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Sales for dummies
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Sales for dummies


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  • 1. Welcome to Woods Chapel Crossroads Career Network!
  • 2. Sales for Dummies…
    …and Job Seekers
  • 3. The Sales “Process”
  • 4. Prospecting
    Just like exercising– it’s good for you and produces results if you do it consistently.
    • Research targets
    • 5. Prepare
    • 6. Be Organized
    • 7. Get connected
    • 8. Follow up
    • 9. It’s a numbers game (10 – 3 – 1 Rule)
  • Cold Calling
    • Know your objective and the purpose of your call before you start
    • 10. State your name (takes away “may I ask who’s calling”)
    • 11. State your purpose quickly
    • 12. Make statements that build rapport and confidence
    • 13. Be sincere
    • 14. Get past the voice mail
    • 15. Keep your eye on the prize – never lose sight of your objective no matter where the call goes
  • Warm up your Cold Calls
    • ALWAYS ask for referrals
    • 16. Call someone other than the prospect to get information about the prospect or the prospect's company
    • 17. Drop a name you know “on the inside”
    • 18. Send them a guerilla resume or other materials
    • Thank you, Thank you, Thank you.
    • 19. When would be a good time to follow up?
    • 20. Be persistent, but don’t be a pest.
    • 21. Keep your name in front of EVERYONE
    • 22. Give something they want / need away
  • Gitomer’s Approach to Cold Calling
    It's an attitude and a numbers game...If you see enough people and you have the right attitude, (and you're prepared) you will succeed.
    Get ready for the fact that you won't make a sale every time. You will get NO a majority of the time – big deal, so what?
    Embrace the fact you’ll hear no more often than yes. Start thanking people for telling you no because they're helping you get one step closer to yes
    Ask them if they know anyone else that might not be interested, because you still need three more no's before someone says yes
  • 23. Cold calling is an acquired skill. You acquire it by practicing and being prepared.
    Want to get better at cold calling? Easy, make more cold calls.
    The biggest most important rule of cold calling is... Have fun! It's a game – play to win.
  • 24. Qualifying
    What – How – Who – Why
    What does the company do?
    What is the company culture
    What is their track record?
    What immediate opportunities exist?
    What can you offer that is unique?
  • 25. Qualifying
    What – How – Who – Why
    How much do you know about the industry?
    How would you fit into the organization?
    How excited can you get about a job there?
    How do they hire?
  • 26. Qualifying
    What – How – Who – Why
    Who are the organization’s leaders?
    Who are the Gatekeepers? The Keymasters?
    Who are the decision makers?
    Who might be a roadblock to your success?
  • 27. Qualifying
    What – How – Who – Why
    Why are you interested in this company?
    Why do YOU think you would be an asset?
    Why should they hire you?
    “Investigate requirements” thoroughly review job descriptions
    Contact an insider for information that is not posted
    Research the company BEFORE you write your cover and resume
    Find direct or transferable reasons you are qualified
    Focus on what you will DO, not what you’ve DONE
  • 29. PROPOSAL
    Your “pitch” needs to stand out – STAR focused
    What points do you want an organization to remember about you?
    Elevator speech focused on them
    Focus on how your skills and experiences will benefit the organization
    Emphasize those skills where you really excel
    Focus on your “soft skills” and character traits
    Have a list of strengths that have served you well on the job
    Congratulations! Its time to finally turned all the NO’S into a YES
    Know your true value in the market
    Don’t be afraid to tell them NO
    First number out is NOT a loser, if you have done your homework
    Always Be Closing
    If I could, would you?
  • 31. Sign on the Line that is Dotted….
    It’s finally time to relax. You have a job. NOT!
    Underpromise & overdeliver
    Continue to build relationships both in and outside of the organization
    Ask for feedback and adjust your course
    Observe office politics, but do not participate
    Learn how each person operates and tailor your approach
  • 32. Show class, have pride, and display character. If you do, winning takes care of itself.
    Paul “Bear” Bryant
    Show me someone who has done something worthwhile, and I'll show you someone who has overcome adversity.
    Lou Holtz
  • 33. Prayer Requests?
  • 34. Woods Chapel Crossroads Ministry Leaders
    Dave Templeman:
    Chad Snider:
    Paul Quinlan:
    Kristy Marcum-Kempin:
    Dave Crocker:
    Terry Matz: