Symposium Bw Selling 060309 350pm Kh

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Selling and Time-slicing, Dr. Bob Wright, American Family's Business Accelerator Symposium, Chicago, June 4, 2009

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Symposium Bw Selling 060309 350pm Kh

  1. 1. The Most Important Skill – Selling
  2. 2. Sales Professionals <ul><li>Question: How many of you are sales professionals? </li></ul>
  3. 3. Challenges of Maintaining Sales Momentum <ul><ul><ul><li>Always selling – customer, staff, financial backers </li></ul></ul></ul><ul><ul><ul><li>Easy to take eye off the ball </li></ul></ul></ul><ul><ul><ul><li>Excuses – unconscious fear </li></ul></ul></ul><ul><ul><ul><li>Work will expand to fill time </li></ul></ul></ul><ul><ul><ul><li>No magic solution </li></ul></ul></ul><ul><ul><ul><li>Sales and delivery together </li></ul></ul></ul>
  4. 4. Two Key Tools <ul><li>During our remaining time today, we will focus on two key tools for all levels of business: </li></ul><ul><ul><ul><li>Setting Sales Activity Floors </li></ul></ul></ul><ul><ul><ul><li>Thin-Slicing Time </li></ul></ul></ul>
  5. 5. Setting Sales Activity Floors and Goals <ul><li>Set floors and goals – no ceilings! </li></ul>To your potential – and beyond! Sales Activity Floor Goals
  6. 6. Thin-Slicing Time <ul><li>Why is it important? </li></ul><ul><ul><ul><li>Maximizes your productivity </li></ul></ul></ul><ul><ul><ul><li>Teaches you to juggle more things </li></ul></ul></ul><ul><li>How to do it? </li></ul><ul><ul><ul><li>Set sales activity goals and floors </li></ul></ul></ul><ul><ul><ul><li>Plan ahead for calls for the next day </li></ul></ul></ul><ul><ul><ul><li>Carry call list and phone with you everywhere </li></ul></ul></ul><ul><ul><ul><li>Drive as many as you can </li></ul></ul></ul><ul><ul><ul><li>Use the “million dollar reward” strategy </li></ul></ul></ul>
  7. 7. Thin-Slicing Time
  8. 8. Sales Activity Assignment <ul><li>Sales Activity Assignment for Everyone </li></ul><ul><li>1. Set floors for the following activities: </li></ul><ul><ul><ul><ul><li>Dials </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Conversations </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Meetings </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Proposals </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Closes </li></ul></ul></ul></ul><ul><li>2. Meet or exceed your floors! </li></ul>
  9. 9. Sales Activity Tick List Dials (floor___, goal ___) Conversations Meetings Proposals Closes 7-8 √ 8-9 9-10 √ √ √ √ √ √ √ 10-11 √ √ √ √ √ √ √ √ √ 11-12 √ √ √ 12-1 √ √ √ √ √ √ √ 1-2 √ 2-3 √ √ √ √ √ √ √ 3-4 4-5 5-6 6-7 7-8 8-9 Total 28 5 2 0 0
  10. 10. Discussion <ul><li>Between now and the first teleconference, what are your floors for . . .? </li></ul><ul><ul><ul><li>Dials </li></ul></ul></ul><ul><ul><ul><li>Conversations </li></ul></ul></ul><ul><ul><ul><li>Meetings </li></ul></ul></ul><ul><ul><ul><li>Proposals </li></ul></ul></ul><ul><ul><ul><li>Closes </li></ul></ul></ul>
  11. 11. Advanced Sales Activity Assignment
  12. 12. Dials
  13. 13. Conversations
  14. 14. Meetings
  15. 15. Looking Forward <ul><li>What’s Next? </li></ul><ul><li>Knowing Where You Stand: Defining the Game </li></ul><ul><li>Establishing vital systems and monitors to understand the state of your business </li></ul><ul><li>  </li></ul><ul><li>Getting Down to Business: Selling & Essential Daily Activity </li></ul><ul><li>Setting up effective disciplines, intentional networking, and negotiating deals </li></ul><ul><li>  </li></ul><ul><li>Building Relationships </li></ul><ul><li>Creating your vision, developing and leveraging your network </li></ul><ul><li>Marketing Tools </li></ul><ul><li>Developing your brand and mastering marketing tools </li></ul><ul><li>  </li></ul><ul><li>Systemizing Your Activity for Growth </li></ul><ul><li>Anticipating and getting around roadblocks; understanding your business and its sales cycles </li></ul><ul><li>  </li></ul><ul><li>Leading Your Business, Leading Your World </li></ul><ul><li>Building a culture, getting work done through others, and getting the most from what you have </li></ul>
  16. 16. Ongoing Support and Involvement <ul><li>Monthly Teleconferences </li></ul><ul><li>Weekly E-Tips </li></ul><ul><li>Assignments </li></ul><ul><li>Contests </li></ul><ul><li>Break Room </li></ul><ul><ul><ul><li>Panel of Experts </li></ul></ul></ul><ul><ul><ul><li>Growth Coach Forum ** </li></ul></ul></ul><ul><li>Special Offerings </li></ul>** INTRODUCTORY CONTEST Participate in the Online Community. Any participant who makes a substantive posting to the Break Room by midnight on Sunday receives a free, electronic copy of my book, Beyond Time Management: Business With a Purpose .

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