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.

1. Struggle Free Selling
Workshop
Copyright 2010 | REV Sales Ltd
Cape Town & J’Burg
Mike Clark
November 2011

2. Agenda
1. Sales Challenges
2. Unconscious Beliefs
3. Sales vs Marketing Processes
4. BUYER & SALES Cycle
5. Turn Your Sales Process Into An Asset
6. Closing Techniques

3. Copyright 2010 | REV Sales Ltd
Unconscious Beliefs

4. Unconscious Beliefs
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Quantify - How are your negative
Unconscious Beliefs affecting your business?

5. Copyright 2010 | REV Sales Ltd
Marketing vs Sales
Strategies

6. Marketing vs Sales
Marketing Funnel
Copyright 2010 | REV Sales Ltd
Sales Process
2. Sales
1. Book
Appointment / 3. Proposal
Appointment
Presentation
4. Sale

7. Which Sales System to use?
Basic Intermediate Advanced
Copyright 2010 | REV Sales Ltd
Customized

8. Setting Meaningful Targets!
Step 1
Determine your Financial Targets
Daily Weekly Monthly Quarterly Annual
£2,000 £10,500 £42,000 £125,000 £500,000

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

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Case Studies

13. Case Studies
Copyright 2010 | REV Sales Ltd
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

14. Copyright 2010 | REV Sales Ltd
Exercises

15. Exercises
1. Review your sales process &
discuss new insights with your
Copyright 2010 | REV Sales Ltd
buddy

16. Exercises
1. Review your sales process &
discuss new insights with your
Copyright 2010 | REV Sales Ltd
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
Copyright 2010 | REV Sales Ltd

18. Benefits of a well structured
Sales Process
Set Meaningful Targets
Copyright 2010 | REV Sales Ltd

19. Benefits of a well structured
Sales Process
Set Meaningful Targets
Increased ability to Hit Targets (Financial & Activity)
Copyright 2010 | REV Sales Ltd

20. Benefits of a well structured
Sales Process
Set Meaningful Targets
Increased ability to Hit Targets (Financial & Activity)
Copyright 2010 | REV Sales Ltd
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)
Copyright 2010 | REV Sales Ltd
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)
Copyright 2010 | REV Sales Ltd
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)
Copyright 2010 | REV Sales Ltd
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)
Copyright 2010 | REV Sales Ltd
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

25. Copyright 2010 | REV Sales Ltd

26. “Within months we saw a
Copyright 2010 | REV Sales Ltd
660% increase

27. “Within months we saw a
Copyright 2010 | REV Sales Ltd
660% increase
We are now the UK’s largest
Business Mentoring Org.

28. “Within months we saw a
Copyright 2010 | REV Sales Ltd
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”

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SALES
Cycle
BUYER
Cycle

30. Needs & Wants are Surface level
The Emotional Iceberg
15
14

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They’re sales team went from 1 sales
from 60 leads for a £1500 sale...

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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!
Copyright 2010 | REV Sales Ltd

37. Turn Your Sales Process Into
An ASSET For Your Business!
Know the Steps of your Sales Process
Copyright 2010 | REV Sales Ltd

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
Copyright 2010 | REV Sales Ltd

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
Copyright 2010 | REV Sales Ltd
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
Copyright 2010 | REV Sales Ltd
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
Copyright 2010 | REV Sales Ltd
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
Copyright 2010 | REV Sales Ltd
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
Copyright 2010 | REV Sales Ltd
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
Copyright 2010 | REV Sales Ltd
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

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Exercises

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Quantify in Rands...
Exercises

47. Exercises
Quantify in Rands...
1.If you don’t have this in place,
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what is it costing you?

48. Exercises
Quantify in Rands...
1.If you don’t have this in place,
Copyright 2010 | REV Sales Ltd
what is it costing you?
2.If you had this in place what
value would that add to your
business?

49. Copyright 2010 | REV Sales Ltd
Closing Techniques

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Closing Techniques
FABEC

51. Closing Techniques
FABEC
1. Use their words
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52. Closing Techniques
FABEC
1. Use their words
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2. Provide certainty

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
Copyright 2010 | REV Sales Ltd
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
Copyright 2010 | REV Sales Ltd
create two different types of
‘Future Paced’ Conversations to
can have to close your deals

59. Review Today’s Insights...
Copyright 2010 | REV Sales Ltd
What stood out for you?
What & when will implement?