presented by:Drew Cameron

Super Colossal Sales Performance Enhancement

Don’t Miss Out!Continuing Education Credits KY, AL, OHConsultant’s Corner in Exhibit Hall

Town Hall Rapid Fire Sat 8:30 am Rm 309Comfortech Idol

Thurs. 4:15 pm Rm 317Fri. 8:00 am Rm 323Sat 10:15 am Rm 309 FINALS!!!

Today’s ObjectivesWhat is Sales Performance Enhancement?Just the facts, NO FLUFF!

Real world things you can do upon your returnTime-tested to generate results – GUARANTEED!

Get the tools you need for success emailedOpen your eyes to what you should be doingRealize your company’s true potential

Why Are You Here?Are you frustrated with salespeople’s performance?Are you getting the revenue you desire for the leads you generate?Do your salespeople lose sales your company deserves?Do you get the same results no matter what you do?

Why Does This Happen?Top Salespeople tend to be people-oriented, not task-orientedSales is a series of tasksSalespeople tend not to be efficient with their time and energyManagement must fill this void and help manage time and keep track of things

Realize…This is not overwhelming or technicalYou must get back to basicsImplement these proven solutionsThe little things make the differenceYou will experience “Super Colossal”

It’s All A Matter of Perspective

Proof Is In The Stats10% = You will never sell10% = Not sell due to company positioning25% = Show up and be professional

10-30% = Close on first visit25% = Offer better value & uniqueness15% = Buying incentives & Show affordability10% = Limit opportunities and track leads75% = Maximum realistic closing ratio

Proof Is In The Stats98% of salespeople do not follow a consistent integrated differentiated sales process95% of customers say salespeople talk too much93% of salespeople volunteer a price discount/reduction without being asked97% of salespeople “bail out” on a sales call without making multiple “closing” attempts87% of prospect inquiries are NOT followed up appropriately by salespeople

Proof Is In The StatsIndustry average closing ratio ranges

Technician quoted system sales20-25% closing ratio

Technical-based selling25-28% closing ratio

Traditional feature & benefit selling30-35% closing ratio35-45% closing ratio with scripted presentation

Proof Is In The StatsIndustry average closing ratio ranges

Differentiated Relationship SellingCustomer, not company or product centricElicits an emotional bond to solutionAllows customer to discover RIGHT solutionTurns needs to wants and wants to must havesCustomer must have regardless of price55-75% closing ratioOver 75% closing ratio = Priced too low!

Realizing strengths, weaknesses, threats, and opportunities

Increase the number & play to your strengthsMinimize the number & strengthen weaknessesExploit opportunitiesAvoid, remove or minimize threats

Leveraging every resource for maximum resultsRealize you can’t get blood from a stoneSystematizing & documenting everythingTracking and accountability

What Is Sales Performance Enhancement?

Is This How You Feel?

What Can We Do?Sales Management Initiatives

Everything starts with our peoplePut best people in positions to make playsA house built on weak foundation will fall downRecruit properly and continuously…Build pride, ego, self-esteem and resiliencyMake them rejection-proofCoach away head trash and self-limiting beliefsCoach away hope - Hope IS NOT a strategy!

Paranoia fuels urgency and thus behavior

Sales Management InitiativesTech lead generation initiativesImprove communication Written job description

Clear expectationsDuties & ResponsibilitiesReport to whom?Expected office timePerformance objectives & Minimum standards Code of conduct as employee and salespersonWhat does it take to lose your job?What does a top producer have to do?

Top Producers Do The FollowingGet people to need and want, not just need, what they sellQualify & disqualify prospects appropriately

Deal with those ready, willing and able to buyDevelop deep relationships with prospects

Mutual trust, respect and commitmentEliminates objections & Gains commitment to get decision before presenting

Top Producers Do The FollowingConducts a thorough linear sales process with prospect doing most of the talkingQualifies completely

Presentation is only as good as qualificationFocuses on prospect’s reason for buying, not their own.Conveys desire to help prospect overcome their obstacles to reach their goals

Top Producers Do The FollowingAsks closing questions throughout process

Not at end or when they think prospect is readyTakes temperature periodically to gauge statusProspect closes themselves – DISCOVERY

Are determined and will not be deniedFailure is not an option2nd place is the first loserThis yields conviction and personal fortitude

Top Producers Sell Their Way Out of Oblivion

Top Producers don’t think like everyone elseSales is NOT a numbers game

Although we do track stats and measure performanceNOT about running leads/generating “proposals”More leads DO NOT equal more sales???Spend more time with fewer people for more $$$Salespeople DO NOT get paid for activitySuccess in sales is measured by the number of profitable sales you close ONLY!

Sales Management InitiativesReview install pricing and positioning

Tier Best, Better, Good, Basic pricingMulti-tier comfort-enhancing necessitiesProvide flexibility to mix & match for best fitOffer more compelling value-added propositions

Offer solutions to real problems – Dig’em UpOffer complete solutions, not band-aidsEnhance offerings with your company’s uniquenessOffer options, but with focus Additional distinctive products and services

Sales Management InitiativesCreate sales tools to help sellOffer equipment with certified ratings

Matched indoor & metering devicehttp://www.ari.orghttp://www.gamanet.org

Establish your U.S.P. or U.S.AReview service pricing to entice sale vs. repair when appropriate

Sales Management InitiativesCreate packages or bundle services

Safety and SecurityIAQ Treatment and Health EnrichmentComfort EnhancementEnergy SavingsEnvironmentally ConsciousHome AutomationPackage savings vs. a la carte

Show “with system” savings vs. “at a later date”

Sales Management InitiativesBetter marketing

Better creative & media and message balanceLead taking, scheduling and allocation

Sales Coordinator handles everythingLead tracking and daily reporting

What happened & “What happens next?”Sales Call Objectives Did they interview “real” prospectDo they know key decision making criteria

Sales Reporting & Performance Boards

Consider These Facts56% of salespeople not being coached properly57% of salespeople want more coaching32% of sales managers are considered to be outstanding coaches by their salespeople.A survey of 278 business executives found that the #1characteristic of effective sales managers is coaching skills.60% of salespeople want better coaching from their sales managers

Coaching Is CriticalCoach is a chosen roleBecome a coach or a better oneCoaching is not done in the locker roomCoaches can be criticalCoach behavior, not the individual

Coach right, wrong, poor and goodUse stats to reinforce deficiencies

Sales Management InitiativesTrain properly, completely and ongoing

Leverage internal and external resourcesCoaching ride alongs (at least monthly)

You w/ them, them w/ others, others w/ them, other companies

Role play coaching various scenariosIf they can’t do it in the office, they are not doing in field

Weekly sales meetings Stimulating behavior reinforcing incentives

Rewards, awards, bonuses, prizes, notes homeChange them up from time to time

Recognition, praise and appreciation

Sales Management InitiativesObjective setting – Goal vs. Budget

Cut & Paste – “What’s in it for them?”Motivation – comes from within

You can’t motivate anyone, but you can de-motivateShow daily behavior/goal activity to achieve desired results and stay on paceDevelop individual and team KPIs

DO NOT have same goal for everyone

Understand why salespeople stop producing or quit – Some quit and stay

Sales Management InitiativesRehash all leads

Management randomly follow-upReassign as necessaryEnhance value (don’t discount) as necessaryCoach off feedback

Leverage multiple sources of financingRequire self lead generation & networkingUnderstand why salespeople quit or become de-motivated – Some quit and stay

Why Do Salespeople Quit?1. Lack of opportunity – 41%

a. Grow you people and your company will growb. Consider advancement and expansion

2. Lack of recognition – 25%a. A simple note or “kudos”b. Make them feel like they & their work matterc. Recognize achievement and non-performance

3. Job is too routine – 5%a. Provide variety – marketing, contests, products

4. Job poses no challengea. Allow them to inject personal creativity

Why Do Salespeople Quit?5. Income limits – 15% - 3rd highest, not 1st

a. Incentivise with no cap on earningsb. Rich salespeople = Rich company

6. Promotions into less moneya. Performance-based bonus or profit sharing

7. Lack of company support – 10%a. Marketing, support, training, materials, mgmnt.b. Salespeople are your internal customers!

Why Do Salespeople Quit?8. No particular reason – 4%9. BONUS: Those that quit and stay

a. Lose motivation b. Mentally shut downc. Performance declinesd. Animositye. Negativityf. Attitude toward work, customers, co-workers

FACT7 out of 10 employees who leave a company never say why they are leaving.

Ingrid Bredenberg, Human Resource Innovations

“De-Motivators” = DeactivatorsMotivation comes from within by definitionYou cannot motivate anyoneYou can “de-motivate” & deactivate people

1. Do as I say, don’t do as I do.2. Unclear descriptions or expectations3. Backtracking & indecision by management4. Immunity of manager: political glad-handing5. Under appreciation and lack of praise

“De-Motivators” = Deactivators6. Non-performance based compensation7. Lack of skills or ability to do job8. Problems getting dumped on them9. “Business conditions not conducive to sales”10. Empty promises and/or untimely keeping of11. Disregarding importance of their time12. Coaching and managing problems ONLY13. “Management has no time for me.”

How do you motivate?

FACT91% of employees are less loyal to their employers.65% think employers lack genuine concern for employees.62% think managers won’t keep promises.

Alex Hiam, author of “Motivating & Rewarding Employees”

Are your salespeople working for the prospects?

Side with the excuses/objections they hear?Write proposals prospects use with competitors?Complain that prices are too high?Follow prospect’s directions rather than yours?Try to sell you jobs they sell?

Do You Have Weak Salespeople, A Weak Sales Process or Both?

Do your salespeople work for your competition?Fail to identify real sales opportunities thereby increasing your competition’s market share?Invest their time and your money into writing premature proposals that fail to close?Uncover competitors in the mix and fail to remove those options?Fail to confront objections/obstacles & lose business?Fail to effectively differentiate your products and services and thus lose sales to competitors?

Do You Have Weak Salespeople, A Weak Sales Process or Both?

4 Secrets To Differentiation1. Treat prospects as new and unique opportunities

Recognize differences between prospectsAdapt sales behavior to each prospectBuild trust and get commitment by fulfilling each prospect’s unique wants and needsIt may be your 1000th call, but it’s their firstNo Shortcuts and No Mind ReadingTake nothing for granted…Treat existing customers as if new

4 Secrets To Differentiation2. Understand difference in prospect needs & wants.

Needs relate to product & are logical/rationalWants relate to the emotional agenda and the beneath-the-surface reasons why prospects really buy anything

Safety and SecurityPeace of mind, and…Value are all examples of this.And they all depend upon the buyer!

GOAL: Needs ► Wants ► Must-Haves

4 Secrets To Differentiation3. Learn how to ask the right questions.

Allow your prospects to tell you what they want that supersedes price. What’s personal payoff?

4. Present your product or service so that…Features related to your product are secondaryMake components and resulting benefits most essential to your prospect primaryLink differentiation to added value YOU provide beyond any unique value your products or services provide, and you will win more sales!

Get SystematizedImplement an integrated selling system

Rule of 92/42 – Explains industry closing ratios76% of presos are out of sync with buying decisions

Structured, yet simple, sales processNatural and conversational - Not scripted!!!Planned does not mean canned

More effective non-traditional sales philosophyMore questioning and reversing – Less telling

Focus on customer and building relationshipBonding, rapport, trust, and mutual respectFocus on the process NOT getting the saleYou can only manage that which you can control

Sales System Components1. On time & Adequate amount of time

a. Must build trust and relationship2. Comfort & Lifestyle questionnaire

a. Pain & Gain; Money not Budget; Decision processb. Mutual commitment to process and outcome

3. Whole house engineering surveya. ACCA MJ8 Heat loss/Heat gain Load Calc.

4. Existing system & application analysis5. Customized solution & system design

a. Position as comfort, IAQ & energy saving specialist6. Reaffirm upfront mutual commitment

Sales System Components7. Proprietary presentation guide

a. YP books old & newb. Permit list & Code compliant commitmentc. Contractor longevity studyd. Licenses, certifications, NATE, insurance, etc.e. People, standards, training, policies, etc.

8. Integrity Investment Guidea. Package and a la carte flexibility & savingsb. Build the Perfect Home Environment over time

9. Unique warranties & guaranteesa. Free trial period & Risk-Free return policy

Sales System Components10. Provide your EXPERT opinion &

conviction11. Your pride, passion and confidence12. Comfortable Homes & Happy Customers

a. Before & after pix – Customer/Houseb. Good versus poor installations picturesc. Customer list, testimonial letters & referencesd. By zip code and street namee. Select showcase homes

Sales System Components13. 3rd party credibility builders

a. “Game changing” Certifications

14. Multiple convenient & flexible investment options – Accommodate array of credit worthinessa. If you are not financing 60%+, you are losing sales

15. Proven software tools to enhance processa. AUDIT: Tip the “scales of justice”b. R.O.I., payback and investment analysisc. True cost of ownership over any period of timed. Show value, affordability & how to buye. Break it down and tie it down to a daily amount

Sales System Components16. Proprietary sales documents

a. Comfort system investment agreementb. Notice of cancellationc. Guarantee and Equipment warranty certificatesd. Service agreements

17. Post installation follow-up by salespersona. Q.C. and Happiness checksb. Thank you letter/card and gift delivery c. Ask for referral introductions

Presentation Should AddressWhat’s the problem, want, need, etc.,

If and why the prospect should act?Why you and your process?Why your company?Why your recommended solution?How much money and how can they pay?Why now?

KPI Expectations2 leads per day, 3 when busy, 5 days/week

20-30% will close on first call2 go-back presentations per day5 follow-up calls per day or lessDaily report of activity on desk by 10:00amClosing ratio

30% first 3 months40% after 3 months45% by end of first year50%+ by 3 month after anniversary

KPI ExpectationsWork 4 nights per week

Work at least 2 Saturdays per monthAverage ticket should exceed $6500

Complete system & enhancements salesAdd-ons (at least 2 per job)

Finance at least 60% of job soldRevenue per lead = $2000 ($2500+ ideal)Credit rejections = less than 3%Rescissions = less than 2%

Taking It HomeSales Transformation

Make dramatic, not incremental improvementsCommitment to continuous improvementRemove hurdles Email me for tools & presentationKeep an eye on our websiteAsk for help – Call or email me – PLEASE!!!Start Today - DOn’t WaIT!

SummaryYou are responsible for everything good and bad – NO EXCUSES from anyone!

Excuses are acceptance of mediocrityEverything good flows from:

Good peopleDocumented systemsSpecific metricsTracking performanceHolding accountableCelebrating victories

What To Expect Upon Implementation

A struggle at firstJust “Another Tricky Day For You”Change takes you and others out of comfort zones – Expect push backTurnover and Upgrade staff as neededGeometric performance enhancement with each area you improveExponential explosive growth when multiple areas are leveraged

“Results are created by

leaving NO ROOMfor anything other

than Results!”

BOTTOM LINE!!!You get what you expect for

that which you inspect, track, and hold accountable.

“In the world of professional sales you are the master of your own domain or creator

of your own demise…

YOU DECIDE!”

FEEL FREE TO CONTACT US

1-888-621-7888drew@hvacsellutions.comwww.hvacsellutions.com