Sales Development Workshop 1 Dig Media
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The document provides tips and strategies for creating sales and generating business. It discusses being optimistic when assessing opportunities, focusing on customer needs and challenges, using an agenda in sales meetings to listen and explore solutions, emphasizing the benefits to get commitment, and closing the sale by asking for the business and next steps while handling objections. The key is differentiating yourself through preparation, focus on the customer, and perseverance.
Sales Development Workshop 1 Dig Media
- 1. Creating Sales - Generating Business Creating Sales, Generating Business
- 2. Who is Richard Hoy? Father Salesman Businessman Enthusiast Presenter Leader Motivator Coach richard.hoy@compasspeak.com
- 3. The Art of Possibility A shoe factory sends two marketing scouts to a region of Africa to study the opportunities for expanding business. One sends back a telegram saying: ……SITUATION HOPELESS , NO ONE WEARS SHOES The other one writes back triumphantly: ……GLORIOUS BUSINESS OPPORTUNITY , THEY HAVE NO SHOES 3
- 4. Are you Tigger or Eeyore
- 5. The secret of selling Be Brilliant The customer wants you to be great Most people are boring Customers like to talk Know why you are meeting Ask for the business
- 6. Whether you think you can or you think you can’t …….. You are PROBABLY RIGHT! Henry Ford
- 7. The Science of Selling Life is change. Growth is optional.
- 8. Is sales, science or art? • Do sales people matter? • SALES PEOPLE ARE DIFFERENT! • Sales is the science of being lucky often • What makes a good sales person?
- 9. Selling ACTIVITY X FOCUS X SKILLS = RESULT COURAGE X LUCK
- 10. My 5 Secrets Say why you are there I like selling Don’t be boring Don’t stop Ask for Money
- 11. Where should we be? Productivity Profitability Customer Intimacy Cost Management
- 12. Quadrant Model Important Not Important 1 Not Urgent 4 2 3 Urgent 12
- 13. Prioritisation Big Small Easy Difficult
- 14. Business Planning TIME PERSONAL PLANNING PLANNING TEAM PLANNING DEAL ACCOUNT PLANNING PLANNING 14
- 15. Business Planning Model In the Perfect World What Start Here Does Good Look Like? What are the Values of Good? Develop Plan & Review Current State Execute Leading verses Good People Managing Information Development Areas Strengths (Supporting (Restraining Factors) Factors) 15
- 16. Key Performance Indicators Thank you Creating the Premier Sales Organization
- 17. KPIs - Formula for Success Phase KPI Style Number of Apts Activity CEO Apts Trend Apts on Message Account Planning Focus Deal Planning Size 4X Funnel 30 Day 95% Outlook Skills 100% On Plan Specific
- 18. The Selling Meeting • Create the meeting • Set the scene • Set the expectations • ALERT • SCOTSMAN • Earn the right • Agree next steps
- 19. Strategic SellingNeed Creation ALERT Selling – Selling in the boardroom
- 20. The Opening -Agenda Why are you there? What do you want? What should happen Their Role NEVER……………..
- 21. Listen to your customer What? Where? How? Why? Start with a big question When?
- 22. Hierarchy of Questions What is important to you? What is important to you regarding your business? What is important to you regarding your businesses reputation? What is important to you regarding your businesses documents? What is important to you regarding your printers and photocopiers?
- 24. Business Challenges – Common Pains Increase revenues Cash Burn Long sales Weak Business Cycles Funnel Decrease Increase costs productivity Poor Sales Performance Scheduling inefficiencies Weak business Low customer Poor Sales undermines satisfaction Skills credibility
- 25. Transaction Summarize Never say summary The key message Ask for something Ask for the business Agree next steps Don’t accept No Enjoy the Moment
- 26. Sales Process Agenda Listen Explore/Examine/Evaluate ROI Transaction
- 27. Thank you Objections Managing
- 28. Objection Handling Listen Test Understanding Gain Commitment Doubt Misunderstanding Genuine Disadvantage Proof Apologize Maximize Benefits Clarify Close
- 29. The High Points
- 30. You make the difference
- 31. The road to success is always under construction
- 32. Success is simply a matter of luck. Ask any failure
- 33. The Harder I work the luckier I get
- 34. You can choose your reaction to any stimulus
- 35. The definition of insanity is to continue to do what you have always done and expect a different outcome
- 36. Sales is a simple job complicated by idiots
- 37. Eighty percent of success is showing up
- 38. A successful man is one who can lay a firm foundation with the bricks others have thrown at him.
- 39. Dare to be different
- 40. Pick the low hanging fruit
- 41. There is nothing as sweet as the taste of success
- 42. Thank you