Hampton CVB

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A executive sales training presentation designed exclusively for the members of the Hampton Roads Convention & Visitors Bureau by Bill Todd, www.BTodd.com

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Hampton CVB

  1. 1. Take Advantage of This Recession
  2. 2. Historically, recessions are relatively short and they're usually followed by long periods of prosperity
  3. 3. ―Most firms in our ―Companies that have been looking at marketing as an investment, and not an analysis cut their expense are the ones that are going to [marketing] budget in come out of this [recession] really, a recession.‖ really well.‖
  4. 4. It is well documented that companies that increase sales and marketing during a recession, when competitors are cutting back, can improve This is not the time market share and return on to cut sales and investment at lower cost than during good economic times. marketing! John Quelch is Senior Associate Dean of Business Administration at Harvard Business School.
  5. 5. Studies consistently ― have proven that I have yet to companies that have see any study the intelligence and that proves guts to maintain their timidity is the overall marketing and advertising efforts in route to times of business success.‖ downturns will get the edge on their timid competitors‖ . J. Welsey Rosberg Senior VP, Meldrum & Fewsmith’s
  6. 6. McGraw-Hill Research analyzed 600 businesses. Sales from companies that or Those specific companies that maintained remained aggressive during increased their sales, marketing and advertising recession higher sales growth, bothincrease enjoyed a 256% during the expenditures during a recession averaged significantly in overall revenue- during years,first recession and for the following three the than those that eliminatedof decreased advertising. three years or the recovery
  7. 7. •You •Your Career •Your Success
  8. 8. It’s About The Relationship Stupid!
  9. 9. How Soon Adults Forget • 1 hour: 55% loss • 9 hours: 62% loss • 31 days: 80% loss
  10. 10. We tend to remember… 20% of what we hear 30% of what we see in pictures 50% of what we both hear & see 70% of what we explain to someone
  11. 11. ―Whenever there has been an economic downturn, consumers have kept travelling‖
  12. 12. a modest decline of 1.3 percent in pleasure travel for 2009. only a modest decline of 1.3 percent in pleasure travel for 2 Only a 1.3 % Decline in Leisure Travel Nationwide
  13. 13. ―American families are not canceling travel…but they are traveling closer to home‖
  14. 14. GREAT NEWS FOR YOU !!!
  15. 15. Good News for Hampton
  16. 16. ―We’ve concentrated on targeting guests who will travel 2 to 4 hours from their home‖
  17. 17. This one is just a breeze
  18. 18. You have a specific skill set that is in tremendous demand now …and will only become more essential each year for the foreseeable future !
  19. 19. $8 trillion in 2008 $15 trillion by 2018
  20. 20. A Loaded Question
  21. 21. These New ―Sales‖ CEOs Have Delivered Great Returns !
  22. 22. 1. Sales and Marketing
  23. 23. Sales Cures All ! Mark Cuban, Owner, Dallas Mavericks NBA Team
  24. 24.
  25. 25. Your career will take off the millisecond you establish the reputation of always exceeding on your annual sales targets
  26. 26. 75% or less
  27. 27. $ 8,000.00 $ 20,000.00
  28. 28. People Pay for Performance
  29. 29. Sales is… • Too Time Consuming • Too • Demanding • Too Stressful
  30. 30. A Brilliant Move
  31. 31. The Average North American Car Sales Person … • Works 50 hours a week • 48 weeks a year • Sells one car every 40 to 50 hours • Sells 4 to 5 cars per month • Sells 48 to 60 cars per year.
  32. 32. Joe Girard • 50 hours per week • Worked 48 weeks per year • Sold 1 car every 2.8 hours.
  33. 33. Joe Girard sold 13,001 cars during a 15-year career. - one at a time. • Sold an average of 867 cars per year vs. 48-60 • He holds the World Record for the most cars sold in one month— 174, approximately one car every 1.2 hours
  34. 34. ―The rest of us seem pretty darn sure why the best of us are so productive‖
  35. 35. College Drop Outs
  36. 36. Experience Or Years Of Service
  37. 37. This is Just Too Simple!
  38. 38. Attitude
  39. 39. ―Attitude is not a feeling, it is a self induced state of mind! In fact, it is one of the few self imposed blessings‖
  40. 40. Our attitude toward life determines life's attitude toward us
  41. 41. ATTITUDE NOT Aptitude
  42. 42. ―Your attitude right now - is only as positive as you decide it will be‖
  43. 43. They will know to the last dime what their 2009 sales targets are and they have every intention of not only hitting those goals …. but exceeding them !
  44. 44. If they do not find the circumstances easily accessible for success ….they will create their own. No questions asked!
  45. 45. Jason http://www.youtube.com/watch?v=1fw1CcxCUgg
  46. 46. ― 80% of Your Success Comes From Attitude And Only 20% From Aptitude‖
  47. 47. ― Selling the exact same product at the exact prices in the exact same markets ‖
  48. 48. The only difference between the two groups was in their attitudes
  49. 49. People are always blaming their circumstances on their on their lack of success. ________________ The people who get on in this world are the people who get up …and look for the circumstances they want … And, if they can’t find them, make them. ______________________
  50. 50. Start thinking and acting like the person you want to become.
  51. 51. ―How would the person I’d like to be, do the things I’m about to do?
  52. 52. ― The number one problem that keeps people from winning in North America is a lack in belief in themselves‖… A.L. Williams
  53. 53. If you don't program your success, your life will program you.
  54. 54. Sometimes you have believe in their vision until your attitude catches up.
  55. 55. Hire For Attitude First
  56. 56. 74%
  57. 57. Infectious attitude
  58. 58. PMMFI
  59. 59. Unwavering Bias For Action
  60. 60. Ready – Fire - Aim
  61. 61. They have an unrelenting focus on doing things that produce revenue!
  62. 62. The critical ingredient is getting off your butt and doing something. It's as simple as that. A lot of people have ideas, but there are few who decide to do something about them now. Not tomorrow. Not next week. But today!
  63. 63. 53 8 vs
  64. 64. Double Your Sales Performance
  65. 65. Professional Persistence!
  66. 66. You Have To Touch A New Prospect At Least 8 to 11 Times 1.8 = Average • 44% Stop After 1 • 24% Stop After 2 • 14% Stop After 3 • 12% Stop After 4 • 4% Stop After 5 •
  67. 67. ― I Miss 100% Of The Shots I Never Make‖
  68. 68. ― What separates the successes from the failures is the ability to carry on when the clients say no.‖
  69. 69. SW-SW-SW-SW
  70. 70. Because they did not feel appreciated.
  71. 71. 70% of corporate buyers would switch vendors today if they could find someone ☻ more fun to do business with.
  72. 72. Fun = 127% More Productive
  73. 73. The simple act of incorporating fun into your sales plus your employees jobs had just been designated as on of the best business ideas ever.
  74. 74. ― To those of you who are never in a hurry, who say what’s the rush. Who believe that when it comes to taking action that we have plenty of time. Well, I’ll do my best to be as polite and delicate as possible.‖
  75. 75. You are an idiot. There is no time. There is always a rush. You don’t have all the time in the world ―HURRY UP!‖
  76. 76. The End -Thank You !

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