SUMMER EXAMS
for sales people
Knowledge
Attitude
Skills
Habits
Job specification
Product / Service / Industry / Compliance / Self
Customer / Competition...
There are only 4 possible reasons
why people don’t perform well:
1) They don’t know what they are supposed to do
2) They d...
Focus
Commitment
Application
• Conduct your own Performance Appraisal
• Which parts of KASH could you improve?
• Which factors covered are satisfactory...
SUMMER SELLING
Some’re not!
Do You Have
All The Information
You Need?
50% Of Sales
Opportunities
Are Undermined By
Missing
Information*
*Seller’s own assessments of 10,549 opportunities
© The ...
What Information
Should You Have?
So, what haven’t they told you?
 They are talking to another two suppliers
 It will need to go to competitive tender
 H...
What Information Are you Missing?
© The ASG Group 2013
100s of tips & tools at:
buyerinsights.com
Right of Use:
These slides are copyright of The ASG Group
and should not be cop...
Effective insights for managing tough,
knowledgeable and demanding
customers
Negotiating for Results
Martin Whyte
Negotiation Principles
1. Position Your Product/Service
2. Set High Targets
3. Maintain Information Skilfully
4. Know the ...
• Don’t make a concession unless you have to.
• Don’t make any concessions unless the other party makes a concession first...
whytem@iol.ie
www.mbwtraining.ie
+353(42) 9662363
+353(87) 2807378
Martin Whyte
Resilience, Motivation and Willpower
Neil O’Brien
timetofly.ie
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Summary of Sales Skills Series 10th July 2013

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Summary of Sales Skills Series 10th July 2013

  1. 1. SUMMER EXAMS for sales people
  2. 2. Knowledge Attitude Skills Habits Job specification Product / Service / Industry / Compliance / Self Customer / Competition / Systems / Key Account Mgt Feedback Recognition Reward / Incentives Goals / Responsibilities Routines Rituals Time Management / Prioritising / Activity Stop and start listings KASH: Maximising performance of any individual Sales / Up selling / Cross selling / Networking Customer service / Telephone skills Persuasion & influencing / Negotiation skills Communication Presentation Computer / Technical skills
  3. 3. There are only 4 possible reasons why people don’t perform well: 1) They don’t know what they are supposed to do 2) They don’t know they are not doing it 3) They can't do it 4) They won’t do it Sales Managers CAN THEY? WILL THEY?
  4. 4. Focus Commitment Application
  5. 5. • Conduct your own Performance Appraisal • Which parts of KASH could you improve? • Which factors covered are satisfactory, which are excellent? • Value your time? Passenger or pilot? • If things do not change, they stay the same! 12, Oaklands Avenue, Swords, Co. Dublin. Telephone: (353-1-8403059, (353 -87-2523930, Fax: (01) 8403059, email: dmcconk@iol.ie. www.mcconkey.ie IN SUMMARY
  6. 6. SUMMER SELLING Some’re not!
  7. 7. Do You Have All The Information You Need?
  8. 8. 50% Of Sales Opportunities Are Undermined By Missing Information* *Seller’s own assessments of 10,549 opportunities © The ASG Group 2013
  9. 9. What Information Should You Have?
  10. 10. So, what haven’t they told you?  They are talking to another two suppliers  It will need to go to competitive tender  He doesn’t have the authority to sign it off  Procurement will be in the negotiation  The process is likely to take up to 6 months  A strategy of supplier consolidation is coming  There is a competing purchase/project  We may do it in-house
  11. 11. What Information Are you Missing? © The ASG Group 2013
  12. 12. 100s of tips & tools at: buyerinsights.com Right of Use: These slides are copyright of The ASG Group and should not be copied, distributed or shared without expressed permission. For more visit: www.buyerinsights.com johnogorman@theasggroup.com raycollis@theasggroup.com
  13. 13. Effective insights for managing tough, knowledgeable and demanding customers Negotiating for Results Martin Whyte
  14. 14. Negotiation Principles 1. Position Your Product/Service 2. Set High Targets 3. Maintain Information Skilfully 4. Know the Full Range and Strength of Your Power 5. Satisfy Customer Needs Over Wants 6. Concede According to Plan
  15. 15. • Don’t make a concession unless you have to. • Don’t make any concessions unless the other party makes a concession first • When you give a concession, get one in return. • If you make concessions, make sure that the way you do sends the right message • Give up things which have high value to the other party but low cost to you. Concession Rules
  16. 16. whytem@iol.ie www.mbwtraining.ie +353(42) 9662363 +353(87) 2807378 Martin Whyte
  17. 17. Resilience, Motivation and Willpower Neil O’Brien timetofly.ie

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