Sales - Craig Pickering

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This document discusses sales techniques including knowing your company, responsibilities of salespeople, prospecting, appointments, follow up, and sales meetings. It emphasizes understanding your company's mission and value proposition, identifying competitors, maintaining a customer database, using social media for networking, following up with clients, and asking for the sale. The overall message is on the importance of relationship building and persistence in sales.

Business

Sales
Craig Pickering
Bendigo Bank - 3Cs Consulting

 Know Your Company & Your Market

 Responsibilities of Salespeople

 Prospecting

 Appointments

 Follow up

 Sales Meetings
© Craig Pickering 2012

Your Company Message
(30 second elevator speech)

1. Why are we?
Your core values, why you exist, “We believe…”

© Craig Pickering 2012

Your Company Message
(30 second elevator speech)

2. How do we?
Your mission statement, purpose

© Craig Pickering 2012

Your Company Message
(30 second elevator speech)

3. What we do We believe technology
should be easy to
use, intuitive.

Our entire focus is on
making complex
technology
simpler, easier, child’s
play
Wanna buy a
computer?

© Craig Pickering 2012

Your Company Message
(30 second elevator speech)

Intel inside, Spreadsheets,
PowerPoint, x386
processors, 4GB RAM

Left click, right click
menu, multitasking,
interface, 100MGHZ

Wanna buy a
compatible PC?

© Craig Pickering 2012

Your Company Message
(30 second elevator speech)

4. Why should people do business with you?
Your value proposition

Do your salespeople know all this?

© Craig Pickering 2012

Know Your Competitors

• Who are our competitors?

• What do they do?

• What do they bring to the table?
• Strengths & weaknesses?

© Craig Pickering 2012

Responsibilities of Salespeople

• Understand your products and services

• Drive sales of your products and services

• Always be prospecting

• Update and expand your current database

• Achieve then exceed your agreed sales quota
• Represent the company in a professional manner

© Craig Pickering 2012

Types of Salespeople

© Craig Pickering 2012 © Craig Pickering 2012

Prospecting & Lead Generation
Database mining

There’s gold in them there databases!

• Identify current customer base
• Rate each client (A, B or C)
• Identify and rank prospects
• Schedule sales calls

© Craig Pickering 2012

Social Media!
www.socialnomics.net

 Don’t cold call, social call
 Connect then meet for a coffee
 Network (online and in person)
 Set at least one goal

 LinkedIn
 Adelaide Open Networkers
 Adelaide Word of Mouth
 Networking in Adelaide

© Craig Pickering 2012

Appointments

• Establish rapport

• Ask open questions about their business

• Define and then confirm prospect’s objectives

• Review their business need

• State your next step

© Craig Pickering 2012

Appointments - Following up

• Send summary email message or letter to prospect
 Thank prospect for appointment
 Recap meeting
 Review agreed-upon next steps & deadlines
 State future intentions

• Ask internal resources for assistance if required

• Update client account file

• Follow up!

© Craig Pickering 2012

Sales Statistics
2% 3% 5%
10% Sales made on 1st contact

Sales made on 2nd contact

Sales made on 3rd contact

80% Sales made on 4th contact

Sales made on 5th-12th
contact

© Craig Pickering 2012

Sales Statistics
10%
12%
Never Follow Up
48%
Stop after 2nd contact
25% Stop after 3rd contact
More than 3 contacts

© Craig Pickering 2012

Documentation

• Prepare appropriate documents
Presentation folder
Corporate brochure

• Take time to review documents with the
prospect, don’t just hand them over

© Craig Pickering 2012

Ask for the business!

“Would you like to go ahead today?”
“We could deliver either next Tuesday or Wednesday?”
“Which plan (product) do you prefer?”

then..

• Reinforce timeframes
• Keep client informed of progress
• Follow up after delivery/completion
• Ask for referrals!

© Craig Pickering 2012

Sales Meetings

 Agenda
 Rules
 Timing
 Environment
 Peer Pressure
 Recognition
 Motivation

© Craig Pickering 2012

Doug Sleeter Keynote Address from Solutions14 Accounting Solutions Conference: This is our 11th annual conference. And I am SO pleased to welcome you to what I think you’ll agree is our most valuable conference yet. At The Sleeter Group, we spend all year designing the best conference experience for you, and you, and you. And all of our partners. Today, I want to talk about VALUE. Because VALUE is the one single thing that drives business success. It’s also the one thing people think they understand, but the perception of value is being disrupted by technology and client expectations. If you’re not convinced, I’m here to make that case.

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Sales - Craig Pickering

1. Sales Craig Pickering Bendigo Bank - 3Cs Consulting  Know Your Company & Your Market  Responsibilities of Salespeople  Prospecting  Appointments  Follow up  Sales Meetings © Craig Pickering 2012

2. Your Company Message (30 second elevator speech) 1. Why are we? Your core values, why you exist, “We believe…” © Craig Pickering 2012

4. Your Company Message (30 second elevator speech) 3. What we do We believe technology should be easy to use, intuitive. Our entire focus is on making complex technology simpler, easier, child’s play Wanna buy a computer? © Craig Pickering 2012

5. Your Company Message (30 second elevator speech) Intel inside, Spreadsheets, PowerPoint, x386 processors, 4GB RAM Left click, right click menu, multitasking, interface, 100MGHZ Wanna buy a compatible PC? © Craig Pickering 2012

6. Your Company Message (30 second elevator speech) 4. Why should people do business with you? Your value proposition Do your salespeople know all this? © Craig Pickering 2012

7. Know Your Competitors • Who are our competitors? • What do they do? • What do they bring to the table? • Strengths & weaknesses? © Craig Pickering 2012

8. Responsibilities of Salespeople • Understand your products and services • Drive sales of your products and services • Always be prospecting • Update and expand your current database • Achieve then exceed your agreed sales quota • Represent the company in a professional manner © Craig Pickering 2012

10. Prospecting & Lead Generation Database mining There’s gold in them there databases! • Identify current customer base • Rate each client (A, B or C) • Identify and rank prospects • Schedule sales calls © Craig Pickering 2012

11. Social Media! www.socialnomics.net  Don’t cold call, social call  Connect then meet for a coffee  Network (online and in person)  Set at least one goal  LinkedIn  Adelaide Open Networkers  Adelaide Word of Mouth  Networking in Adelaide © Craig Pickering 2012

12. Appointments • Establish rapport • Ask open questions about their business • Define and then confirm prospect’s objectives • Review their business need • State your next step © Craig Pickering 2012

13. Appointments - Following up • Send summary email message or letter to prospect  Thank prospect for appointment  Recap meeting  Review agreed-upon next steps & deadlines  State future intentions • Ask internal resources for assistance if required • Update client account file • Follow up! © Craig Pickering 2012

14. Sales Statistics 2% 3% 5% 10% Sales made on 1st contact Sales made on 2nd contact Sales made on 3rd contact 80% Sales made on 4th contact Sales made on 5th-12th contact © Craig Pickering 2012

15. Sales Statistics 10% 12% Never Follow Up 48% Stop after 2nd contact 25% Stop after 3rd contact More than 3 contacts © Craig Pickering 2012

16. Documentation • Prepare appropriate documents Presentation folder Corporate brochure • Take time to review documents with the prospect, don’t just hand them over © Craig Pickering 2012

17. Ask for the business! “Would you like to go ahead today?” “We could deliver either next Tuesday or Wednesday?” “Which plan (product) do you prefer?” then.. • Reinforce timeframes • Keep client informed of progress • Follow up after delivery/completion • Ask for referrals! © Craig Pickering 2012

18. Sales Meetings  Agenda  Rules  Timing  Environment  Peer Pressure  Recognition  Motivation © Craig Pickering 2012

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