Lowes Sales Training Workshop Notes and Presentation
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Lowes Sales Training Workshop Notes and Presentation
- 1. Russell Cummings www.shifft.com.au LOWES SALES TRAINING 10 October 2018
- 2. 2 © Shifft 2018 SHIFFT Lowes Sales TrainingPREVIOUS WORKSHOP ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________
- 3. 3 © Shifft 2018 SHIFFT Lowes Sales TrainingPREVIOUS WORKSHOP ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________
- 4. 4 © Shifft 2018 SHIFFT Lowes Sales Training NOTES THE BUSINESS ENVIRONMENT
- 5. 5 © Shifft 2018 SHIFFT Lowes Sales TrainingTHE SHIFT IN SALES ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________
- 6. 6 © Shifft 2018 SHIFFT Lowes Sales TrainingTHE CHALLENGER SALE ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________
- 7. 7 © Shifft 2018 SHIFFT Lowes Sales Training NOTES SPOT BUYERS
- 8. 8 © Shifft 2018 SHIFFT Lowes Sales Training NOTES OUR RESPONSES
- 9. 9 © Shifft 2018 SHIFFT Lowes Sales TrainingSALES GAPS ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________
- 10. 10 © Shifft 2018 SHIFFT Lowes Sales TrainingSALES MINDSET ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________
- 11. 11 © Shifft 2018 SHIFFT Lowes Sales Training NOTES CUSTOMER VOLUME
- 12. 12 © Shifft 2018 SHIFFT Lowes Sales Training NOTES OUR COMPETITIVE SALES PROCESS
- 13. 13 © Shifft 2018 SHIFFT Lowes Sales Training NOTES CHALLENGER SALES PROCESS
- 14. 14 © Shifft 2018 SHIFFT Lowes Sales Training NOTES TEACH & LISTEN
- 15. 15 © Shifft 2018 SHIFFT Lowes Sales Training NOTES SPIN QUESTIONS
- 16. 16 © Shifft 2018 SHIFFT Lowes Sales Training NOTES REFRAMING
- 17. 17 © Shifft 2018 SHIFFT Lowes Sales Training NOTES SALES COMPETENCIES
- 18. 18 © Shifft 2018 SHIFFT Lowes Sales Training SALES COMPETENCIES NOW WHERE GAP PROFESSIONAL Tactical Planning Analysis Judgement Follow through Independence IT Knowledge Teamwork Organised/Attention to detail BUSINESS Customer Knowledge Product Knowledge Organisational Knowledge Organisational Vision & Purpose BEHAVIOURAL Self-Promotion (Call reluctance) Energy Influencing & Sales Ability Oral Communication Written Communication Customer Service Orientation Goal Orientation Taking Responsibility Resilience COMPETENCY AUDIT
- 19. 19 © Shifft 2018 SHIFFT Lowes PetroleumRESILIENCE ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________
- 20. 20 © Shifft 2018 SHIFFT Lowes Sales TrainingGROWTH MINDSET ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________
- 21. 21 © Shifft 2018 SHIFFT Lowes Sales Training FIXED MINDSET GROWTH MINDSET (-5 to +5) • Something you’re born with • Fixed • Come from hard work • Can always improve • Something to avoid • Could reveal lack of skill • Tend to give up easily • Should be embraced • An opportunity to grow • More persistent • Unnecessary • Something you do when you are not good enough • Essential • A path to mastery • Get defensive • Take it personal • Useful • Something to learn from • Identify areas to improve • Blame others • Get discouraged • Use as a wake-up call to work harder next time GROWTH MINDSET AUDIT SKILLS CHALLENGES EFFORT FEEDBACK SETBACKS
- 22. 22 © Shifft 2018 SHIFFT Lowes Sales TrainingGROWTH HABITS ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________
- 23. 23 © Shifft 2018 SHIFFT Lowes Sales Training BELIEF BEHAVIOUR MODEL ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________
- 24. 24 © Shifft 2018 SHIFFT Lowes Sales Training NOTES BELIEF BEHAVIOUR MODEL
- 25. 25 © Shifft 2018 SHIFFT Lowes Sales TrainingTIME MANAGEMENT ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________
- 26. 26 © Shifft 2018 SHIFFT Lowes Sales Traning NOTES YOUR 4 THINGS
- 27. 27 © Shifft 2018 SHIFFT Lowes Sales Training EMAIL TIPS ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________
- 28. 28 © Shifft 2018 SHIFFT Lowes Sales TrainingEMAIL TIPS ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________
- 29. 29 © Shifft 2018 SHIFFT Lowes Sales Training NOTES NEXT STEPS
- 30. 30 © Shifft 2018 SHIFFT Lowes Sales TrainingONE PAGE PLAN
- 31. 31 © Shifft 2018 SHIFFT Lowes Sales Training About Russell Cummings, Business Consultant Company Principal, Russell Cummings, has over 33 years’ comprehensive experience as a Management Consultant and Coach to family business, industry organisations, corporations and government. He has worked with clients in a wide range of sectors including: agriculture, manufacturing, horticulture, Defence, public utilities, dairy, meat processing, IT, printing, environmental, service industries, R&D bodies, Local Government organisations and Industry Associations. Russell is an accomplished facilitator, coach and trainer with a clear focus on converting Strategy into Action. Until 2004, he was also a Director of changedrivers, an innovative firm specialising in change implementation services. He moved to Bundaberg 13 years ago for family and a lifestyle change. Russell has particular expertise in business development and strategic planning. His main areas of strengths include: • Strategic plans, • Business growth and improvement programs • Business coaching • Large group facilitation • Effective leadership development programs Specifically, Russell brings a pro-active approach to business and leadership development based on a strong understanding of strategy, leadership, strategic marketing, business profitability and efficiency. He is currently working with clients in all Australian states, New Zealand and the United Kingdom - geography is no boundary. M: 0414 929 585 W: www.shifft.com.au E: russell@shifft.com.au WHO IS RUSSELL CUMMINGS?