Planning for success Weekly structures: you control your time <ul><li>Module 5 </li></ul>Copyright 2010 | Ripple Effect Sy...
Manage your time <ul><li>Allocate enough time throughout your day to do all the tasks that you’re required to do. </li></u...
Reduce mental management  and mind chatter <ul><li>By using schedules you know that you’re on top of things, reducing your...
Clearly understand your targets <ul><li>Sales is a fine balance between aiming  for targets and understanding what is  bes...
Know your numbers <ul><li>Start with your annual target: what is your total turnover you’re shooting for this year?  </li>...
Difference between  result & activity targets <ul><li>Results calculator:  no. of sales x price  = turnover x commission% ...
Types of conversion rates <ul><li>Leads – phone appointments </li></ul><ul><li>Phone appointments : sales appointment </li...
Set meaningful targets <ul><li>Breaking down your targets provides more meaning to your every-day activities. </li></ul><u...
Know your sales process <ul><li>Having clarity of your sales process is crucial in being able to lead your clients to the ...
Clients are looking for leadership <ul><li>Whoever has more knowledge in a particular area is more empowered than those wi...
Communicate the various stages <ul><li>Tell the client what stage you’re on and what the next stage might be. </li></ul><u...
Ripple review <ul><li>Manage your time and reduce mental mind chatter </li></ul><ul><li>Understand your targets and know y...
Upcoming SlideShare
Loading in …5
×

M401 mc 05_planning

854 views

Published on

0 Comments
2 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
854
On SlideShare
0
From Embeds
0
Number of Embeds
3
Actions
Shares
0
Downloads
150
Comments
0
Likes
2
Embeds 0
No embeds

No notes for slide

M401 mc 05_planning

  1. 1. Planning for success Weekly structures: you control your time <ul><li>Module 5 </li></ul>Copyright 2010 | Ripple Effect Systems Ltd 1 M205
  2. 2. Manage your time <ul><li>Allocate enough time throughout your day to do all the tasks that you’re required to do. </li></ul><ul><li>Don’t let others dictate your time! </li></ul><ul><li>“ I will be available Tuesday or Thursday. Which would be more convenient for you?” </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  3. 3. Reduce mental management and mind chatter <ul><li>By using schedules you know that you’re on top of things, reducing your uncertainty and mind chatter. </li></ul><ul><li>Get completion so that you can then focus on the next call immediately. </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  4. 4. Clearly understand your targets <ul><li>Sales is a fine balance between aiming for targets and understanding what is best for your client. </li></ul><ul><li>Make sure that if you give yourself an activity or goal you know precisely what that activity or goal entails. </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  5. 5. Know your numbers <ul><li>Start with your annual target: what is your total turnover you’re shooting for this year? </li></ul><ul><li>Then work backwards: know exactly how you’re going to get there. This will keep you on track every day. </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  6. 6. Difference between result & activity targets <ul><li>Results calculator: no. of sales x price = turnover x commission% = your revenue. </li></ul><ul><li>Activity calculator: no. of leads x appointment setting% = no. of sales appointments x sales appointment% = no. of sales. </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  7. 7. Types of conversion rates <ul><li>Leads – phone appointments </li></ul><ul><li>Phone appointments : sales appointment </li></ul><ul><li>Sales appointments : sales </li></ul><ul><li>Overall conversion rate (leads : sales) </li></ul><ul><li>Breaking it down means you can notice where you go wrong. </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  8. 8. Set meaningful targets <ul><li>Breaking down your targets provides more meaning to your every-day activities. </li></ul><ul><li>Don’t become disconnected from the target. </li></ul><ul><li>Make sure that you keep on track and know each stage required to reach your target. </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  9. 9. Know your sales process <ul><li>Having clarity of your sales process is crucial in being able to lead your clients to the next stage. </li></ul><ul><li>Break down every sale into stages. </li></ul><ul><li>Do not let yourself be led by your clients. </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  10. 10. Clients are looking for leadership <ul><li>Whoever has more knowledge in a particular area is more empowered than those with less knowledge. Dr Demartini. </li></ul><ul><li>Know your product/service inside and out so that you client doesn’t lead you; you lead your client. </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  11. 11. Communicate the various stages <ul><li>Tell the client what stage you’re on and what the next stage might be. </li></ul><ul><li>If you don’t tell people where you’re leading them, their internal mind chatter will increase with suspicion, diverting their attention. </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  12. 12. Ripple review <ul><li>Manage your time and reduce mental mind chatter </li></ul><ul><li>Understand your targets and know your numbers </li></ul><ul><li>Results versus activity targets </li></ul><ul><li>Types of conversion rates </li></ul><ul><li>Set meaningful targets and know your sales process </li></ul><ul><li>Clients seek leadership so, communicate stages </li></ul>Copyright 2010 | Ripple Effect Systems Ltd

×