy </li></ul><ul><li>Annoying </li></ul><ul><li>Rude </li></...
5 Habits of Sales Success  <ul><li>Doesn’t involve a sales pitch </li></ul><ul><li>Is full of opportunity  </li></ul><ul><...
<ul><li>Build Relationships </li></ul><ul><li>Listen </li></ul><ul><li>Find Solutions </li></ul><ul><li>Educate </li></ul>...
Habit 2: Don’t Fear “No” http://www.funnyordie.com/videos/80a71ef8cb/more-cowbell
Habit 2: Don’t Fear “No” <ul><li>View rejection is an opportunity  </li></ul><ul><ul><li>Don’t focus on the negative  </li...
Habit 3: Sell Cupcakes… <ul><li>Not the recipe. </li></ul><ul><li>Give high-level facts </li></ul><ul><li>Avoid confusion ...
Habit 4: Follow Through  <ul><li>Be organized </li></ul><ul><li>Make goals </li></ul><ul><ul><li>Daily </li></ul></ul><ul>...
<ul><li>Various CRMs </li></ul><ul><li>Trigger products </li></ul><ul><ul><ul><li>www.Colexdates.com   </li></ul></ul></ul...
Habit 5: They Have Fun  <ul><li>Celebrate success </li></ul><ul><li>Hold contests </li></ul><ul><li>Display sales    highs...
Five Action Points  <ul><li>Set achievable goals. </li></ul><ul><li>Celebrate success. </li></ul><ul><li>Provide recogniti...
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5 Habits of a Successful Sales Pro

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No doubt you have a co-worker who is top notch when it comes to making the sale. Their phone is ringing off the hook, their calendar is full of prospect meetings and every day it seems they’re reaching new heights and making more money. If you want to become that guy or gal, join us for this Small Business Marketing 101 webinar.

During “ 5 Habits of a Successful Sales Pro”, Cole Information Sales Manager Greg Moustakes joins us to give his insight on how to reach and surpass your sales goals in five easy steps.

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  • Good afternoon. Thanks for joining us for Cole Information’s Small Business Marketing 101 Webinar Today we’re talking about 5 habits of a successful sales pro.
  • Today we’re talking about 5 habits of a successful sales pro—how to reach and surpass your sales goals in 5 easy steps. Small Business Marketing 101 webinar series Thanks for joining us My name is Lora, I’m the digital media specialist for Cole Information. Today I’m happy to have Greg Moustakes on the webinar—he’s the sales manager for Cole, so thanks for joining us. Greg, tell us a little about yourself. Been at Cole for 2 years, started off as a sales associate and worked my way up. Prior to was in advertising as a project manager. You know this co-worker. They are top notch when it comes to making the sale. Their phone is ringing off the hook, their calendar is fulll of prospect meetings and every day it seems they’re reaching new heights and making more money.
  • Discuss today&apos;s session. Today we’re going to go over: If you do have a question, feel free to type in your question in the dashboard to the right of your screen. We will get to those questions by at the end of the presentation. Also, we are recording this session, so we will be able to forward you the video &amp; slides within a day after the session. And one lucky attendee will be $50 richer as we’re giving away an Amazon gift card at the conclusion of today’s presentation.
  • Before we get started, just a little background on Cole Information. In 1947, Jack Cole created Cole Directory, a directory of people by their address and phone number. Jack’s considered the father of direct mail. While companies had dabbled in this type of directory in the past, what made Cole Directory revolutionary was that he used IBM punch cards to streamline the process and thus created a searchable database. This type of crisscross directory was groundbreaking &amp; invaluable to a number of industries including telemarketing, debt collection and law enforcement. Today, through a number of our products, including Cole X-Dates &amp; Cole Lists, we have continued to provide small business owners this searchable database of addresses and phone numbers that allows them to target consumers and businesses in their own neighborhood. We also want to provide small businesses with the necessary tools and information they need to grow their business. We do that through Cole community.com and also these small business 101 webinars.
  • We also have a an online community called Cole Community, where with articles, a blog &amp; other content including past webinars we think is interesting &amp; is beneficial to small business owners like yourself. We invite you to take a look around, check out the site &amp; use it as a resource for your needs.
  • Cole Community features articles, a blog &amp; other content including past webinars we think is interesting &amp; is beneficial to small business owners like yourself. Best of all, it’s FREE! We invite you to take a look around, check out the site &amp; use it as a resource for your needs.
  • It doesn’t matter if you’re in insurance, real estate or the home services industry, if you make more sales, you have more $, you have more opportunity: You have a bigger budget for marketing, advertising &amp; sales. You can hire more sales people to promote your products/services You have the ability to invest and promote additional products &amp; services. There’s more flexibility to test products and markets to see where you could have success For a bigger budget for marketing &amp; sales, You know this co-worker. They are top notch when it comes to making the sale. Their phone is ringing off the hook, their calendar is fulll of prospect meetings and every day it seems they’re reaching new heights and making more money.
  • In sales, timing is everything. It’s what we call opportunistic/trigger marketing Timing is (definition above) Trigger mail helps accomplish this by coordinating your offers with life events: Births Marriages Moves Holidays Major purchases—new car, boat, etc. When you coordinate your offers around these triggers, it heightens the chances that a prospect will find immediate value in your marketing message. It also needs to be relevant—delivering an offer that responds to the customer’s unique needs, desires, preferences, attitudes &amp; attributes Personalized: delivering an offer that’s tailored to a recipient
  • At the same time, there seems to be a certain stigma of being in sales—it’s kind of like being a used car salesman. People think: You’re pushy Annoying Rude Dishonest Loud &amp; hard to deal with So much so that people want to you avoid you like the plague—however, that couldn’t be farther from the truth. So how can you as an honest, hardworking sales advisor combat the stereotype, deliver a solution to your customers &amp; also make your own sales &amp; goals?
  • Today, we’re going to give you the 5 habits of becoming a successful sales advisor so you can become the person your co-workers envy. The tips we provide during today’s presentation: Doesn’t involve a sales pitch is full of opportunity fun You’ll become top notch when it comes to making the sale. Your phone will ringing off the hook, your calendar is full of prospect meetings and every day it seems you’re reaching new heights and making more money.
  • The first habit of a highly successful sales pro is they don’t sell, rather they build relationships with potential clients and customers. This involves: Listening to your customer/prospect’s problem. One way to do this is open-ended questions. “What do you mean by that.” Finding solutions As a subject matter expert, they educate when they can. Are personal—use their strengths to their advantage. For example the Gallup Strenghtfinder is one of many tests you can take to figure out your personality. For me, my top strength is wooing or winning others over, it’s also communication, positivity, etc. By knowing my strengths, I can use those to my advantage &amp; reach out to people &amp; build relationships.
  • The second habit of a successful sales pro is that they don’t fear No Let’s take the example of the SNL skit “Don’t Fear the Reaper” by Blue Oyster Cult it’s a skit the writers had in there several times with several different guests. Each week, executive producer Loren Michaels would reject it, saying it wasn’t funny. It wasn’t until Christopher Walkin was the guest and Will Farrell wore a small t-shirt at the season finalle that it was allowed. Here’s a snippet: http://www.funnyordie.com/videos/80a71ef8cb/more-cowbell Don’t focus on the negative—no is a objection not a rejection Not today may mean a yes tomorrow 6-7 nos prior to yes Timing is everything— In other words, if you’re insurance, timing or trigger opportunities would be a claim being filed, a life change, a weather event ect. Same thing with real estate, it’s just listed/just sold property –that’s a great opportunity to reach out to the neighbors Home services, if you’re working in a neighborhood &amp; you’ve talked to folks in the past about your service/product &amp; they said no, it’s a good idea to reach out them again, because if the neighbor’s doing it, changes are it’s time for that prospect to do the same. Be sure to acknowledge it It keeps your name/agency/company top of mind Shows your business/service is proactive &amp; organized Life events are also part of the feeling sense in terms of: Marriage Baby Teen Retirement death These are milestones in these people’s lives &amp; you should acknowledge them. They love it.
  • Don’t focus on the negative—no is a objection not a rejection Not today may mean a yes tomorrow 6-7 nos prior to yes Timing is everything— In other words, if you’re insurance, timing or trigger opportunities would be a claim being filed, a life change, a weather event ect. Same thing with real estate, it’s just listed/just sold property –that’s a great opportunity to reach out to the neighbors Home services, if you’re working in a neighborhood &amp; you’ve talked to folks in the past about your service/product &amp; they said no, it’s a good idea to reach out them again, because if the neighbor’s doing it, changes are it’s time for that prospect to do the same. Be sure to acknowledge it It keeps your name/agency/company top of mind Shows your business/service is proactive &amp; organized Life events are also part of the feeling sense in terms of: Marriage Baby Teen Retirement death These are milestones in these people’s lives &amp; you should acknowledge them. They love it.
  • Habit #3, highly successful sales people sell cupcakes, not the recipe. Why? Because it avoids confusion, more questions &amp; an eventual no. Remember habit #1? You’re listening, building a relationship &amp; educating—that doesn’t mean you have to give more information than people need— Think about your elevator speech—since you only have a small window of time like 30 seconds to get your message out, you need to have an easy way to tell prospects what you do &amp; generate some interest. Example:??? Hello. My name is Greg with Cole Information. We have the easiest to use, most inexpensive prospecting programs on the market.
  • Habit #4: they follow through. It’s hard for sales people to be organized. Structure your day based on your personality—for everyone it’s different. When you tell a prospect I’ll be in touch in a few weeks, call back in a few weeks. They’re organized—so when they are organized, they took notes &amp; said hey this is Lora from Cole Information, I spoke to you a few weeks back about finding new customers for your x business. Just wanted to follow up on that to see if I could help you out &amp; also how your daughter’s b-day party went?
  • How do you keep track of these triggers quickly &amp; effectively? I’m sure many of you have various customer relationship management or CRM tools computer-based methods and programs that help a business organize and manage customer relations. Also, for insurance agents, we have what’s called X-Dates, which specifically helps you track &amp; monitor an expiring homeowner’s policy. You can sort by years the homeowner has lived in their home among other factors including estimated home value, income, etc. There’s also Cole Lists, which allows you to get those that allows you the ability to identify those new movers. You can pull a list and start with a direct mail campaign with a coupon, incentive. And while many of those can be costly &amp; hard to manage, other ways are a bit easier &amp; include: Social media—you can keep track of birthdays with your friends. Google alerts Email/Outlook you’re able to schedule things on your calendar to follow up with someone whether it’s for a special event or occasion. Just be consistent with how you organize it.
  • Habit #5 of a successful sales pro: they have fun. Here at Cole, we hold monthly contests and also throughout the month. We have a whiteboard that sales advisors and customer care associates put their up their sales &amp; renewal numbers. We’ve clapped for every sale. In reference to the SNL “reaper” skit, we also will be cowbells too. None-related sales contests like taco eating contest. They celebrate success: Birthdays, life events, sales success Be sure to acknowledge it It keeps your name/agency/company top of mind Shows your business/service is proactive &amp; organized Keeps people positive so they’re fresh on the phone, rejections don’t build up.
  • Here are 5 ways to get motivated today! Here’s some tips found online: Common Tips to Motivate A Sales Team: http://www.coachwithjeremy.com/blog/motivation/how-to-motivate-your-sales-team Create a clear sales plan Provide ample sales training ( learn why sales training alone fails) Set achievable goals Empower your sales team Establish a solid base salary in addition to their commissions and bonuses Provide positive feedback and recognition Celebrate the successes Communicate frequently with your team and have an open door policy Involve your sales team with setting quotas, sales plans, sales goals Set challenging goals Motivate with significant bonuses Established sales contests or sales games Provide sophisticated sales tools, from the best CRM, to marketing support, to internal support Spend time helping out on sales calls Grant sales’ awards, such as sales person of the month or sales person of the year Adjust compensation plans to increase motivation
  • 5 Habits of a Successful Sales Pro

    1. 1. 5 Habits of a Sales Pro Successful
    2. 2. Lora Ullerich Digital Media Specialist [email_address] Session Framework Greg Moutstakes Sales Manager Cole Information
    3. 3. Session Framework <ul><li>The stumbling blocks of being a sales advisor. </li></ul><ul><li>5 habits that can make you successful. </li></ul><ul><li>Close with five action points to get motivated today. </li></ul>Session Framework
    4. 4. <ul><li>Cole Directory published in 1947. </li></ul><ul><li>Crisscross directory of addresses & phone numbers. </li></ul><ul><li>Invaluable information for a number of industries: </li></ul><ul><ul><ul><li>Telemarketing </li></ul></ul></ul><ul><ul><ul><li>Debt collection </li></ul></ul></ul><ul><ul><ul><li>Law enforcement </li></ul></ul></ul><ul><li>Today, web-based lead generation for businesses. </li></ul>Background Jack Cole
    5. 6. <ul><li>Features: </li></ul><ul><ul><li>Webinars </li></ul></ul><ul><ul><li>Playbook download </li></ul></ul><ul><ul><li>Articles </li></ul></ul><ul><ul><li>Buddy’s Blog </li></ul></ul><ul><ul><li>Resources </li></ul></ul>
    6. 7. Sales is vital <ul><ul><li>Bigger Budget </li></ul></ul><ul><ul><li>Larger sales team </li></ul></ul><ul><ul><li>More Products/Services </li></ul></ul><ul><ul><li>More flexibility </li></ul></ul>More Sales = More Opportunity
    7. 8. Sales is Tough <ul><li>Timing: </li></ul><ul><ul><li>The ability to deliver an offer when the consumer is likely to be most interested. </li></ul></ul><ul><li>Relevant: </li></ul><ul><ul><li>Respond to the customer’s unique needs, desires, preferences, attitudes, etc. </li></ul></ul><ul><li>Personalized: </li></ul><ul><ul><li>Tailor it to your ideal customer. </li></ul></ul>
    8. 9. Combat the Sales Stigma Flickr via bonkedproducer <ul><li>Pushy </li></ul><ul><li>Annoying </li></ul><ul><li>Rude </li></ul><ul><li>Dishonest </li></ul><ul><li>Hard to handle </li></ul>
    9. 10. 5 Habits of Sales Success <ul><li>Doesn’t involve a sales pitch </li></ul><ul><li>Is full of opportunity </li></ul><ul><li>Fun </li></ul>
    10. 11. <ul><li>Build Relationships </li></ul><ul><li>Listen </li></ul><ul><li>Find Solutions </li></ul><ul><li>Educate </li></ul><ul><li>Get Personal </li></ul><ul><li>Action Items </li></ul><ul><li>Ask open-ended questions. </li></ul><ul><li>What are you trying to accomplish? </li></ul><ul><li>Not every call is sales-related. </li></ul><ul><li>People buy from people they like & trust. </li></ul>Habit 1: Don’t Sell
    11. 12. Habit 2: Don’t Fear “No” http://www.funnyordie.com/videos/80a71ef8cb/more-cowbell
    12. 13. Habit 2: Don’t Fear “No” <ul><li>View rejection is an opportunity </li></ul><ul><ul><li>Don’t focus on the negative </li></ul></ul><ul><ul><li>No is a objection not a rejection </li></ul></ul><ul><ul><li>No today may mean yes tomorrow </li></ul></ul><ul><ul><li>Timing is everything </li></ul></ul>
    13. 14. Habit 3: Sell Cupcakes… <ul><li>Not the recipe. </li></ul><ul><li>Give high-level facts </li></ul><ul><li>Avoid confusion </li></ul><ul><li>Elevator speech </li></ul><ul><ul><li>:30 customer-focused info </li></ul></ul>Flickr via zigazou76
    14. 15. Habit 4: Follow Through <ul><li>Be organized </li></ul><ul><li>Make goals </li></ul><ul><ul><li>Daily </li></ul></ul><ul><ul><li>Month </li></ul></ul><ul><ul><li>Quarterly </li></ul></ul><ul><li>Have a clear vision </li></ul><ul><li>Use resources </li></ul>
    15. 16. <ul><li>Various CRMs </li></ul><ul><li>Trigger products </li></ul><ul><ul><ul><li>www.Colexdates.com </li></ul></ul></ul><ul><ul><ul><li>www.Colelists.com </li></ul></ul></ul><ul><li>Social Media </li></ul><ul><li>Google Alerts </li></ul><ul><li>Email/Outlook </li></ul>Resources
    16. 17. Habit 5: They Have Fun <ul><li>Celebrate success </li></ul><ul><li>Hold contests </li></ul><ul><li>Display sales highs/lows </li></ul>Flickr via Will Clayton
    17. 18. Five Action Points <ul><li>Set achievable goals. </li></ul><ul><li>Celebrate success. </li></ul><ul><li>Provide recognition. </li></ul><ul><li>Hold a variety of sales contest. </li></ul><ul><li>Empower yourself and your staff. </li></ul>
    18. 19. 8
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