Building marvelous sales team

554 views
484 views

Published on

Published in: Business, Technology
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
554
On SlideShare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
5
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Building marvelous sales team

  1. 1. BUILIDNG MARVELOUS SALES TEAM www.MarvinLeBlanc.com facebook.com/MarvinLeBlanc linkedin.com/in/MarvinLeBlanc twitter.com/MarvinLeBlanc
  2. 2. GITOMER ON “NEW” www.MarvinLeBlanc.com Source: http://www.gitomer.com/articles/View.html?id=15936 <ul><li>WHERE IS THE NEW CUSTOMER? HE’S IN THE NEW WORLD…ARE YOU? </li></ul><ul><li>- How you prepare for the new customer will determine your long-term success. </li></ul><ul><li>Yes, the Internet has been there for a few years… </li></ul><ul><li>The new customer: </li></ul><ul><ul><li>is value oriented. </li></ul></ul><ul><ul><li>wants a relationship. </li></ul></ul><ul><ul><li>wants, needs and expects GREAT service after the sale. </li></ul></ul><ul><ul><li>needs help and expert advice. </li></ul></ul><ul><ul><li>is looking for ideas and answers. </li></ul></ul><ul><ul><li>Is looking for ease of doing business with you. </li></ul></ul><ul><li>Will your new customer buy from you, or your competition? </li></ul>
  3. 3. 10 MOST COMMON MISTAKES SALESPEOPLE MAKE Source: article written by Brian Azar, President, The Sales Catalyst, Inc. <ul><li>They talk instead of LISTEN. </li></ul><ul><li>2. They presume the prospect’s needs instead of ASKING QUESTIONS. </li></ul><ul><li>3. They ANSWER UNASKED QUESTIONS. </li></ul><ul><li>4. They fail to get the prospect to REVEAL BUDGET up front. </li></ul><ul><li>5. They make TOO MANY FOLLOW-UP CALLS when sale is actually dead. </li></ul><ul><li>6. They fail to get a COMMITMENT TO PURCHASE when making a presentation. </li></ul><ul><li>7. They chat about everything and AVOID STARTING THE SALE. </li></ul><ul><li>8. They would rather hear “I want to think it over,” than to hear, “NO.” </li></ul><ul><li>9. They see themselves as BEGGARS instead of DOCTORS. </li></ul><ul><li>10. They work without a SYSTEMATIC APPROACH to selling. </li></ul><ul><li>  </li></ul><ul><li>  </li></ul><ul><li>  </li></ul>www.MarvinLeBlanc.com
  4. 4. FIVE STEPS TO THE SALE <ul><li>1. A _________________________________________ </li></ul><ul><li>  </li></ul><ul><li>2. I _________________________________________ </li></ul><ul><li>  </li></ul><ul><li>3. C _________________________________________ </li></ul><ul><li>  </li></ul><ul><li>4. D _________________________________________ </li></ul><ul><li>  </li></ul><ul><li>5. C _________________________________________ </li></ul><ul><li>  </li></ul>www.MarvinLeBlanc.com Source: Adapted from Dale Carnegie and Associates Inc.
  5. 5. THE 8 CIRCLES TO FINANCIAL FREEDOM © 2011 www.MarvelousPerformanceSystems.com www.MarvinLeBlanc.com
  6. 6. www.MarvinLeBlanc.com
  7. 7. BENEFITS OF TANDEMS <ul><li>___________________is totally different. </li></ul><ul><li>___________________: sell more products on each appointment to EXISTING clients. </li></ul><ul><li>Newly formed team had self-confidence, knowledge and selling gaps. </li></ul><ul><li>NEEDED TO ___________________FROM THEIR LEADER. </li></ul><ul><li>Tandem appointments allow the Team Members to ___________________. </li></ul><ul><li>I hate paperwork. My Team Members love ___________________. </li></ul><ul><li>They prep for the appointment. All I do is sign. If I have to do more, they don’t earn BONUS. </li></ul><ul><li>Allows me to use my ___________________ & the ___________________ of my Team Members. </li></ul><ul><li>Commissioned Teacher/Counselor (whiteboard & marker & I’m happy.) </li></ul>© 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
  8. 8. IFR © 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
  9. 9. IFR CHECKLIST © 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
  10. 10. FOUR WORTHWHILE QUESTIONS <ul><li>1. What do you ___________________? </li></ul><ul><li>2. What do you___________________? </li></ul><ul><li>  </li></ul><ul><li>3. What do you ___________________? </li></ul><ul><li>  </li></ul><ul><li>4. What do you ___________________? </li></ul>© 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
  11. 11. T-I-R-E-D © 2011 Marvelous Performance Systems The benefits a life insurance plan will provide: T _________________________________________ I _________________________________________   R _________________________________________ E _________________________________________ D _________________________________________ www.MarvinLeBlanc.com
  12. 12. BOX OF PROTECTION © 2011 Marvelous Performance Systems FIRE __________/__________ DISABILITY __________/__________ LIFE __________/__________ FLOOD __________/__________ www.MarvinLeBlanc.com
  13. 13. HOW TO BECOME REFERABLE © 2011 Marvelous Performance Systems <ul><li>Show up on time. </li></ul><ul><li>Pat attention. </li></ul><ul><li>Ask questions. </li></ul><ul><li>Listen. </li></ul><ul><li>Say please and thank you. </li></ul><ul><li>Do what you say you will do. Actually follow up. </li></ul><ul><li>Be really nice. </li></ul><ul><li>Never quit. </li></ul>www.MarvinLeBlanc.com
  14. 14. REFERRAL PROSPECTS © 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
  15. 15. REFERRAL WORD TRACK <ul><li>1. _______________________________ </li></ul><ul><li>  </li></ul><ul><li>2. _______________________________ </li></ul><ul><li>  </li></ul><ul><li>3. _______________________________ </li></ul><ul><li>  </li></ul><ul><li>4. _______________________________ </li></ul>© 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
  16. 16. 60 SECOND INTRODUCTION: AUTO FLEETS © 2011 Marvelous Performance Systems GOOD AFTERNOON, I AM ____________________________ WITH __________________________. THE MARINES HAVE A MEMORY HOOK THAT SAYS “THE MARINES – LOOKING FOR A FEW GOOD MEN.” TODAY _____________ NEEDS YOUR HELP IN – LOOKING FOR A FEW AUTO FLEETS. SO IF YOU WOULD PULL OUT YOUR PEN AND PAPER, WE CAN GET STARTED. THINK OF A COMPANY THAT YOU KNOW INSURES MULTIPLE VEHICLES . WRITE THAT COMPANY NAME DOWN – EVEN IF YOU DO NOT HAVE A CONTACT THERE. WE ARE ONLY LOOKING FOR EACH OF YOU TO WRITE DOWN AND TURN IN ONE COMPANY NAME TO US. IF YOU KNOW SOMEONE IN THE ORGANIZATION THAT WE COULD MEET, THAT WOULD BE GREAT.     www.MarvinLeBlanc.com
  17. 17. AUTO FAX © 2011 Marvelous Performance Systems www.MarvinLeBlanc.com

×