Your SlideShare is downloading. ×
  • Like
Rockstar Experience for Sales Gappers
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×

Now you can save presentations on your phone or tablet

Available for both IPhone and Android

Text the download link to your phone

Standard text messaging rates apply

Rockstar Experience for Sales Gappers

  • 117 views
Published

The presentation from Rockstar Experience training held at Base Camp in Dec 2010.

The presentation from Rockstar Experience training held at Base Camp in Dec 2010.

Published in Business
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Be the first to comment
    Be the first to like this
No Downloads

Views

Total Views
117
On SlideShare
0
From Embeds
0
Number of Embeds
0

Actions

Shares
Downloads
8
Comments
0
Likes
0

Embeds 0

No embeds

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
    No notes for slide
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n

Transcript

  • 1. EXPERIENCE Act 1 - Sound Check
  • 2. SET LIST:(WHAT YOU’ll LEARN) How to be a RockStar Know your fans! Gearing up for show time Keep rocking show after show
  • 3. Who’s your RockStar?
  • 4. How do you describe what it is that you do?
  • 5. Story
  • 6. I’m putting cement on the bricks.
  • 7. I’m building a wallI’m putting cement on the bricks.
  • 8. I’m building a church I’m building a wallI’m putting cement on the bricks.
  • 9. I’m building a cathedral that will glorify God and will inspire and comfort a whole community I’m building a church I’m building a wallI’m putting cement on the bricks.
  • 10. I’m answering the phone.
  • 11. I’m selling a trip.I’m answering the phone.
  • 12. I’m trying to find the best trip for my customer. I’m selling a trip. I’m answering the phone.
  • 13. I’m changing people’s lives and creating happiness.I’m trying to find the best trip for my customer. I’m selling a trip. I’m answering the phone.
  • 14. Worksheet - Buying behaviour 3 minutes 1.Read and complete the worksheet. 2. Be prepared to discuss your responses with the group.
  • 15. What makes a good sales person?
  • 16. What makes a good sales person? ProductKnowledge
  • 17. What makes a good sales person? Product People SkillsKnowledge
  • 18. What is your number one priority on a call?
  • 19. Why?
  • 20. Why?Old View
  • 21. Why?Old View
  • 22. Why?Old View I’m here to make a sale for myself and for Gap Adventures
  • 23. Why?Old View I’m here to make a I’m here to help our sale for myself and customers find the best for Gap Adventures experience for themselves
  • 24. Why?Old View I’m here to make a I’m here to help our sale for myself and customers find the best for Gap Adventures experience for themselves
  • 25. Why?Old View I’m here to make a I’m here to help our sale for myself and customers find the best for Gap Adventures experience for themselves Either/Or
  • 26. Why?Old View I’m here to make a I’m here to help our sale for myself and customers find the best for Gap Adventures experience for themselves Either/OrNew View
  • 27. Why?Old View I’m here to make a I’m here to help our sale for myself and customers find the best for Gap Adventures experience for themselves Either/OrNew View “I’m here to make a sale for myself and for Gap Adventures...
  • 28. Why?Old View I’m here to make a I’m here to help our sale for myself and customers find the best for Gap Adventures experience for themselves Either/OrNew View “I’m here to make a sale for myself and for Gap Adventures...
  • 29. Why?Old View I’m here to make a I’m here to help our sale for myself and customers find the best for Gap Adventures experience for themselves Either/OrNew View “I’m here to make a sale for myself and for Gap Adventures... Problem Solving Attitude
  • 30. Why?Old View I’m here to make a I’m here to help our sale for myself and customers find the best for Gap Adventures experience for themselves Either/OrNew View “I’m here to make a sale for myself and for Gap Adventures... Problem Solving Attitude
  • 31. Why?Old View I’m here to make a I’m here to help our sale for myself and customers find the best for Gap Adventures experience for themselves Either/OrNew View “I’m here to make a ....by helping our customers sale for myself and for find the best experience for Gap Adventures... themselves” Problem Solving Attitude
  • 32. Why?Old View I’m here to make a I’m here to help our sale for myself and customers find the best for Gap Adventures experience for themselves Either/OrNew View “I’m here to make a sale for myself and for G! !!! ....by helping our customers find the best experience for Gap Adventures... H IN themselves” T T H Problem Solving R IG Attitude E O TH D
  • 33. “How can you ensure that you are providing a ‘rockstar’ experience to our travelers?”
  • 34. How?= energy and focus
  • 35. How? Old View ? Buying DecisionPresent and Overcome Objections Uncover Needs Build Rapport = energy and focus
  • 36. How? Old View New View ? Support Buying DecisionPresent and Overcome Advocate Objections Uncover Needs Discover Build Rapport Relate = energy and focus
  • 37. Know your fans!
  • 38. Pair Activity - Know your fans 5 minutes 1.Pick a card from the hat! a. In your group, complete the worksheet for your traveler. 2. Present back to the rest of the class about your fan type.
  • 39. Where Do Gap Travellers Come From?
  • 40. Where Do Gap Travellers Come From? 20%
  • 41. Where Do Gap Travellers Come From? 20%
  • 42. Where Do Gap Travellers Come From? 20% 15%
  • 43. Where Do Gap Travellers Come From? 20% 15%
  • 44. Where Do Gap Travellers Come From? 20% 15% 32%
  • 45. Where Do Gap Travellers Come From? 20% 15% 32%
  • 46. Where Do Gap Travellers Come From? 20% 14% 15% 32%
  • 47. Where Do Gap Travellers Come From? 20% 14% 15% 32%
  • 48. Where Do Gap Travellers Come From? 20% 1% 14% 15% 32%
  • 49. Where Do Gap Travellers Come From? 18% 20% 1% 14% 15% 32%
  • 50. Where Do Gap Travellers Come From? 18% 20% 1% 14% 15% 32%
  • 51. 61% are female 39% are male
  • 52. What’s the Gender Breakdown? 61% are female 39% are male
  • 53. Where are they going?
  • 54. Where are they going?
  • 55. Where are they going? 49%
  • 56. Where are they going? 21% 49%
  • 57. Where are they going? 14% 21% 49%
  • 58. Where are they going? 14% 21% 13% 49%
  • 59. Where are they going? 4% 14% 21% 13% 49%
  • 60. Where are they going? 4% 14% 21% 13% 49% 1%
  • 61. What service level is most popular?
  • 62. What service level is most popular?
  • 63. What service level is most popular?
  • 64. What service level is most popular?
  • 65. What service level is most popular?
  • 66. What service level is most popular? 59% Standard
  • 67. What service level is most popular? 59% Standard 27% Basic
  • 68. What service level is most popular? 59% Standard 27% Basic 11% Comfort
  • 69. What service level is most popular? 59% Standard 27% Basic 11% Comfort 3% Superior
  • 70. What service level is What trip types are most popular? most popular? 59% Standard 27% Basic 11% Comfort 3% Superior
  • 71. What service level is What trip types are most popular? most popular? 59% Standard 27% Basic 11% Comfort 3% Superior
  • 72. What service level is What trip types are most popular? most popular? 59% Standard 27% Basic 11% Comfort 3% Superior
  • 73. What service level is What trip types are most popular? most popular? 59% Standard 27% Basic 11% Comfort 3% Superior
  • 74. What service level is What trip types are most popular? most popular? 59% Standard 77% Classic 27% Basic 11% Comfort 3% Superior
  • 75. What service level is What trip types are most popular? most popular? 59% Standard 77% Classic 27% 10% Independent Basic 11% Comfort 3% Superior
  • 76. What service level is What trip types are most popular? most popular? 59% Standard 77% Classic 27% 10% Independent Basic 9% 11% Active Comfort 3% Superior
  • 77. Travel Agents
  • 78. Group Activity - Naming Game 45 secs. 1.Write down as many travel agencies as you can think of a. Agency chains can only be mentioned once (i.e. cannot list multiple locations of the same chain) 2. Group with the most names gets the prize!
  • 79. Travel Agents
  • 80. What does a travel agent want?
  • 81. What does a travel agent want?Why do they want those things?
  • 82. Why do they want those things?
  • 83. Group Activity - Create a pitch 4 minutes 1.Come up with a one-minute pitch for new travel agents booking with us for the first time. a) Who are we? b) What do we stand for? c) What can they expect? 2. Share the pitch with the rest of the class
  • 84. Gearing up for show time
  • 85. First Impressions
  • 86. How long does it take to form a first impression?
  • 87. How long does it take to form a first impression? 7 seconds in person
  • 88. How we form first impressions
  • 89. How we form first impressions Age Looks Dress Facial Expression Age Body Language Tone of voice Pace of speech What they say
  • 90. How we form first impressions Age Looks Dress Facial Expression Age Body Language Tone of voice Pace of speech What they say
  • 91. How we form first impressions Age Looks Dress Facial Expression Age Body Language Tone of voice Pace of speech What they say
  • 92. How we derive meaning from someone Non-verbal cues Tone of voice Words
  • 93. How we derive meaning from someone 55% Non-verbal cues Tone of voice Words
  • 94. How we derive meaning from someone 38% 55% Non-verbal cues Tone of voice Words
  • 95. How we derive meaning from someone 7% 38% 55% Non-verbal cues Tone of voice Words
  • 96. Power of a Smile
  • 97. Modeling Role-play - The effect tone and pacing 4 minutes 1.Listen to the effect of tone and pacing for the next 4 introduction role plays. a) How does the agent sound? b) How will this impact the traveller? 2. Be prepared to discuss.
  • 98. Tone, pacing and mirroring
  • 99. Great!Good
  • 100. Keep rocking show after show
  • 101. Barriers
  • 102. Strategies
  • 103. EXPERIENCE Act 1 - Sound Check
  • 104. SET LIST:(WHAT YOU’ll LEARN) How to be a RockStar Know your fans! Gearing up for show time Keep rocking show after show
  • 105. You do not want to be considered just thebest of the best. You want to be consideredthe only ones who do what you do. - Jerry Garcia