1© 2009 Wright Business Institute, Inc.1

Teleconference #2: Getting Down to Business:Selling & Essential Daily Activity

© Wright Business Institute, Inc.E-mail questions to coach@wrightlearning.com

2© 2009 Wright Business Institute, Inc.2

A Review of the Symposium Assignment

E-mail questions to coach@wrightlearning.com

3© 2009 Wright Business Institute, Inc.

► A Review of the Symposium assignment

► The evolution of business through sales practices

► Building Your Daily Routines

► Overcoming Your Resistance and Time Wasters

► Overcoming Their Resistance

► Negotiating a Close

► Intentional Networking

In Today’s Teleconference We will Cover …

4© 2009 Wright Business Institute, Inc.

Sales Professionals

• In the Symposium we asked you, “ How many of you are sales professionals?” and most of you failed to raise your hands. We discovered you were in denial.

5© 2009 Wright Business Institute, Inc.

We reminded you that …

► Always selling – customer, staff, financial backers

► Easy to take eye off the ball

► Excuses – unconscious fear

► Work will expand to fill time

► No magic solution

► Sales and delivery together

6© 2009 Wright Business Institute, Inc.

We covered: Setting Sales Activity Floors and Goals

• Set floors and goals – no ceilings!

To your potential – and beyond!

Sales Activity Floor

Goals

7© 2009 Wright Business Institute, Inc.

We Discussed Sales Cycles and Ratios

Dials Conversations Meetings Proposals Closes

1:2 to 1:75

1:2to 1:10

1:2to 1:5

1:2to 1:5

1:2to 1:10Ratios

8© 2009 Wright Business Institute, Inc.

Dials (floor___, goal ___) Conversations Meetings Proposals Closes

7-8 √

8-9

9-10 √ √ √ √ √ √ √

10-11 √ √ √ √ √ √ √ √ √

11-12 √ √ √

12-1 √ √ √ √ √ √ √

1-2 √

2-3 √ √ √ √ √ √ √

3-4

4-5

5-6

6-7

7-8

8-9

Total 28 5 2 0 0

We Reviewed a Sales Activity Tick List

9© 2009 Wright Business Institute, Inc.

We Presented the Key Sales Metrics and Sales Activity Assignment for Everyone

• At the end of the seminar, we all agreed our floors and goals would be…

► Dials:

• Goal: 20/week, 4 per day

• Floor: 1 per day► Conversations:► Meetings► Proposals► Closes

Send e-mail to coach@wrightlearning.com.

10© 2009 Wright Business Institute, Inc.10

The Evolution of Business through Sales Practices

E-mail questions to coach@wrightlearning.com

11© 2009 Wright Business Institute, Inc.

Today we will review the evolution of sales as businesses develop.

Watch for your position and plan your evolution.

Businesses Go Through Sales Development Phases

12© 2009 Wright Business Institute, Inc.

The Map - Getting To Know Where You Are

Level 1

Level 2

Level 3

Level 4

Level 5

Level 6

Initiating

Establishing

Emerging

Differentiating

Generating

Self-Developing

13© 2009 Wright Business Institute, Inc.

Selling at the Initiating Phase

Level 1 Initiating

Level 2 Establishing

Level 3 Emerging

Level 4 Differentiating

Level 5 Generating

Level 6 Self-Developing

• Starting out• Building capacity• You have no one to report to• Developing discipline• Feeling your way into ways of being• Unsure of what you are saying and

doing• Developing informal systems to keep

track of sales activity and sales

14© 2009 Wright Business Institute, Inc.

Selling at the Establishing Phase

Level 1 Initiating

Level 2 Establishing

Level 3 Emerging

Level 4 Differentiating

Level 5 Generating

Level 6 Self-Developing

• Getting the hang of your business• Figuring out how to sell and deliver as

promised• Continuing to develop informal systems• Revenues: $100-$200k/year*• Solo – or 1-2 employees• Key challenges: low accountability,

keeping up with new business, cash flow, maintaining relationships with multiple clients and staff, managing sales/famine cycle

15© 2009 Wright Business Institute, Inc.

Selling at the Emerging Phase

Level 1 Initiating

Level 2 Establishing

Level 3 Emerging

Level 4 Differentiating

Level 5 Generating

Level 6 Self-Developing

• You may have another sales person other than you

• You are feeling the need for sales tracking systems

• Your methodology is still dependent on you in most cases

• Gaining traction• Beginning to feel a sense of mastery and

gain confidence• Beginning to establish more formal

systems and routines• Revenues: $500k to over $2M/year*• Solo – or team of 3-10 employees and/or

contractors• Key challenges: establishing systems;

hiring, training, and managing staff; billing and collecting; contractor relationships

16© 2009 Wright Business Institute, Inc.

Selling at the Differentiating Phase

Level 1 Initiating

Level 2 Establishing

Level 3 Emerging

Level 4 Differentiating

Level 5 Generating

Level 6 Self-Developing

• You generally have several sales staff but you are still the key in most cases-congratulations if you are not

• You are developing or have developed strong sales tracking systems and methodologies

• Your methodology is spreading beyond you

17© 2009 Wright Business Institute, Inc.

Selling at the Generating Phase

ThisLevel 1 Initiating

Level 2 Establishing

Level 3 Emerging

Level 4 Differentiating

Level 5 Generating

Level 6 Self-Developing

• You are still necessary on certain key accounts

• You help sell to accounts• You sell to owners, partners, the board, and,

in some cases, Wall Street• You sometimes drop your discipline a bit at

this level only to realize you are still selling only it is changing in nature.

• Your methodology is now company determined and you likely have a V.P. of sales other than yourself (although you may still dominate that position)

18© 2009 Wright Business Institute, Inc.

Selling at the Self-Developing Phase

ThisLevel 1 Initiating

Level 2 Establishing

Level 3 Emerging

Level 4 Differentiating

Level 5 Generating

Level 6 Self-Developing

• You understand the importance of activity and selling.

• You are selling all the time.• You sell to larger customer base• You sell to employees• You sell to a board, owners, Wall Street• You sell to investors• You support staff as needed on sales

calls• You maintain key customer relations in

your relationships with their CEOs, etc.

19© 2009 Wright Business Institute, Inc.19

Building Your Daily Routines

E-mail questions to coach@wrightlearning.com

20© 2009 Wright Business Institute, Inc.

► Start at low levels—consistency is the win

► Build Gradually

► Develop Systems

Building Winning Habits

21© 2009 Wright Business Institute, Inc.

We Presented the Key Sales Metrics and Sales Activity Assignment for Everyone

>At the end of the seminar, we all agreed our floors and goals would be…► Dials:

• Goal: 20/week, 4 per day

• Floor: 1 per day► Conversations:► Meetings► Proposals► Closes

Send e-mail to coach@wrightlearning.com.

22© 2009 Wright Business Institute, Inc.

► Front load the week

► Pick Zones of Activity

► Front Load the Day

► Keep an overall work log

► Have your calls planned

Tricks and Systems to Build Your Sales Muscle

23© 2009 Wright Business Institute, Inc.

Dials (floor___, goal ___) Conversations Meetings Proposals Closes

7-8 √

8-9

9-10 √ √ √ √ √ √ √

10-11 √ √ √ √ √ √ √ √ √

11-12 √ √ √

12-1 √ √ √ √ √ √ √

1-2 √

2-3 √ √ √ √ √ √ √

3-4

4-5

5-6

6-7

7-8

8-9

Total 28 5 2 0 0

We Reviewed a Sales Activity Tick List

24© 2009 Wright Business Institute, Inc.

Advanced Sales Activity Assignment

Color Code Status Week 1 Week 2 YTD NAMEWeek One Date: Week Two Date:

Floor This week Goal % Floor This week Goal % 2 week Goal %80 76 105 72% 80 86 105 82% 162 210 77%15 12 22 55% 15 17 22 77% 29 44 66%6 4 9 44% 6 8 9 89% 12 18 67%

Pipeline Add 0.5 4 3 8 38% 4 4 8 50% 7 16 44%Pipeline Close 2.0 1 0 1 0% 1 0 1 0% 0 2 0%Pipeline to Proposal 1.0 1 3 2 150% 1 3 2 150% 6 4 150%Pipeline NO's 1.0 1 3 1 300% 1 0 1 0% 3 2 150%

7.5 5 12.50.5 0 1 0% 0.5 0 1 0% 0 2 0%0 1 1 100% 0 0 1 0% 1 20 1 1 100% 0 1 1 100% 2 2

Sales so far this week against week -$ 96,153.85$ 0% 96,153.85$ 0% -$ 192,307.69$ 0%Sales so far this month against month 416,666.67$ 0% -$ 416,666.67$ 0% Daily Sales Goal 13,698.63$ DaySales YTD against YTD goal 2,135,954.00$ 3,438,356.16$ 62% 2,135,954.00$ 3,438,356.16$ 62% Current Sales Goal 3,438,356.16$ 251Sales YTD against annual goal 2,135,954.00$ 5,000,000.00$ 43% 2,135,954.00$ 5,000,000.00$ 43% Should be at 69%Pipeline weighted vs. total pipeline 1,024,200.00$ 4,630,600.00$ 22% 1,278,040.00$ 5,143,500.00$ 25% 2,135,954.00$ 5,000,000.00$ Total pipeline vs. goal 4,630,600.00$ 5,000,000.00$ 93% 5,143,500.00$ 5,000,000.00$ 103%Company YTD 3,498,861.50$ 10,000,000.00$ 35% 3,500,111.50$ 10,000,000.00$ 35%

September 7, 2008

Logo AddsContest Totals

Conversations

CategoryTwo Week Total

Network MeetingsPartnership Meetings

August 31, 2008

Meetings

Dials

25© 2009 Wright Business Institute, Inc.

Dials

Color Code Status Week 1 Week 2 YTD NAMEWeek One Date: Week Two Date:

Floor This week Goal % Floor This week Goal % 2 week Goal %80 76 105 72% 80 86 105 82% 162 210 77%15 12 22 55% 15 17 22 77% 29 44 66%6 4 9 44% 6 8 9 89% 12 18 67%

Pipeline Add 0.5 4 3 8 38% 4 4 8 50% 7 16 44%Pipeline Close 2.0 1 0 1 0% 1 0 1 0% 0 2 0%Pipeline to Proposal 1.0 1 3 2 150% 1 3 2 150% 6 4 150%Pipeline NO's 1.0 1 3 1 300% 1 0 1 0% 3 2 150%

7.5 5 12.50.5 0 1 0% 0.5 0 1 0% 0 2 0%0 1 1 100% 0 0 1 0% 1 20 1 1 100% 0 1 1 100% 2 2

Sales so far this week against week -$ 96,153.85$ 0% 96,153.85$ 0% -$ 192,307.69$ 0%Sales so far this month against month 416,666.67$ 0% -$ 416,666.67$ 0% Daily Sales Goal 13,698.63$ DaySales YTD against YTD goal 2,135,954.00$ 3,438,356.16$ 62% 2,135,954.00$ 3,438,356.16$ 62% Current Sales Goal 3,438,356.16$ 251Sales YTD against annual goal 2,135,954.00$ 5,000,000.00$ 43% 2,135,954.00$ 5,000,000.00$ 43% Should be at 69%Pipeline weighted vs. total pipeline 1,024,200.00$ 4,630,600.00$ 22% 1,278,040.00$ 5,143,500.00$ 25% 2,135,954.00$ 5,000,000.00$ Total pipeline vs. goal 4,630,600.00$ 5,000,000.00$ 93% 5,143,500.00$ 5,000,000.00$ 103%Company YTD 3,498,861.50$ 10,000,000.00$ 35% 3,500,111.50$ 10,000,000.00$ 35%

September 7, 2008

Logo AddsContest Totals

Conversations

CategoryTwo Week Total

Network MeetingsPartnership Meetings

August 31, 2008

Meetings

Dials

Week Date: Week Date:Floor This week Goal % Floor This week Goal % 2 week Goal %

80 76 105 72% 80 86 105 82% 162 210 77%Category

Dials

August 31, 2008 September 7, 2008 Two Week Total

26© 2009 Wright Business Institute, Inc.

Conversations

Color Code Status Week 1 Week 2 YTD NAMEWeek One Date: Week Two Date:

Floor This week Goal % Floor This week Goal % 2 week Goal %80 76 105 72% 80 86 105 82% 162 210 77%15 12 22 55% 15 17 22 77% 29 44 66%6 4 9 44% 6 8 9 89% 12 18 67%

Pipeline Add 0.5 4 3 8 38% 4 4 8 50% 7 16 44%Pipeline Close 2.0 1 0 1 0% 1 0 1 0% 0 2 0%Pipeline to Proposal 1.0 1 3 2 150% 1 3 2 150% 6 4 150%Pipeline NO's 1.0 1 3 1 300% 1 0 1 0% 3 2 150%

7.5 5 12.50.5 0 1 0% 0.5 0 1 0% 0 2 0%0 1 1 100% 0 0 1 0% 1 20 1 1 100% 0 1 1 100% 2 2

Sales so far this week against week -$ 96,153.85$ 0% 96,153.85$ 0% -$ 192,307.69$ 0%Sales so far this month against month 416,666.67$ 0% -$ 416,666.67$ 0% Daily Sales Goal 13,698.63$ DaySales YTD against YTD goal 2,135,954.00$ 3,438,356.16$ 62% 2,135,954.00$ 3,438,356.16$ 62% Current Sales Goal 3,438,356.16$ 251Sales YTD against annual goal 2,135,954.00$ 5,000,000.00$ 43% 2,135,954.00$ 5,000,000.00$ 43% Should be at 69%Pipeline weighted vs. total pipeline 1,024,200.00$ 4,630,600.00$ 22% 1,278,040.00$ 5,143,500.00$ 25% 2,135,954.00$ 5,000,000.00$ Total pipeline vs. goal 4,630,600.00$ 5,000,000.00$ 93% 5,143,500.00$ 5,000,000.00$ 103%Company YTD 3,498,861.50$ 10,000,000.00$ 35% 3,500,111.50$ 10,000,000.00$ 35%

September 7, 2008

Logo AddsContest Totals

Conversations

CategoryTwo Week Total

Network MeetingsPartnership Meetings

August 31, 2008

Meetings

Dials

Week Date: Week Date:Floor This week Goal % Floor This week Goal % 2 week Goal %

15 12 22 55% 15 17 22 77% 29 44 66%Category

Conversations

August 31, 2008 September 7, 2008 Two Week Total

27© 2009 Wright Business Institute, Inc.

Meetings

Color Code Status Week 1 Week 2 YTD NAMEWeek One Date: Week Two Date:

Floor This week Goal % Floor This week Goal % 2 week Goal %80 76 105 72% 80 86 105 82% 162 210 77%15 12 22 55% 15 17 22 77% 29 44 66%6 4 9 44% 6 8 9 89% 12 18 67%

Pipeline Add 0.5 4 3 8 38% 4 4 8 50% 7 16 44%Pipeline Close 2.0 1 0 1 0% 1 0 1 0% 0 2 0%Pipeline to Proposal 1.0 1 3 2 150% 1 3 2 150% 6 4 150%Pipeline NO's 1.0 1 3 1 300% 1 0 1 0% 3 2 150%

7.5 5 12.50.5 0 1 0% 0.5 0 1 0% 0 2 0%0 1 1 100% 0 0 1 0% 1 20 1 1 100% 0 1 1 100% 2 2

Sales so far this week against week -$ 96,153.85$ 0% 96,153.85$ 0% -$ 192,307.69$ 0%Sales so far this month against month 416,666.67$ 0% -$ 416,666.67$ 0% Daily Sales Goal 13,698.63$ DaySales YTD against YTD goal 2,135,954.00$ 3,438,356.16$ 62% 2,135,954.00$ 3,438,356.16$ 62% Current Sales Goal 3,438,356.16$ 251Sales YTD against annual goal 2,135,954.00$ 5,000,000.00$ 43% 2,135,954.00$ 5,000,000.00$ 43% Should be at 69%Pipeline weighted vs. total pipeline 1,024,200.00$ 4,630,600.00$ 22% 1,278,040.00$ 5,143,500.00$ 25% 2,135,954.00$ 5,000,000.00$ Total pipeline vs. goal 4,630,600.00$ 5,000,000.00$ 93% 5,143,500.00$ 5,000,000.00$ 103%Company YTD 3,498,861.50$ 10,000,000.00$ 35% 3,500,111.50$ 10,000,000.00$ 35%

September 7, 2008

Logo AddsContest Totals

Conversations

CategoryTwo Week Total

Network MeetingsPartnership Meetings

August 31, 2008

Meetings

Dials

Week Date: Week Date:Floor This week Goal % Floor This week Goal % 2 week Goal %

6 4 9 44% 6 8 9 89% 12 18 67%Category

Meetings

August 31, 2008 September 7, 2008 Two Week Total

28© 2009 Wright Business Institute, Inc.

We Discussed the Key Skill: Thin-Slicing Time

29© 2009 Wright Business Institute, Inc.

Expanding Further on Thin-Slicing Time

• Why is it important?► Maximizes your productivity► Teaches you to juggle more things

• How to do it?► Set sales activity goals and floors► Plan ahead for calls for the next day► Carry call list and phone with you everywhere► Drive as many as you can► Use the “million dollar reward” strategy

30© 2009 Wright Business Institute, Inc.

Determining Floors and Goals for Other Sales Activity

• Between the Symposium and the first teleconference, your floors and goals were . . .?

► Dials:

• Goal: 20/week, 4 per day

• Floor: 1 per day► Conversations:► Meetings► Proposals► Closes

You did not agree to other goals and floors

31© 2009 Wright Business Institute, Inc.

Resistance

► What is resistance?

32© 2009 Wright Business Institute, Inc.

Resistance

► What is resistance?

OED: The act, on the part of persons, of resisting, opposing, or withstanding.

33© 2009 Wright Business Institute, Inc.

Resistance

► What is resistance?

OED: The act, on the part of persons, of resisting, opposing, or withstanding.

► For our purposes:

Resistance is anything that shuts us down

34© 2009 Wright Business Institute, Inc.

Resistance

► What is resistance?

OED: The act, on the part of persons, of resisting, opposing, or withstanding.

► For our purposes:

Resistance is anything that shuts us down

Two primary sources of resistance:

• customer resistance

• sales person resistance

35© 2009 Wright Business Institute, Inc.

Overcoming Resistance—Yours

>Easy to take eye off the ball>Excuses – unconscious fear>Time Wasters>Work will expand to fill time>Denial

36© 2009 Wright Business Institute, Inc.

Dealing with your own Resistance

► We all have resistance

► Resistance has a natural function

37© 2009 Wright Business Institute, Inc.

Dealing with your own Resistance

► Reasons are excuses

► Excuses are excuses

► Intention must be to make your numbers

38© 2009 Wright Business Institute, Inc.38

Overcoming Resistance: Theirs

E-mail questions to coach@wrightlearning.com

39© 2009 Wright Business Institute, Inc.

Dealing with Customer Resistance

► The First Rule is the last rule

40© 2009 Wright Business Institute, Inc.

Dealing with Customer Resistance

► The First Rule is the last rule

► All Resistance is information

41© 2009 Wright Business Institute, Inc.

Dealing with Customer Resistance

► The First Rule is the last rule

► All Resistance is information

► Its implication is simple

42© 2009 Wright Business Institute, Inc.

Dealing with Customer Resistance

► The First Rule is the last rule

► All Resistance is information

► Its implication is simple

► No is maybe

43© 2009 Wright Business Institute, Inc.

Dealing with Customer Resistance

► The First Rule is the last rule

► All Resistance is information

► Its implication is simple

► No is maybe

► Maybe is yes

44© 2009 Wright Business Institute, Inc.

Dealing with Customer Resistance

► The First Rule is the last rule

► All Resistance is information

► Its implication is simple

► No is maybe

► Maybe is yes

► Yes is yes

45© 2009 Wright Business Institute, Inc.

Overcoming the Types of Resistance

► Resistance to meet with you

► Resistance to consider your product or service

• I already have it/one/etc.

• I don’t need it

► Cost Resistance

• Excuses – unconscious fear

► Creating a need

46© 2009 Wright Business Institute, Inc.46

Negotiating A Close

E-mail questions to coach@wrightlearning.com

47© 2009 Wright Business Institute, Inc.

Closing

► Do a test close

► Ask what it will take

► Follow The First Rule of Closing: Ask for the businessnce

► Remember Resistance—everything is information helping you to the close

48© 2009 Wright Business Institute, Inc.

Closes

► What will it take to do this?

► Take them by the arm

► The guarantee

► Follow-up to avoid buyers remorse

49© 2009 Wright Business Institute, Inc.49

Intentional Networking

E-mail questions to coach@wrightlearning.com

50© 2009 Wright Business Institute, Inc.

Network Dynamics

► The quality of your life is proportional to your network

► Network meetings are just one way

► The networking rule-breaking sales manager

51© 2009 Wright Business Institute, Inc.

Network Science

► The elements of a network

► The power of hubs

► The laws of network science

► Reach the Weak Links

► Give to Get

52© 2009 Wright Business Institute, Inc.

Network Science Skills

► Your greatest untapped power

► The power of your address book

► Mapping your network

► Strategizing into your network

53© 2009 Wright Business Institute, Inc.53

American Family Business Accelerator Program

Upcoming Teleconferences and Success Activities

54© 2009 Wright Business Institute, Inc.

Looking Forward

What’s Next?

Knowing Where You Stand: Defining the Game• Establishing vital systems and monitors to understand the state of your business•  • Getting Down to Business: Selling & Essential Daily Activity• Setting up effective disciplines, intentional networking, and negotiating deals•  • Building Relationships• Creating your vision, developing and leveraging your network

• Marketing Tools• Developing your brand and mastering marketing tools•  • Systemizing Your Activity for Growth• Anticipating and getting around roadblocks; understanding your business and its sales cycles•  • Leading Your Business, Leading Your World• Building a culture, getting work done through others, and getting the most from what you have

55© 2009 Wright Business Institute, Inc.

Teleconference #3-4: Building Relationships and Marketing

► Introducing Yourself to Sell

► Purpose, mission, vision and branding yourself

► Elevator speeches and slogans

► Mastering marketing tools

► Building strong rapport

56© 2009 Wright Business Institute, Inc.

Ongoing Support and Involvement

• Monthly Teleconferences• Weekly E-Tips• Assignments• Contests• Break Room

► Panel of Experts► Growth Coach Forum

• Special Offerings