Dermot McConkey - Sales Training event, January 14th
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Dermot McConkey gave an entertaining and thought provoking presentation on sales MOUNS. See an overview here: https://vimeo.com/151841024
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Dermot McConkey - Sales Training event, January 14th
- 1. Let’s have a good moan about Sales Success does not come to you. You go to it!
- 2. 2016 MOAN My target has gone up …again?
- 3. MOAN No one has any money!
- 4. 2016 How will I ever hit that target?MOAN
- 5. MOAN The weather is crap
- 7. FACT We have to work harder, faster, more efficiently, for longer hours and with less job security than ever before. That is life today.
- 8. FACT There is no such thing as failure. Only feedback!
- 10. Physicians emphasise the need for hygiene in the prevention of illness. We must wash our hands before eating. Our environment must be clean to discourage the proliferation of pests that spread disease. FACT The Thinking Parallel Knowledge Knowledge Knowledge
- 11. You must prepare the mind for sales. You must positively plan who and how many you target - how and when you approach them- what questions you ask them - how you present your solution/s - how you ask for the business - how you ask for referrals. If you do not….your subconscious mind will take over and convince you its not going to work! FACT The Sales Thinking Parallel
- 12. You know you must … * prepare the mind for sales. * positively plan who and how many you target * how and when you approach them * what questions you ask them * how you present your solution/s * how you ask for the business * how you ask for referrals. FACT The Sales Thinking Parallel
- 13. Sales Fact The sales force are generally responsible for up to of a company's revenue and 15% to 25% of expenses.
- 15. • Unemployment down from 15%+ to 9.4% • Recruitment growing again • Pay increases back…plus bonuses • Consumer confidence up / spending more • Economy growing • House prices increasing • Credit improving…a bit! • Euros 2016! Reasons to be positive?
- 16. What is your time worth? If Annual earnings are Every hour is worth Each minute is worth €50,000 €26.00 €0.43 €60,000 €31.00 €0.51 €75,000 €38.00 €0.64 €100,000 €51.00 €0.85 €125,000 €64.00 €1.07 244 8 hour working days / assuming 5 day working week Work when at work
- 17. DEMANDS Minimum standards Essential procedures Specific tasks Responsibility which cannot be delegated Compliance & Regulation Business retention and development Move with the times Factors influencing business today Sales Targets Health & Safety
- 18. CONSTRAINTS Resources Technology The Organisation Your Manager’s ability Budget Performance Recent history Factors influencing business today Interest Rates Recent history
- 19. What is done When it is done How it is done Who does it CHOICES Where it is done Factors influencing business today
- 20. Focused email shot campaigns Public relations: Celebrate anniversaries Joint mailing exercises Guest speaking at events Interview articles with prospects More industry involvement CPD Buy mailing lists and use same Update your Website Write a book / booklet Consider 3rd party link-ups Product range diversification Moving to fee based service Look at skills improvement for me & staff Exhibition stands Compliance and regulation Advertising More technological advancements Conduct more annual reviews Develop customer service charter Improve my letter / email / report writing skills Engage telemarketing Videos eZines Sponsorship Develop Notice Board posters Better teamwork Consider mergers & acquisitions Write a regular article for the media Newsletters Develop Social media Develop referrals Improve time management Conduct research / publish findings Run Seminars
- 22. Old thinking New thinking Manage time Manage energy Avoid stress Seek stress Life is a marathon Life is a series of sprints Downtime is wasted time Downtime is productive time Rewards fuel performance Purpose fuels performance Self discipline rules Rituals rule The power of positive thinking The power of full engagement The Power of Full Engagement Focus Focus Focus Focus Focus
- 23. Let’s have a good M.O.U.N. about Sales Questions that most will want answered
- 24. The M.O.U.N. Ques&on process You say to your prospect “Michelle we conducted a piece of research in this area and you might be interested in our findings. 4 things jumped at us in particular.
- 26. The MOUN Ques&on process Mistakes Overlook Understand Need to do or check out D E C I S I O N Ask yourself the 4 ques&ons, answer them yourself, ask the prospect, then give them your answers No one wants to make mistakes others have made or are making No one wants to overlook or not consider something of importance No one wants to misunderstand anything of great importance Everyone knows they should check out (or do) everything possible before committing to any important decision today
- 27. What types of mistakes do customers tend to make while making this kind of decision? What do customers most frequently overlook or not consider? What are the most difficult things for a customer to understand? What would a customer need to do or check out to reach a fully informed decision? 1 2 3 4 The M.O.U.N. Question strategy
- 29. What types of Mistakes do customers tend to make while making this kind of decision? Thinking they could do it better themselves. Not having experienced trainers and educators. Saves money! But…taking people away from their main jobs. Having limited external knowledge of market trends and new ideas. Not having a wide range of skills – telephone, written, F2F, Group presentation. Not having e.g telephone recording or video equipment MISTAKES? A MOUN on the subject of training / development
- 30. What do customers most frequently overlook or not consider? The benefit of an outsider giving advice (no political agenda). The benefit of improved performance on the bottom line. Staff retention. It can motivate staff to stay with the company. It builds staff’s confidence eg sales – asking for more orders / or referrals It can be part of a career development plan. Better long-term, customer relationships as a result. Perhaps it could qualify for support funding. It creates consistency across the board. If you think training is expensive, try not training! OVERLOOK? A MOUN on the subject of training / development
- 31. What are the most difficult things for customers to Understand? Cost benefit analysis – cost versus an investment? Not understanding how the competition have moved on. The human touch is better than technology – better connections. It creates a “subs bench” of stars to take the place of others in time. It can build motivation levels that leads to increased productivity. It promotes teamwork. It helps identify skills gaps. Provides an incentive to learn and grow. It needs to be continuous (repetition, repetition, repetition). It promotes innovation and creativity eg how to reduce costs. It can attract prime targets to your company. UNDERSTAND? A MOUN on the subject of training / development
- 32. What would a customer Need to do or check out to reach a fully informed decision? Pick an experienced professional who’s worked in your industry. Check out their testimonials – what others say about them. Check what they would do before, during and after? Check are they good communicators? Check if they have been published? If so, where? Check if they would they conduct a freebie presentation for you? What does their website say about them? What is their after-sales service like? What are their payment options? NEED TO DO OR CHECK OUT? A MOUN on the subject of training / development
- 33. MOUN
- 34. The M.O.U.N. Question strategy could be done on…. Why use your product / service? Why use your company? Why use you as the KAM?
- 35. The M.O.U.N. Question strategy could be done on…. Why your product / service? Why your company? Why you as the KAM? On the competition On the timing On the financial implications On the quality of….versus others On the quantity of options open through you