Sales for dummies


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Sales for dummies

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