Sales Shift: Accelerating the Transition from Campus to Sales Career

Sales ShiftFrom Campus to Sales Career @ryanestis © www.ryanestis.com #cdwsales

Accelerating the Transition from Campus to Career

P R E PA R E D 90% OF DEALS are won or lost BEFORE the meetingThe Business Athlete

“ You can cut down a tree with a hammer and it takes about 30 days. Trade the hammer in for minutes. The difference between 30 days and 30 “ an axe it takes about 30 minutes is skill. Jim Rohn

Killer Questions: Question Mapping Objectives What are your most important objectives… Visioning Describe your vision for the ideal… What are the consequences should that not Consequential occur? Probes Why do you feel that way? Relational What do you like to do when you aren’t working? Selling is asking…not telling Selling is listening…not talking

Most and Least Significant Factors Contributing toSalesperson Failure Factor Mean RankPoor listening skills 1.80* 1Failure to concentrate on top priorities 1.83 2A lack of sufficient effort 1.84 3Inability to determine customer needs 1.84 4Lack of planning for sales presentation 1.86 5Inadequate product/service knowledge 1.87 6 Why Salespeople Fail Ingram, Schwepker & Hudson

It Isn’t About You Source: Gapingvoid.com

Circle Circle Trust of of TrustGaylord

THE CIRCLE OF TRUST

What vs.How

Source: gapingvoid.com

“Be Remarkable”

Proof of concept – YouTube

Social MediaBusiness Tool or Waste of Time? 28

“ What’s important is that it is now common, and will soon be expected that every intelligent person (and quite a few unintelligent one’s) will have a media platform where they share what they “ care about with the world.

SOCIALPOWER • AND THE COMING •CORPORATEREVOLUTION WHY EMPLOYEES AND CUSTOMERS WILL BE CALLING THE SHOTS Source: Forbes

“Ryan, hope you are well. I feel like wetalk more often then we do because Iread these and know what is on yourmind. Really, really impactful stuff.Thanks you!” 32

Your Network is Your Net Worth

Connections 1,791Global Connector Followers 3,667 Friends 859 Source: Malcom Gladwell, Tipping Point

THE GREATEST SALE I EVER MADE (TWICE) 36

“Ryan, long time no see or talk. But because of Twitter it feels like I am hearing from you everyday. Keep up the great communication!”

Turn Best Practices into HabitsBecome Part of Your Selling: DNA “How you do anything…is how you do everything!”

Source: gapingvoid.com

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Sales Shift: Accelerating the Transition from Campus to Sales Career

by Ryan Estis on Feb 07, 2012

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Sales Shift: Accelerating the Transition from Campus to Sales Career — Presentation Transcript