Sales 101 2 3 For LA2M, Gerald Bricker, May 2010

Gerald Bricker

May 2010

� R. Kiley PresentationR. Kiley PresentationR. Kiley PresentationR. Kiley Presentation

◦March 3, LA2M Speaker:March 3, LA2M Speaker:March 3, LA2M Speaker:March 3, LA2M Speaker:

◦ “Biggest Obstacles to Effective Social “Biggest Obstacles to Effective Social “Biggest Obstacles to Effective Social “Biggest Obstacles to Effective Social Media”Media”Media”Media”

� “Sales, rather than brand building “Sales, rather than brand building “Sales, rather than brand building “Sales, rather than brand building mentality.”mentality.”mentality.”mentality.”

� Marketing and sales are very different Marketing and sales are very different Marketing and sales are very different Marketing and sales are very different activities.activities.activities.activities.

� S. Hickey Presentation:S. Hickey Presentation:S. Hickey Presentation:S. Hickey Presentation:

◦ April 14, LA2M Speaker:April 14, LA2M Speaker:April 14, LA2M Speaker:April 14, LA2M Speaker:

◦ “Marketing and Sales are no longer “Marketing and Sales are no longer “Marketing and Sales are no longer “Marketing and Sales are no longer discrete activities.”discrete activities.”discrete activities.”discrete activities.”

� “Demand Generation is Marketing “Demand Generation is Marketing “Demand Generation is Marketing “Demand Generation is Marketing integrated and aligned with Sales.”integrated and aligned with Sales.”integrated and aligned with Sales.”integrated and aligned with Sales.”

� “Targets are not eagerly waiting for “Targets are not eagerly waiting for “Targets are not eagerly waiting for “Targets are not eagerly waiting for our messages.”our messages.”our messages.”our messages.”

� IntroductionIntroductionIntroductionIntroduction

� 101 101 101 101 –––– Selling is PersonalSelling is PersonalSelling is PersonalSelling is Personal

� 102 102 102 102 ---- Success FormulaSuccess FormulaSuccess FormulaSuccess Formula

� 103 103 103 103 ---- Sales ProcessSales ProcessSales ProcessSales Process

� SummarySummarySummarySummary

� Success (improved results) in sales Success (improved results) in sales Success (improved results) in sales Success (improved results) in sales requires that:requires that:requires that:requires that:

◦ You must prepare You must prepare You must prepare You must prepare yourselfyourselfyourselfyourself....

◦ You must gain You must gain You must gain You must gain personalpersonalpersonalpersonal insight into the insight into the insight into the insight into the prospect (rapport).prospect (rapport).prospect (rapport).prospect (rapport).

� Prepare yourselfPrepare yourselfPrepare yourselfPrepare yourself

◦ Prepare for success (improved results).Prepare for success (improved results).Prepare for success (improved results).Prepare for success (improved results).

◦ Keep life and work in mind.Keep life and work in mind.Keep life and work in mind.Keep life and work in mind.

◦Do a selfDo a selfDo a selfDo a self----evaluation (workevaluation (workevaluation (workevaluation (work----life) fit.life) fit.life) fit.life) fit.

� LifeLifeLifeLife----Work Fit Work Fit Work Fit Work Fit ---- Life WheelsLife WheelsLife WheelsLife WheelsPersonalPersonalPersonalPersonal Organizational/ProfessionalOrganizational/ProfessionalOrganizational/ProfessionalOrganizational/Professional

FAMILY

VALUES &

BELIEFS

FINANCIAL

MENTAL

PHYSICAL

SOCIAL

PEOPLE

SKILLS

SALES////

INFLUENCING

SKILLS

TIME

MANAGEMENT

PRODUCTIVITY

� Prepare yourselfPrepare yourselfPrepare yourselfPrepare yourself

◦ What do you really want?What do you really want?What do you really want?What do you really want?

� Determine your goals.Determine your goals.Determine your goals.Determine your goals.

� Stay focused.Stay focused.Stay focused.Stay focused.

A (S + K)+GOALS=>PBC=>IROP

IR = Improved Results

PBC = Positive Behavioral Change

S = Skills

K = Knowledge

A = Attitude

OrganizationalOrganizationalOrganizationalOrganizational PersonalPersonalPersonalPersonal

CriticalCriticalCriticalCriticalGoalsGoalsGoalsGoals

RewardsRewardsRewardsRewards

ConsequencesConsequencesConsequencesConsequences

ObstaclesObstaclesObstaclesObstacles

� Key factor in why someone buysKey factor in why someone buysKey factor in why someone buysKey factor in why someone buys:

◦ Sales person’s ability to:Sales person’s ability to:Sales person’s ability to:Sales person’s ability to:� Discover needs.Discover needs.Discover needs.Discover needs.� Create urgency.Create urgency.Create urgency.Create urgency.� Most buying decisionsMost buying decisionsMost buying decisionsMost buying decisionsare based on emotion.are based on emotion.are based on emotion.are based on emotion.� Develop confidence Develop confidence Develop confidence Develop confidence in your ability to satisfy in your ability to satisfy in your ability to satisfy in your ability to satisfy those needs.those needs.those needs.those needs.

� Become the assistant buyer.Become the assistant buyer.Become the assistant buyer.Become the assistant buyer.

� To build business To build business To build business To build business ----fill fill fill fill your sales funnelyour sales funnelyour sales funnelyour sales funnel

� SWARM ProcessSWARM ProcessSWARM ProcessSWARM Process

� SSSSuspectsuspectsuspectsuspects

� WWWWarmingarmingarmingarming

� AAAAligningligningligningligning

� RRRRealizingealizingealizingealizing

� MMMMatchedatchedatchedatched

� The introductionThe introductionThe introductionThe introduction

� Gain favorable attentionGain favorable attentionGain favorable attentionGain favorable attention

� Discover needs and wantsDiscover needs and wantsDiscover needs and wantsDiscover needs and wants

� Present benefits and consequencesPresent benefits and consequencesPresent benefits and consequencesPresent benefits and consequences

� Get commitmentGet commitmentGet commitmentGet commitment

� Follow upFollow upFollow upFollow up

◦ Prepare Yourself Prepare Yourself Prepare Yourself Prepare Yourself

◦ Set your goalsSet your goalsSet your goalsSet your goals◦ Manage your attitudeManage your attitudeManage your attitudeManage your attitude

◦ Fill your sales funnelFill your sales funnelFill your sales funnelFill your sales funnel

◦ Sell yourselfSell yourselfSell yourselfSell yourself◦ Help your customer buyHelp your customer buyHelp your customer buyHelp your customer buy

◦ Be patient and persistentBe patient and persistentBe patient and persistentBe patient and persistent

◦ Follow the processFollow the processFollow the processFollow the process

� We help people and companies to We help people and companies to We help people and companies to We help people and companies to grow and thrive by helping them to grow and thrive by helping them to grow and thrive by helping them to grow and thrive by helping them to become more effective and to produce become more effective and to produce become more effective and to produce become more effective and to produce improved results. improved results. improved results. improved results.

� We are “Miracle Grow” for you and We are “Miracle Grow” for you and We are “Miracle Grow” for you and We are “Miracle Grow” for you and your business.your business.your business.your business.

� We facilitate: We facilitate: We facilitate: We facilitate: � DevelopmentDevelopmentDevelopmentDevelopment� CoachingCoachingCoachingCoaching

� Areas we support:Areas we support:Areas we support:Areas we support:� ManagementManagementManagementManagement� LeadershipLeadershipLeadershipLeadership� SalesSalesSalesSales� Customer LoyaltyCustomer LoyaltyCustomer LoyaltyCustomer Loyalty� Time managementTime managementTime managementTime management� Strategic PlanningStrategic PlanningStrategic PlanningStrategic Planning

� Gerald W. Bricker, PrincipalGerald W. Bricker, PrincipalGerald W. Bricker, PrincipalGerald W. Bricker, Principal

◦ Free 60 minute consultation for LA2M Free 60 minute consultation for LA2M Free 60 minute consultation for LA2M Free 60 minute consultation for LA2M membersmembersmembersmembers

◦ Email: Email: Email: Email: [email protected]@aadviseconsultingllc.comgwbricker@[email protected]

◦ Web Site: aadviseconsultingllc.comWeb Site: aadviseconsultingllc.comWeb Site: aadviseconsultingllc.comWeb Site: aadviseconsultingllc.com

◦ Blog: blog.aadviseconsultingllc.comBlog: blog.aadviseconsultingllc.comBlog: blog.aadviseconsultingllc.comBlog: blog.aadviseconsultingllc.com

◦ Tel: 248Tel: 248Tel: 248Tel: 248----974974974974----1537153715371537

Sales 101 2 3 For LA2M, Gerald Bricker, May 2010

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Transcript of Sales 101 2 3 For LA2M, Gerald Bricker, May 2010