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Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
Jobstreet Annual Sales Convention - Success In Sales
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Jobstreet Annual Sales Convention - Success In Sales

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  • Transcript

    • 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

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