This document outlines an agenda and content for a sales training workshop titled "Struggle Free Selling". The agenda includes discussions of sales challenges, unconscious beliefs, the differences between sales and marketing processes, the buyer and sales cycles, turning the sales process into a business asset, and closing techniques. The content will review setting meaningful sales targets, the benefits of having a structured sales process, case studies, exercises to apply the concepts, and closing techniques like FABEC. The overall aim is to provide salespeople with strategies and insights to improve their sales results and make their sales process a leveragable asset for growing the business.
9. Setting Meaningful Targets!
Step 1
Determine your Financial Targets
Daily Weekly Monthly Quarterly Annual
£2,000 £10,500 £42,000 £125,000 £500,000
You now know you need to make 2 sales
a day of your £1000 P/S
10. Advanced Numbers to Know
Step 2
Determine your Activity Targets
Conversion
Ratios Name Daily Activity
Rate
Appointment : Sales Rate 4 Sales
Sales 50% Appointments/
day
Contacts : Appointment Book 8
Rate 50% Appointments/
Appointments day
Calls : Contact Rate 32 Calls/day to
50% contact 16ppl
Contacts
11. Advanced Numbers to Know
Step 2
Determine your Activity Targets
Daily Weekly Monthly Quarterly Annual
£2,000 £10,500 £42,000 £125,000 £500,000
4 sales app 20 sales app 80 sales app 240 sales app 960 sales app
Book 8 app Book 40 app Book 160 app Book 480 app Book 1920 app
Call 16 leads Call 80 leads Call 320 leads Call 960 leads Call 3840 leads
13. Case Studies
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Steps in the process Result
Attend a Webinar / Event 100
Invite to a 1:2:1 session 30%
Show Up to 1-2-1 20 of 30
Sales Appointment 40%
Sales 8
15. Exercises
1. Review your sales process &
discuss new insights with your
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buddy
16. Exercises
1. Review your sales process &
discuss new insights with your
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buddy
2. In pairs, list out the Benefits of
having a clearly defined,
documented and replicatible sales
process
17. Benefits of a well structured
Sales Process
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18. Benefits of a well structured
Sales Process
Set Meaningful Targets
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19. Benefits of a well structured
Sales Process
Set Meaningful Targets
Increased ability to Hit Targets (Financial & Activity)
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20. Benefits of a well structured
Sales Process
Set Meaningful Targets
Increased ability to Hit Targets (Financial & Activity)
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Team has clarity of what’s expected of them
21. Benefits of a well structured
Sales Process
Set Meaningful Targets
Increased ability to Hit Targets (Financial & Activity)
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Team has clarity of what’s expected of them
Subconscious and Unconscious leadership
22. Benefits of a well structured
Sales Process
Set Meaningful Targets
Increased ability to Hit Targets (Financial & Activity)
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Team has clarity of what’s expected of them
Subconscious and Unconscious leadership
Turns your sales process into an Asset for your
business!
23. Benefits of a well structured
Sales Process
Set Meaningful Targets
Increased ability to Hit Targets (Financial & Activity)
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Team has clarity of what’s expected of them
Subconscious and Unconscious leadership
Turns your sales process into an Asset for your
business!
Others can sell your products/services
24. Benefits of a well structured
Sales Process
Set Meaningful Targets
Increased ability to Hit Targets (Financial & Activity)
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Team has clarity of what’s expected of them
Subconscious and Unconscious leadership
Turns your sales process into an Asset for your
business!
Others can sell your products/services
Allows you to focus on Higher Value Activities
26. “Within months we saw a
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660% increase
27. “Within months we saw a
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660% increase
We are now the UK’s largest
Business Mentoring Org.
28. “Within months we saw a
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660% increase
We are now the UK’s largest
Business Mentoring Org.
We have created JVs that give
us Nation-wide exposure &
1000’s leads a month”
32. Copyright 2010 | REV Sales Ltd
They’re sales team went from 1 sales
from 60 leads for a £1500 sale...
33. Copyright 2010 | REV Sales Ltd
They’re sales team went from 1 sales
from 60 leads for a £1500 sale...
To 12 sales from 25 leads - 48%
conversion rate!
34. Copyright 2010 | REV Sales Ltd
They’re sales team went from 1 sales
from 60 leads for a £1500 sale...
To 12 sales from 25 leads - 48%
conversion rate!
From £1.5k to £18,000 in less than 2
months
35. Discussion Time...
By yourself or in pairs,
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create Questions or
Insights you have about
the BUYER or SALES Cycle
36. Turn Your Sales Process Into
An ASSET For Your Business!
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37. Turn Your Sales Process Into
An ASSET For Your Business!
Know the Steps of your Sales Process
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38. Turn Your Sales Process Into
An ASSET For Your Business!
Know the Steps of your Sales Process
Be able to articulate it so ANYONE can follow it
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39. Turn Your Sales Process Into
An ASSET For Your Business!
Know the Steps of your Sales Process
Be able to articulate it so ANYONE can follow it
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Document it!
40. Turn Your Sales Process Into
An ASSET For Your Business!
Know the Steps of your Sales Process
Be able to articulate it so ANYONE can follow it
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Document it!
Make it leverage-able
41. Turn Your Sales Process Into
An ASSET For Your Business!
Know the Steps of your Sales Process
Be able to articulate it so ANYONE can follow it
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Document it!
Make it leverage-able
Clear strategic plan to tap into new markets
42. Turn Your Sales Process Into
An ASSET For Your Business!
Know the Steps of your Sales Process
Be able to articulate it so ANYONE can follow it
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Document it!
Make it leverage-able
Clear strategic plan to tap into new markets
Activate Dormant Revenue Streams
43. Turn Your Sales Process Into
An ASSET For Your Business!
Know the Steps of your Sales Process
Be able to articulate it so ANYONE can follow it
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Document it!
Make it leverage-able
Clear strategic plan to tap into new markets
Activate Dormant Revenue Streams
Create the ‘Environment’ to Grow a sales team
44. Turn Your Sales Process Into
An ASSET For Your Business!
Know the Steps of your Sales Process
Be able to articulate it so ANYONE can follow it
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Document it!
Make it leverage-able
Clear strategic plan to tap into new markets
Activate Dormant Revenue Streams
Create the ‘Environment’ to Grow a sales team
Objective vs Subjective Sales Management
48. Exercises
Quantify in Rands...
1.If you don’t have this in place,
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what is it costing you?
2.If you had this in place what
value would that add to your
business?
53. Closing Techniques
FABEC
1. Use their words
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2. Provide certainty
3. Pre-frame important questions
54. Closing Techniques
FABEC
1. Use their words
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2. Provide certainty
3. Pre-frame important questions
4. Describe relevant benefits ONLY
55. Closing Techniques
FABEC
1. Use their words
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2. Provide certainty
3. Pre-frame important questions
4. Describe relevant benefits ONLY
5. Future-Paced Conversation
56. Closing Techniques
FABEC
1. Use their words
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2. Provide certainty
3. Pre-frame important questions
4. Describe relevant benefits ONLY
5. Future-Paced Conversation
6. Ask for the business twice
57. Closing Techniques
FABEC
1. Use their words
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2. Provide certainty
3. Pre-frame important questions
4. Describe relevant benefits ONLY
5. Future-Paced Conversation
6. Ask for the business twice
7. Alternative close
58. Exercise
With the person next to you
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create two different types of
‘Future Paced’ Conversations to
can have to close your deals
59. Review Today’s Insights...
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What stood out for you?
What & when will implement?
Editor's Notes
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People don’t understand where their Needs & Wants come from \n