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- 1. SALES POWER ™ A Game Plan for Selling Your Products/Services More Successfully — THE SERIES — ™
- 2. Raise Awareness of Powerful Core Sales Principles Inspire you with new approaches to current sales practices Provide Tools for the successful execution of these new ideas Raise productivity, sales volume, and the caliber of clients Sales Power Workshop Objectives
- 3. Play to YourStrengths This is an assessment of the work and personal skills you bring to the sales process.
- 4. Characteristics Characteristicsof top sales people 8
- 5. Characteristics ofTop Sales People Proactive, Not Reactive 1. Consciously decide which way to go 2. Identify and avoid obstacles quickly 3. Tackle problems before they arise 6
- 6. Planning Every salesprofessional needs a custom sales plan.
- 7. Rate Your ClientRelationships First: Rate your relationship with 10 of your current clients. Determine how much opportunity exists to improve your relationship. How much time and energy should be allocated?
- 8. Reasons for RepeatBusiness It costs less to develop new business with an existing client, than to find a new client. The bond between the buyer and the business is an emotional one. The cost of changing vendors is too high in terms of business disruption and finances.
- 9. Attain Competitive KnowledgeCompetitor’s Strengths Competitor’s Weaknesses Our Selling Advantages Weak positioning Small, but specialized sales rep Stronger benefits, such as National presence Large sales rep staff fast execution Only regional presence Service guarantees Know your competition
- 10. Best Strategies 1.The “Go-To” Supplier You have already captured 80% or more of the total purchasing done by a client. Suggested Strategy - Focus on maintaining the relationship. - Ask a good client for referrals. For Approaching the 3 Types of Sales Relationships.
- 11. SM SMA SMART ART RT SMAR SMART S pecific M easurable A ction oriented R ealistic T imed T
- 12. Believe in YourProduct Features What is the product/service? Specify how it relates to customer’s company. Expressive What advantages does this service provide? Stay informed of competition and marketplace. What is in it for me (customer)? Benefits
- 13. The Sales MistakeHuge mistake The biggest marketing message mistake is to convey a message about “what we do.”
- 14. The number oneproblem in sales is not having enough prospects. Lead Generation
- 15. Monitor and Measurethe Results Track the number of contacts per event. 4 9 10 5 7 4 3 2 10 10 11 7 Q2 Q3 Q4 Q1 January December
- 16. Create a Referral Program Have a clear plan you can articulate to anyone you are asking for referrals. Make It Happen – make the calls, set-up lunches, etc. Do not use a name without specific permission.
- 17. Reward System Carroton a Stick Line this list up with the monthly, quarterly, or annual goals you have established. Make the reward equivalent to what you have accomplished. Keep these rewards frequent and top-of-mind to motivate yourself and keep you working toward your end-goal.
- 18. Time Management PlanAchieving lofty goals without burning the candle at both ends.
- 19. Converting Goalsto Tasks Build a prioritized list of all business and personal activities to finish in a 1-2 month period. Your priorities determine which activities are on your daily activities list. Break Action Plan into Daily Activities List Step 2
- 20. Don’t Talk –Ask Probing Questions Fact Finding Questions Consultative Approach How Who What When Where Why
- 21. Developing Questions Thisquestioning allows you to get to know your prospects’ state-of-mind. If you listen carefully their answers also provide clues to who they really are. Consultative Approach
- 22. Non Verbal ListeningProspects will tell you exactly how to sell to them. If they ask about price, then money is their button. If they ask about warranties, then quality is an issue. If they want to know about delivery, then time is the deciding factor.
- 23. 7 Steps toCoaching the Sale Consultation Conversation Assess Wants and Needs Fit Requirements to Solution Negotiation Cross Sell Close-Pricing-Financing Service Under Promise, Over Deliver Appreciation-Communication Plan Target Market-UVP Goals-Budget Marketing Strategies Attention Articles-Press Releases Direct Mail-Newspaper Promotions-Networking Referrals Word of Mouth Networking Eductaion Web site-Special Reports Audio Tapes-Video Tapes CD-ROM-Tele classes-Articles Brochures-Phone recordings Needs problem solved Needs Information Explore options Proceed with order Meet expectations Tell others Step 1 Step 2 Step 3 Step 4 Step 5 Step 6 Step 7
- 24. Get it fromyour customers as soon as possible Ask customers to include your UVP Don’t ask for testimonials in survey requests Have customers be specific Have customers discuss the struggles before receiving the benefits Have customers state their credentials Get a picture of them using your product or service Get permission from your customers Ask to draft a testimonial Ask to use their name and location of where they use your product or service Ten Strategies for Successful Customer Testimonials 1. 2. 3. 4. 5. 6. 7. 8. 9. 10.
- 25. Visit us at www.speechesforcoaches.com to review our suite of seminar speaker materials or contact us. Jon T. Newsome President – Presentation Partners, Inc. 770-614-4146 [email_address] — THE METHODOLOGY —
Editor's Notes
- #2 Remember Your attitude and posture is all part of how they listen to you and what you have to say. You audience will only stay engaged as long as you keep them interested in your every word and movement and off the stage. If you begin to turn off your audience take a short break and start again. Go for a quick walk out side, wash your face or review your materials so you can remain confident. Your confidence is key to making them confident in you and your messages. Think position, you know more than anyone in the room. Create that “Position of Strength” for you and your audience!
- #3 To Raise Awareness of Powerful Core Sales Principles To Inspire You With New Approaches to Your Current Sales Practices To Provide Tools for the Successful Execution of These New Ideas To Raise Your Productivity, Your Sales Volume, and the Caliber of Your Clients This is all about Developing a Personal Sales Plan It is time to be selfish about you. Time for you to think about your most important asset – YOU! How many people have been through a sales workshop in the last 12 months? Everyone should spend time each year on your career.
- #4 WORKBOOK EXERCISE Let your audience know that when they see the Open Book with a Pen in the under right corner of the slide it means this is a Wookbook exercise. Please refer to the Strengths and Weaknesses Exercise in Your Workbook.
- #5 Eight Major Characteristics of top Sales People
- #6 Instead of just going with the flow and letting other people's interests determine where they end up, they consciously decide which way to go. They identify and avoid obstacles quickly. They tackle problems before they arise. Develop your personal play book (Planner or Scheduler) LIVE IT!
- #7 Even through all of the sales plans should look similar, each person needs to develop their own plan so they understand the parts that are necessary to get through the process. This is a big deal: Custom Sales Plan means they need to do it! You can not give someone an all ready made sales plan because it needs to be developed by that person. This is the only way they will take ownership in the process and results.
- #8 Rate your relationship with 10 of your current clients using these classifications. WORKBOOK EXERCISE
- #9 It cost less to develop new business with an existing client, than to find a new client In an era of diminishing customer loyalty, this is the most important factor in the financial health of a business. The bond between the buyer and the business is an emotional one. Unique products are perfect for repeat business because the cost of changing vendors is too high in terms of business disruption and finances.
- #10 . If the Sales person doesn’t understand their competition they will never know what sets them apart either good or bad. This can be a shared process in a team environment.
- #11 1. The “Go-to” Supplier You have already captured 80% or more of the total purchasing done by a client for a specific product or service. The account requires a lot of maintenance time to be spent on the relationship. Suggested Strategy: Focus on maintaining the relationship, since there is not much opportunity for growth. Brainstorm with your company’s management to expand your product and/or service line(s). Most importantly, ask a good client for referrals.
- #12 Specific–Not Abstract List a precise goal in terms of the five SMART criteria. Example: Put $100,000 in my retirement portfolio by the end of the year. --- SMART stands for goals that are Measurable Use money to measure or percentages of improvement. Another measure is to add additional units to your performance such as an additional set of repetitions when you work out.
- #13 FAB -- Know your product F eatures: What is the product/service? Specify how it relates to customer’s company A dvantages: What advantages does this service provide over competition? Stay well informed of competition and what’s in the current marketplace Use your marketing, internal or external, resources you have available B enefits: What is in it for me (customer)? Provide them with differentiated, unique benefits Must be spoken in the prospects terms-NOT internal marketing terms. Again, work with marketing to define the product/service unique positioning
- #14 Marketing messages position our products or services. The sales message cannot make this mistake. “What we do” does not provide a solution for the potential buyer, furthermore it does not utilize the listening skills needed to develop a good buy sell relationship. We are professional problem solvers!!!!!!! Find the pain and cure it with a great solution.
- #16 one way to measure success is to track the number of contacts made at an event.
- #17 Be specific about who and what you want for referrals and endorsements. Focus on one client or person at a time. Clear any written quotes or photos in writing with them .
- #18 Now take this list back to your office and line them up with the monthly, quarterly or annual goals you have established. included in your strategic plan. Remember to make the reward equivalent to what you accomplished, i.e. rewarding yourself for 10 new referrals with dinner at your favorite restaurant vs. closing a $500K deal with taking a golf trip. Keep these rewards frequent and top-of-mind to keep yourself motivated and working toward your end-goal — even during frustrating times! Rewards are a cost of doing business.
- #21 Questioning Exercise: Let me demonstrate The British author Rudyard Kipling said there are only 6 questions in this world: Script: I’ve asked John Doe (person from the audience selected ahead of time) to assist me. Role play: Greg uses the 6 questions to keep a conversation going. Put a sign on the wall behind Greg’s head so the audience member can see them and use them to ask questions.
- #23 The red line is weird…had trouble eliminating…
- #24 Step 1 Objective: You can’t be successful in your coaching sales and marketing efforts until you are clear about your marketing message and to whom you are targeting your message. What problems or issues are they facing and what results are they looking for? What is your unique qualifications that are going to interest your prospects and make them remember you? Step 2 Objective: Get Your Target Market’s Attention – Your target coaching prospects must know you exist. To accomplish this you must use attention-getting marketing message effectively and efficiently. You must incite enough curiosity or desire in your prospect that they will want to take action to get more information. Step 3 Objective: Educate Your Prospects – Inform and educate your prospect because at this stage your prospect wants to know more about your solution to their problem. This step holds the hidden key to coaching sales success because it gives them exactly what they want, information. To be educated. Step 4 Objective: Consult with Prospect – By now you may have had one, two, or even three different interactions with your prospects. You have established a relationship of trust and your prospect now sees you as being sincere in your efforts to help them make a right decision. They are now looking for you to help them sort and sift through all the options and make a good decision with which they’ll be happy. The key ingredient in this step is to listen very carefully to your prospect. If you listen close enough, your prospect will always tell you how to sell to them and what emotional buttons to push to close the sale. Step 5 Objective: Negotiate a Win-Win Deal – At this point, the conceptual sale has been made and your prospect wants to move forward, make their final choice on exactly what they’ll be buying, and finalize the deal. This is also the point at which your prospects will weight the value they are receiving to the price they are paying. Step 6 Objective: Exceptional client Service – This is where the rubber hit the road. At this stage you have made promises to your clients and they have expectations that you will hold true to your promises. Always remember that your client has certain expectations that if met or exceeded will result in a happy client and lots of referrals. Step 7 Objective: Spread the Word – Usually after the sale is made and the services are rendered, that’s all the client hears from their coach. This is a big mistake. As a coach, this your best time for gaining referrals from clients that you have delighted. Your clients are in their honeymoon period and want to talk to others about their positive experience with you. However, by far and away the step that is most often left out is educating the prospect. This results in one-step selling that is akin to cold calling. Who wants to purchase a large ticket item from someone they don’t know or trust? Now you know the coaching sales and marketing process. You can learn the process in a few minutes. It takes knowledge, experience, and patience to learn how to successfully move from one step to the next. Each step has its own unique strategies. Become at student of the sales and marketing process.
- #26 Impart knowledge and awareness. Assess skills and capabilities. Apply the tools, techniques and strategies to address new information and skills. Measure and monitor success to ensure a positive outcome.