Jobstreet Annual Sales Convention - Success In Sales
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  • 1. Jobstreet.com Malaysia Sales Convention: 11 January 2008 New Year New Beginning Totally Unrelated, Random and Debatable concepts on success and sales
  • 2.
    • Congratulations.
    • You are going to die.
  • 3. Congratulations. You are going to die
    • Every year is a game
    • The objective of game is to build up your “Achievement CV” from Jan 1 to Dec 31.
    • How much difference can you make to yourself, others, company? How much difference did you make last year?
    • Forget about last year, its past, even if you did very good or very bad
    • This is a New Year. So we have to start with a New Beginning.
  • 4. Why are you here? You are good. That is already proven. But being good is not enough.
  • 5. A. Begin with your Dream, your Goal
  • 6. Begin with your Dream, your Goal
    • What do you really want?
    • Aim for more. It is better to aim 100 and get 50, than to aim 10 and get 10.
    • No one will give to you your dream. You have to get it yourself!
    • It’s never too late to start.
    • What price are you willing to pay to get your dream?
    • Don’t let anyone look down on you.
  • 7. B. Begin with your Attitude
  • 8. Begin with your Attitude
    • It is difficult to list down Good Attitudes. It is easier to list down Bad Attitudes
      • Complaining
      • Openly criticizing
      • Refuse to listen to advice
      • Think you are the best
      • Refuse to improve yourself
      • Always think you are right, everyone else is wrong
      • Thinking that everyone owe you something
  • 9. Begin with your Attitude
    • Be careful of the ‘us’ vs ‘them’ thinking.
    • If you don't like the company, resign!, otherwise you will be miserable.
    • Loyalty to the company is a must, as long as you remain as an employee, eg wedded couple!,
    • Loyalty means inside the company and outside.
  • 10. Begin with your Attitude
    • Serve before expecting to be served
    • Have high standards for yourself
    • Never complain about how hard you work
  • 11. C. Begin with your Habits
  • 12. Begin with your Habits
    • Steps to Success…
      • Your success depends on what you do.
      • What you do depends on who you are.
      • Who you are depends on Habits
    • What we do, say and think is 90% controlled by habits.
  • 13. Begin with your Habits
    • Control your habits, and you can control your Success.
    • Failure is also because of habits.
    • Develop the right Habits – SALES HABITS
  • 14. D. Begin with Relationships
  • 15. Managing your Relationships
    • Basics of Relationships
    • Why?
    • Good performance & skill won't get you very far. You need others to succeed
    • Five Rules for Successful Relationships:
      • Be Yourself
      • Be of Value
      • Be Consistent
      • Be Truthful
      • Do What You Say
  • 16. Managing your Relationships
    • Basics of Relationships
    • You cannot get people to listen to you if they don't like you.
    • And if they don’t listen to you, you won’t accomplish anything!
    • Relationships = Expectations.
    • You must know the expectations and manage those expectations.
  • 17. Managing your Relationships: People Skills
    • People are interested in themselves, not in you
    • What is the most interesting subject in the world to them? THEMSELVES
    • Take four words out of your vocabulary: “I, me, my, mine” and substitute for the most powerful word: “YOU”
    • Remember that the more important you make people feel, the more they will respond to you.
    • Avoid arguing.
  • 18. Communication SF LINA L isten with interest and praise make the person feel I mportant use their N ame A sk questions
  • 19. Personality SF S + FH + C S mile F irm H andshake C ompliment
  • 20. E. Begin with your Potential
  • 21. How to reach your maximum potential
    • G row up
    • U nderstand Yourself
    • I nvest in Yourself
    • E liminate “Cannot be Done”
    • “ Y ou are being observed all the time”
  • 22.
    • “ E verything depends on Relationships”
    • C hoose your close Friends
    • S erve
    • C ontrol and use your Emotions
    • D iscipline
    How to reach your maximum potential
  • 23. “ You will be same person in five years except for the people you meet and the books you read” Charlie “Tremendous” Jones
  • 24. Improve Sales. Kill the Competition. Enjoy Life. And now for…. Laws, Tips and Techniques for Boosting Sales Performance
  • 25. What business is Jobstreet in? But first… What are you selling?
  • 26. Sales Mindset
    • If I don’t get it done, they will get someone else to do it
    • Overall/Ultimate end-objective
    • Accountability
    • Positive persistence
    • Failure acceptance
  • 27. Sales Mindset
    • Partnerships win – some else always wants what you have and vice versa
    • Ready to Sacrifice
    • There are always people better than you
    • Learn, before you need it
    • There will always be jerks in your way
  • 28. Universal Law Law of the Ping-Pong Ball a.k.a. Law of Cause and Effect
  • 29. Law of ‘Averages’
    • Sales has always been a numbers game
    • 20/12/8/3
    • Go Wide, Dig Deep
  • 30. Law of Buy-in
    • People will always buy ‘You’ first, before they buy the product
    • Respect, Credibility, Trust, Love/Hate
  • 31. Law of Annoyance
    • Things our prospects and customers wish we wouldn’t do that really annoys them:
      • pushy.
      • call too much.
      • disrespectful of their time.
      • keep calling if they say they’re not interested.
      • appear not to understand them,
      • don’t listen.
      • don’t know about our own products/ services.
      • rude, arrogant, or inattentive.
      • vague or unclear.
      • won’t take no for an answer.
  • 32. Law of 24/7
    • In sales, there is no such thing as 9-to-5 job
    • Sales is a 24 hours, 7 days a week ‘life’
    • You never stop ‘selling’
  • 33. Law of Q&A
    • No one likes to listen to ‘sales talk’
    • The more QUESTIONS you ask, the more sales you get
  • 34. Law of the Panadol
    • Creative solutions for customers will always come from the ‘problems’
    • Sales is about ‘solving the problem’ not selling the solution
    • Example: We do not sell Panadol. We sell quick headache relief in 30 seconds.
  • 35. Law of Momentum
    • Never aim for the Big Bang. There is no such thing.
    • Achievement comes from building momentum
    • “Start Small, Grow Fast, Make Money”
  • 36. Law of Clarity
    • A confused prospect will never buy
    • Avoid ‘jargons’ and ‘features’ and ‘latest this and that…’
    • Do not assume they understand you.
  • 37. Law of Powerpoint
    • Two major problems with people who always use slides:
      • Do not know how to use them
      • Talking too much
    • DO NOT talk to the slides when presenting.
    • DO NOT fit many things into one page
    • DO NOT get fancy with slide transitions, builds and other custom animations
  • 38. Law of the 3-point Plan
    • List (A, B, C)
    • Plan
    • Convert (A, B, C)
  • 39. Law of No ‘No’
    • Try not to get the prospect to say ‘No’
    • ‘Always use the Temperature Test
    • Some Trial Questions:
      • "How does it sound so far?"
      • "Does that make sense?"
      • "Is this what you're looking for?"
      • "What do you think?"
      • "How close do you feel this comes to meeting your needs?"
  • 40. Law of Belief
    • Never assume they believe you
    • Tell them only as much as they’ll believe
    • Point out the disadvantages
    • Use precise numbers
    • If you have something to gain, let them know
    • Use the power of the printed word
    • Let them know who else says so
  • 41. Law of Comparison
    • Comparison . When Others Are Doing It, You Should, Too.
    • We view a behavior as correct in a given situation to the degree we see others performing it
  • 42. Law of Authority
    • Authority . When the Source Is An Authority, You Can Believe It.
    • Humans by nature have a deep-seated sense of duty to authority.
  • 43. Law of Reciprocity
    • Reciprocity . When Someone Gives You Something, You Should Give Something Back.
    • We should try to repay, in kind, what another person has provided for us
  • 44. Law of Consistency
    • Commitment/Consistency . When You Take A Stand, You Should Be Consistent.
    • Once we make a choice or take a stand (commitment), we will encounter personal and interpersonal pressures to behave consistently with that commitment (consistency).
    • Involvement and Buy-in
  • 45. Law of Scarcity
    • Scarcity . When It Is Rare, It Is Good
    • Opportunities seem more valuable to us when they are less available.
    • Things that can be scare: time, money, opportunity, physical
  • 46. Law of Self Perception
    • Self perception . We learn about ourselves by observing our own behavior.
    • If we observe ourselves doing some thing then we reason that we must like the thing.
  • 47. Door-in-the-face (DITF)
    • Make a LARGE request, then when it is refused, make a smaller (real) request
    • First Step Second Step
    • get No! (large request) get Yes! (real request)
    • Why DITF works?
      • Reciprocity .
      • Contrast
  • 48. Foot-in-the-door (FITD)
    • First make a SMALL request, then when granted, make a larger (real) request
    • First Step Second Step
    • get Yes! (small request) get Yes! (real request)
    • Example: Blood Donation
    • Why FITD works?
      • Commitment/Consistency, Self perception, Contrast
  • 49. Influence SF PASSE P raise and encourage A sk questions allow the person to S ave Face use S MART goals E ncourage small improvements
  • 50. Tele Dynamics
    • What is the objective of a Telephone call?
    • To set up an appointment or another tele call
    • Why? Productivity – do not waste time on ‘no use’ prospects
    • What NOT to do in tele calls: long, facts, explain, Q&A, defend, objections
    • What to DO: create interest, next step
  • 51. Some Final Thoughts And now to end…
  • 52. Who are you really working for?
  • 53.
    • “ What scares me more than death?
    • It is that I lived, and died, and I did not do anything significant with my life.”
  • 54.
    • Make this new year a wonderful new beginning for yourself and your loved ones.
  • 55. Endnote
    • The rest is up to you.
  • 56. Thank You. soft copy of slides: www.totallyunrelatedrandomanddebatable.blogspot.com