7Habits of Effective Sales People” - Meetupfiles.meetup.com/1397184/7 HABITS OF HIGHLY... · 19...

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© 2013 simple.sales.strategy

“ 7 Habits of Effective Sales People”





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Strategy

a plan or method for obtaining a specific goal or result

Tactica plan or procedure for promoting a

desired end or result.

Definitions


Principle

basic truth or theory : an idea that forms the basis of something


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Tactics


Good Guy – Bad Guy

Feature / Benefit

Voice Mail

Probing

Appointment Setting

Objection Handling

Soft Cl0se

Presentations

Hard Close

Negotiation

Referral

Gatekeeper

Trial Close

Cold Calling

Networking

Lead Generation

Tactics


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80% - 20%--- 20% bring the 80% ---

Lets do what the 20% do


The Tale of Two 20%


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Principles basic truth or theory : an idea that forms the

basis of something


Give Connect

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Know Like Trust


Most people buy after 7‐9


“impressions”

Most reps quit after 3 !

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Selling Window


A lead or prospect has


Value – “Asset”

it cuts both ways

or a “Liability”


It’s a Numbers Game !!

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Don’t have to get it Perfect

Just have to get it GOING!

Referral Partners



UNIT $ VALUE+ SELL $=

The Math of Value

ASK!

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Sell with Stories



Quality


1. If the speed of X could be improved, what would it mean for you?2. What are your major challenges?3. Describe your process for... ?

4. Are you experiencing problems with... ?5. What are your customers telling you about...?

6. How much staff time does it take...?7. Do you have any concerns in the area of... ?8. Do you have any in‐house expertise for...?

9. Describe your biggest unmet needs in terms of... ?10. If someone needs what you offer, what keeps them from

Probe + Listen

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S – ituation

Think “S‐P‐I‐N”


P – roblem (pain)

I – mplication

N ‐ eed



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Art is a way of making….

science is a way of knowing…‐Wendell Berry ‐


Strategy a plan or method for obtaining a specific goal or

result

Definitions


Know who they are calling + why


Know what they are going to say

Know where they are

Know what's next

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Suspect


QualifiedProspect


Introduction

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Appointment


Action


RFQ - P

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Close


Suspect

Prospect

Intro

Action

Close

Appmt

RFQ-P-I

Mature

You can’t manage it unless you


Measure it

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1. Suspect 2. Qualified Prospect3. Introduction4. Appointment5. Action 6. RFQ 7. Closing 8. Maturity

Pipeline


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Tacticsa plan or procedure for promoting a

desired end or result.

Definitions


1. Suspect ‐ Qualification through a Defined Funnel.

2. Qualified Prospect ‐ Ranking A‐B‐C‐D.

3. Introduction – Value Proposition Positioning.

4. Interview– Presentation and Value Qualification

5. Action – Relationship Building, Value Building and Testing.

6. Negotiation – Proposal Building,

7. Offer– Culmination of Trail Closing in previous Stages.

8. Mature– Defensive

PipelineSales Stages

Qualifying

Scripts & Phone Skills

Presenting/Probing

Reciprocal Commitment.

$ UNIT + Value = Sell $

$ Presenting Value


Lead generation

MOST Profitable

Know who they are calling + why


Know what they are going to say

Know where they are

Know what's next

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1 Suspect 2 Prospect

3 Intro

5 Action6 RFQ - P

7 Close 4 Appmt

8 Mature


Efficient & Consistent – 7‐9 impressions

Sustainable

Transparent

Right Training (the right tactics at the right time)

Asset Value

Corrective Action

Continuous Improvement

Why it works?‐ THE VALUE ‐



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Action Items

1. Build a List (template)2. Rank and Pipeline the List

3. Create a Next Step for each “A”4. Develop an Elevator Statement5. Develop your Value Proposition6. Develop and Practice a Call Script

7. Learn Trial Close Techniques8. List your Common Objections & Responses

9. Ask for and Give a Referral Every Day


Tools

Master Spreadsheet for Organizing and Importing

Master Weekly Contact Spreadsheet

Elevator Statement Guidelines

Rating / Pipeline Summary

Scripting & Structure Outline

50 Questions

Copy of this Presentation


B to B Management Consulting

Company Workshops

Boot Camp!

Sales Teams

Sales Teams for Hire

Speaking

How Can I Serve?


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Four‐2 hours interactive classroom sessionsWe will develop and execute a frame work

Identifying the tools and key tactics to improve your sales resultsWork on specific skill development

Together as a team each attendee will leave with a fully functional sales plan that works

Boot Camp!


“Bob's Sales Boot Camp was a game changer!"

Deborah L. Kerr, PhD ‐ Partner at affintus llc

"I have to tell you ‐ the class that Lorelei attended has made a huge difference

in her focus and productivity! “

“Thank you, thank you, thank you.“

Melynda Caudle ‐ President at Cooper Consulting

“The environment was high‐energy, collaborative, simplified

and action‐oriented“

Paige Webb ‐ New Business Development at The Effective Edge

What my Clients Have Said


“ B ”


“ T ”

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strategic. simple. sane

7Habits of Effective Sales People” - Meetupfiles.meetup.com/1397184/7 HABITS OF HIGHLY... · 19...

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