7 Steps to Sales Improvement Process (anchored with Biblical principles)

1. 7 Steps To Be Successful
In Sales
(With Biblical Principles)
(For I know the plans I have
for you, declares the LORD,
plans to prosper you and not
harm you, plan to give you
hope and a future).
- Jeremiah 29:11
By
Johnny Moi

2. 5 August, 2004 2
The B2b(Bible2business) Way
• 5 Strategies ( P.A.C.T.S. ) :
• > Personality / Pro IQ to be raised
• > Accelerate the Sales process
• > Capitalize on quality customers’ info
• > Teamwork by Sales, Marketing & All
• > Spiritual Guidance / Foundation (Bible)
• ‘ Testamentary Templates ‘ to be used:
• > Newco’s Vision + Mission Statement
• > 7 Steps ( M. SARROP )
• > Newco’s Guides / SOP
• > T.E.A.M.W.O.R.K.
“Now all of you are Christ’s body and each of
you is a separate and necessary part of it.
Here is the list of some of the members that
God has placed in the body of Christ.”
-1 Corinthians 12: 27-28

3. 5 August, 2004 3
SALES & SUCCESS
• Want to earn a lot of MONEY?
• Want to live a successful LIFE?
• Best of BOTH?
# Humility and the fear of GOD bring
Wealth, Honor & Life! - Psalm 22:4 #

4. 5 August, 2004 4
CREDENTIALS
• Started as Sales Rep- After Navy
• Sales Ex > Mgr > GM > AP Role
• Diploma in Sales & Mkt Mgmt, USA
• Member - ISMM, UK
• MBA Class of 2001–AIU,US. MFP, CPL, IEP
• “Award” writer- Editor, LEADERS magazine
• Developer & Trainer ‘ Train The BEST
Consultant ‘ - Program for IBS APCC
• Aim - To help Newco to be the BEST in the
Industry! Help yourself by helping others!
• Email: johnnymoi7@yahoo.com
# Keep up.. serve the Lord. -Romans 12:11 #

5. 5 August, 2004 5
SUCCESS STORIES
• Twice, Highest Single Order Sales
worth (Fuji Xerox AP: >16M, TM Pubs:
10M
• Other ‘ 1st ‘ in sales, territory,
segments, activities, Govt sector,
• HOW ?
• > Love God & People
• >Out of Box / Spiritual Approach
• >Value Added Selling
• >Leverage on BRAND & USP - Elaborate
Work hard and become a leader; be lazy
and become a slave. -Proverbs 12:24

6. 5 August, 2004 6
CRITICAL SUCCESS FACTORS – CSF 7
• Seven Steps :
• 1. Mission
• 2. Strategies
• 3. Actions
• 4. Review
• 5. Revision a.k.a. R.A.P.
• 6. Outcome
• 7. Purpose
# Remember : M. SARROP #
# Let God transform you into a new
person by changing the way you
think. Then you will know what
God wants you to do.-Rom 12:2 #

7. 5 August, 2004 7
STEP 1.
MISSION
• How much? e.g. RM100K income?
• The Plan - Sale of Services / Products
• Self Analysis- Good & Bad points
• Goals Setting – Yes or No
• * Harvard Uni : 97% success ratio of
3% who’s (written goals), 14% (goals,
not written), 83% (no goals at all)
# When there’s no vision, the people
perish.# - Proverbs 29:18

8. 5 August, 2004 8
STEP 2. STRATEGIES
• Challenging, Achievable, Real ( C.A.R. ) ?
• How to? ( Year > Month > Week > Day Planning Activities )
– The S.M.A.R.T. way ( see sample )
• Sales Plan > Products & contribution ratios ( see sample )
• Success Rate / Ratios e.g. 20 calls/day, 4 appointments
/day, 2 proposals/day ( see sample )
• Back up Plans / Actions - Auto paperwork? CRM Solution?
# Strategize, Act, Review & Act Humanly# (SARAH)
Team building… -1 Corinthians 14:26

9. 5 August, 2004 9
STEP 3. ACTIONS
• Market Research & Development
• Competitors’ Info - For Self & Co usage
• S.W.O.T. Analysis: Co, Self, Products, Foes...
• Prospects / Clients Info + Hot Buttons
• Sales Support Activities - Detailed Plan
• Pre sale to post sale activities / Key A/C Mgmt
documentation with COMMITMENT (see sample)
# Plan, Act, Support Strategies- P.A.S.S.#
( Did you do the PASS? )
“Intelligent people are always open to new ideas. In fact, they
look for them.” - Proverbs 18:15

10. 5 August, 2004 10
STEP 4. REVIEW
Supporting Plans / Actions:
> Flexible
> Changeable
> Revisable
Follow up Plans:
> Re-prioritize
> Step up or Reinforce
> Drop or Alternatives
 Support of Mgmt for above Plans?
 Intercession / Prayers for Plans
#Plan your work, work your Plan.#
“Plans go wrong for lack of advice;
many counselors bring success.”
- Proverbs 15:22

11. 5 August, 2004 11
STEP 5. REVISION
• Take personal responsibility
• Don’t blame others
• Revise your planning again
• Re-position your tactics e.g. Power Meals &
Meetings, Volunteerism, Camping In, Flanking
( Lobby for support ), Sell Benefits / Solutions
NOT Products / Price, Listen More, Talk Less
& Get Support > Mgmt, Prayer Support
#Ask Client 4 Sale & what it takes.#
“If you need wisdom – If you want to know what
God wants you to do – ask him, he will gladly
tell you.” - James 1:5

12. 5 August, 2004 12
STEP 6. OUTCOME
• If Sales, do S.W.E.E.T. Analysis:
• > Strengths
• > Workability
• > Endearing
• > Exception
• > Triumphs
• If No Sales, do S.W.E.A.T. Analysis:
• > Shortcomings
• > Weaknesses
• > Exclusions
• > Additions or Adulteration
• > Threats
# Be Humble in Success, Be Patient in Setbacks #
“All goes well who are generous, who lends
freely and conduct their business fairly.”
- Psalms 112:5

13. 5 August, 2004 13
STEP 7. PURPOSE
• Deciding to be at the TOP in SALES with real
meaning in LIFE:
• Invest in self-help books & training
• Motivate yourself by Dreaming Big!
• Aim High
• Set Goals
• Know Yourself, Friends & Competitors
• Integrate all your Resources
• Never Say Die
• Good to Involve God/ Others
# Success = I. M. A.S.K.I.N.G. #
“He will give you all you need from day to day
if you live for Him and make the Kingdom of
God your primary concern.” - Matt 6:33

14. 5 August, 2004 14
REAL SUCCESS
• Fear Of GOD
• Help Yourself by Helping Others
• Use NewCo Winning Practices
• > High Integrity
• > Work Hard & Smart
• > Professional Knowledge
• > Industry Knowledge
• > Leadership Abilities ( Initiatives )
• > Teamwork
• > Sense of Urgency & Eternal View
# Leave Behind a Successful Legacy. #
Jesus replied: ‘ Love the Lord your God with all
your heart, soul and mind… Love your
neighbor as yourself. ‘ - Matt 22: 37, 39

15. 5 August, 2004 15
CONCLUSIO
N• Putting All Together ( P.A.T.)
• * Believe in GOD
• * Believe in Yourself
• * Believe in Others
• * Believe in your Products & Services
• NewCo Vision + Mission Statement
• The M. SARROP Way ( 7 Steps )
• NewCo Winning Practices
• Sales & Success - The B2b Way!
• To all : See You at the TOP!
# T.E.A.M.W.O.R.K. #
“And we know that in all things God
works for the good of those who love
him, who have been called according
to his purpose.” - Romans 8:28