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

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