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Sales Planning                 Always Fresh Thinking
Typical DayPresume -8 hour day5 Day Week42 Week Working Year = 210 days    = 1680 POTENTIAL HOURS                  Always ...
Typical DayAdmin/Quotes, etc =      1 hr.Phone =                  1 hr.Lunch =                  1 hr.Coffee/Tea =       ½ ...
Miles• Presume -•   50,000 km per year (average overall 80kmph)•   715 hours (43% of total available)•   90 days•   18 wee...
Sales PersonAverage Cost of Salesperson inIreland is €120,000including      Salary                  Fuel               PAY...
How do you spend your time?• Target in €• How many customers for this target?• How many visits / walk-ins do you need to c...
Sales Process•   Prospect•   Interview•   Analyse Needs•   Present•   Negotiate•   Close•   Service & Follow-up           ...
Sales Platform  Targe t Mark e t  Mark e ti n g Pl atform  (pote n ti al cu stom e rs wh o are aware of you )  W ork i n g...
Platform Explained      Stage               Activity                  Key Indicators                   Introducing product...
Best Business                     Without analysis and  {                     thoughtful planning,        15 -20 %     com...
Best Business                       Strategically planned                       growth can achieve the       15 -20 %     ...
Criteria for Best BusinessCriteria                                             Weighting /10   They pay on time           ...
Some Other Criteria•   Volume of business/orders•   Margins•   Speed of payment•   Geographical location•   Acceptance of ...
Good to work             They respect                                                                          Off the She...
The effect of price change               Always Fresh Thinking
Told / Sold Mapping              Products                   A           B           C           D               T       S ...
What can I do immediately?1.   Follow up on all existing leads2.   Sell more to existing clients3.   Ask for a referral4. ...
Role PlayBenefit questions  – You have identified the benefits of your products    and your business  – You have prepared ...
QuestionsOpen questions start with…  – What      - How  – When      - Where  – WhoClosed questions start with…  – Are     ...
Models of Selling   40 %                        Establish Trust                               Identify Needs          30 %...
Cold calling!Introduce the businessBuild trust through a couple of open questions that  can also help you to learn about t...
Cold calling! (Script)Introduce the business (Mission Statement)Build trust through a couple of open questions that  can a...
Cold calling! (Script)The outcome of a cold call is usually to arrange  another point of contact!!Some business to busines...
The Sales PresentationThe Approach                              Use Attention Getters   – To gain attention               ...
SALES ADMINISTRATION / INFORMATION•   Company Literature•   Price Lists•   Business Cards•   Daily Report Sheet•   Weekly ...
Thank youContact details:    www.gerrymoan.ie                email: gerry@gerrymoan.ie                    Always Fresh Thi...
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Sales plans dceb nov22011

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Gerry Moan Sales Workshop

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Sales plans dceb nov22011

  1. 1. Sales Planning Always Fresh Thinking
  2. 2. Typical DayPresume -8 hour day5 Day Week42 Week Working Year = 210 days = 1680 POTENTIAL HOURS Always Fresh Thinking
  3. 3. Typical DayAdmin/Quotes, etc = 1 hr.Phone = 1 hr.Lunch = 1 hr.Coffee/Tea = ½ hr. (probably more) 3½ hrs. x 210 days = 735 hrs. = 44% of Total available Always Fresh Thinking
  4. 4. Miles• Presume -• 50,000 km per year (average overall 80kmph)• 715 hours (43% of total available)• 90 days• 18 weeks• over 4 months of nothing but driving every year?? 87% of our time NOT in front of customers Always Fresh Thinking
  5. 5. Sales PersonAverage Cost of Salesperson inIreland is €120,000including Salary Fuel PAYE/PRSI Insurance Expenses General Selling Equipment Bonuses Tyres Holiday Pay Servicing Car etc. Always Fresh Thinking
  6. 6. How do you spend your time?• Target in €• How many customers for this target?• How many visits / walk-ins do you need to create a new sale?• How many cold calls do you need to make to arrange these visits?• How are you going to allocate your time? Always Fresh Thinking
  7. 7. Sales Process• Prospect• Interview• Analyse Needs• Present• Negotiate• Close• Service & Follow-up Always Fresh Thinking
  8. 8. Sales Platform Targe t Mark e t Mark e ti n g Pl atform (pote n ti al cu stom e rs wh o are aware of you ) W ork i n g Pl atform (con tacts wh o you re de ve l opi n g) B u yi n g Pl atform (cu rre n t orde r book ) Always Fresh Thinking
  9. 9. Platform Explained Stage Activity Key Indicators Introducing products to Value (€s) of potential businessMarket Platform customers, making sales Conversion rate (%) people presentations spoken to, to serious enquiries Making firm proposals to Value (€s) of quotationsWorking Platform customers submitted Customers deciding Conversion rate (%) of orders received to quotations submittedBuying Platform Orders received Value (€s) of work in hand Production Always Fresh Thinking
  10. 10. Best Business Without analysis and { thoughtful planning, 15 -20 % companies will continue to grow, attracting all of its customer segments.50 % Success is often identified as just increased turnover and sales but without any attempt to concentrate on the ‘Ideal Customer’. { Sales targets are set and reviewed joyfully when achieved, without due regard50 % to what type of customer has 15 -20 % been acquired. Always Fresh Thinking
  11. 11. Best Business Strategically planned growth can achieve the 15 -20 % same or greater volume of new business in this far more desirable shape i.e.50 % new business/growth that suits the business better and utilises the resources, attributes and skills of the company to their best. Life is more enjoyable and personal/ corporate50 % objectives more likely to be achieved. 15 -20 % Always Fresh Thinking
  12. 12. Criteria for Best BusinessCriteria Weighting /10 They pay on time 9 They take standard product 8 They take delivery when I can deliver 4 They buy other products 7 They do business locally 7 They refer other customers ……... 4 Now… do the same for your business! Always Fresh Thinking
  13. 13. Some Other Criteria• Volume of business/orders• Margins• Speed of payment• Geographical location• Acceptance of standard -v- off standard product• Demands (The Hassle Factor)• Risk• Strategic Marketing impact• Acceptance of product range• Quality of representation• Their services to subsequent customers Always Fresh Thinking
  14. 14. Good to work They respect Off the Shelf Refer others Marketing Demands Payment Speed of Business Volume Repeat Impact Local Total with Risk usWeighting 8 9 6 10 7 8 9 4 7 4 9 81Customer A 7 8 4 10 7 8 5 4 6 4 8 71Customer B 8 7 4 9 5 6 8 2 5 1 6Customer C 6 9 5 8 7 8 5 4 6 4 8Customer D 5 6 6 6 6 7 8 4 6 4 7Customer E 4 4 3 7 5 6 8 2 5 1 6Customer F 3 5 2 5 7 5 5 4 6 4 8Customer G 2 3 2 4 6 4 8 4 6 4 7
  15. 15. The effect of price change Always Fresh Thinking
  16. 16. Told / Sold Mapping Products A B C D T S T S T S T S 1      Clients 2     3      4       5         6     Always Fresh Thinking
  17. 17. What can I do immediately?1. Follow up on all existing leads2. Sell more to existing clients3. Ask for a referral4. Test your script and questioning techniques Always Fresh Thinking
  18. 18. Role PlayBenefit questions – You have identified the benefits of your products and your business – You have prepared questions that will uncover what benefits the customer is looking for… 10mins! – What does the customer want to gain? – What is the customer afraid to lose? – Now… let’s ask questions that can uncover the customer’s needs!! – Practice and check to see that you are sincere, interesting and ‘to the point’… Always Fresh Thinking
  19. 19. QuestionsOpen questions start with… – What - How – When - Where – WhoClosed questions start with… – Are - Would – Do - Is – Can (Can you think of more…) Always Fresh Thinking
  20. 20. Models of Selling 40 % Establish Trust Identify Needs 30 % 20 % Present Close 10 % Always Fresh Thinking
  21. 21. Cold calling!Introduce the businessBuild trust through a couple of open questions that can also help you to learn about the customer’s needsCan your offering benefit the customer and create a desire? Use a couple of closed questions that the customer will generally answer ‘yes’ to.Can you arrange another point of contact. Always Fresh Thinking
  22. 22. Cold calling! (Script)Introduce the business (Mission Statement)Build trust through a couple of open questions that can also help you to learn about the customer’s needs (Short, easy to answer)Can your offering benefit the customer and create a desire? Use a couple of closed questions that the customer will generally answer ‘yes’ to.Can you arrange another point of contact. (Meeting, Send info – and follow up) Always Fresh Thinking
  23. 23. Cold calling! (Script)The outcome of a cold call is usually to arrange another point of contact!!Some business to business sales may take around 6-8 points of contact before a sale is made.Eg.Establish trust – 1 call, 1 emailIdentify needs – 1 visit, 1 callPresent – 1 visit, 1 call, 1 emailClose – 1 visit (What is your ROI?) Always Fresh Thinking
  24. 24. The Sales PresentationThe Approach Use Attention Getters – To gain attention – Referrals – To simulate interest – Compliments – Remember your goal – Mutual interests – Understanding his businessHold Attention – Understand his problems – Pre-call check – People like to feel important – How to introduce yourself – Ask questions to get prospect involved – Use of name / title – Show interest in him / her – Be courteous, not over friendly Always Fresh Thinking
  25. 25. SALES ADMINISTRATION / INFORMATION• Company Literature• Price Lists• Business Cards• Daily Report Sheet• Weekly Advance Plan• Client Profile• Company Information• New Account Information• Sales Call Log• Seasonal Indexes of Sales• Sales Presenter Always Fresh Thinking
  26. 26. Thank youContact details: www.gerrymoan.ie email: gerry@gerrymoan.ie Always Fresh Thinking

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