Welcome to

Sales Training Day

Agenda10am - 11am     Workshop - The Basics of Selling                        Pre-call planning                        ‘The Script’                        11am – 12pm    Testimonials – Tips & Advice from re:charge store owners 12pm – 1pm      Prospecting and Business Development followed by Q&A 1am – 2pm        Lunch 2pm – 3pm       Designing your sales process followed by Q&A 3pm – 4pm       Workshop – The Sales Cycle                        Managing your prospect list                        Establishing customer needs                        Answering customer objections 4pm – 5pm       Workshop – Motivation, Target setting and Staff incentives

Objectives

Share best-practice Simple, easily incorporated sales

techniques Learn from our colleagues Leave feeling more confident in our

sales abilities The end prize – more sales!

What NOT to expect…

Bio – Muriel Molloy

Family of shopkeepers Training courses for Microsoft, Education for

Peace, Nostra Systems, New Horizons… AIB – Background in Telesales Sales and Marketing Development manager in

Typetec Responsibility for the sales targets of a team of 4

telesales staff and 3 field sales Small business owner – leads generation

Introductions

Name Job title Name of Store What you would like to achieve from

today?

The Basics of Selling

A State of Mind Listening Good first impression Elevator pitch Organisational skills

And finally…

Confidence!

But how? Educate yourself about the products Practice your script/pitch Don’t be afraid to say ‘I don’t know – but

I’ll get back to you.’

Pre-call planning

The importance of cross-selling What is my territory? What is the best use of my time? What does success look like?

The Script

Put the script in your own words Make it your own Generally 2 scripts – one for fact

finding and one for sales.

Getting past ‘The Gatekeeper’ All hail the gatekeeper! (Respect) Don’t sell PAST the gatekeeper, sell

TO the gatekeeper Again - confidence

Right before the call…

Preferred outcome – face-to-face meeting/email address/sale

Script (the crutch!) It’s OK to fail, stumble, panic Assume – I’ll make 10 calls before I get

familiar with my script Think in stats, not quality of individual

calls, eg. 5% leads generation = success

Prospecting

Databases Compass/Yellow Pages/Google Warming up “cold calls” Sales Call Planning Setting sales call objectives Questions to ask Objections to anticipate

Networking

BNI (Business Network International) Chambers of Commerce Ireland County Enterprise Boards Women in Business Through Sports

Associations/Boards/Community involvement

Start your own network? Facebook/LinkedIn

The Sales Funnel

Designing your sales process Customer Relationship Management Excel/Act/Sage/Business Contact

Manager(MS Outlook)/Business Contact manager

Leads sheet

Exercise

Have you tried advertising, distributing flyers, direct mail, sponsorship, PR or another means to market your store?

Split into small groups and share what worked and why.

Managing your Prospect list In Excel But remember – these are only tools Timely and consistent follow-up Example of a simple plan for sales

calls

Exercise

Looking at your current database or your 3 hot prospects, try putting together a simple, realistic contact plan for over the next week.

State some goals which would move these prospects further along the sales funnel.

Establishing customer needs Use your current

database/information What do you know about their

business What are the customers pains? What are the pains of the customers

industry/sector?

ABC – Always Be Closing

No magic wand (unfortunately!) BANT criteria ASK for the business! Follow-up with great service Make a date – in 3 months, ask for a

referral

Sales meetings

Importance of consistence and accountability

Agree targets Agree timelines BANT criteria – Budget, Authority, Need,

Timing Recognise and reward hard work and

perseverance

Exercise

Take 5 minutes to discuss what are challenging but realistic targets for your business.

By month How many meetings or phone calls

would you need to make to reach these targets?

Exercise

Customer objections Write down one objection you have

received in the past when trying to sell

Discuss with the person next to you, how you could possibly overcome that objection in the future

Motivation

What does success look like? Lines in the sand Rewards

Target setting

Challenging but realistic Group targets/Individual targets How much is a lead worth?

Staff Incentives

What will work for your team? Where incentives can fall down Pros & Cons of incentivising staff

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Thanks for your time today. Please help us improve by filling out the feedback form.

Many thanks,

re:charge man