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Increasing Sales Productivity ! CPMR January 13, 2010. Frank Foster and Associates Performance and Development Solutions 516 Balliol St. Toronto, ON, Canada 416-492-8064 [email protected] A member of the Canadian Training Network. GBS. General Benefit Statement

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increasing sales productivity cpmr january 13 2010

Increasing Sales Productivity!CPMRJanuary 13, 2010

Frank Foster and AssociatesPerformance and Development Solutions

516 Balliol St. Toronto, ON, Canada

416-492-8064

[email protected]

A member of the Canadian Training Network

slide2
GBS

General Benefit Statement

“I help people like you make

more money”!

selling has changed
Selling Has Changed!
  • Customers today don’t want cookie cutter solutions
  • They want professional and knowledgeable partners
  • They’re buying relationships
slide4
Business has changed!

- people want customized solutions

- they expect professional service

- you must be knowledgeable

- they want you to build trust

= Long Term Relationships

agenda
Agenda

Today we will learn:

  • The Facts – the world of selling is changing
  • 5 Common Human Factors
  • What makes you different?
  • Creating Value
  • The Prospecting Process
  • Understanding Different Customers
  • Selling Benefits
  • Managing Major Accounts to Increase Sales Productivity
the changing world of selling the facts
The Changing World of Selling- the Facts

–lBuyers are better trained than sellers

– with technology they have access to more information

–l      Buyers talk partnerships not preferred suppliers

–l Buyers will switch suppliers because they feel they are not appreciated

–lAccount Selling Teams must work with Account Buying Teams to succeedand improve profits

–lBuyers sell the close … Negotiate the order!

–lMost Salespeople are not equipped to sell in today’s competitive market – Are you?

traditional selling model
Traditional Selling Model

Rapport

Building

Needs Determination

Solution Process

Closing

today s consultative selling model
Today’s Consultative Selling Model

Rapport

Building

Needs Determination

Solution Process

Closing

two goals of every organization
Two Goals of Every Organization

1.   To acquire and maintain customers.

2.   To sell as much as possible ....

.... at a profit!

5 common human factors things we know about change and people that can help us reach those goals

5 Common Human Factors…Things We Know About Change and People That Can Help Us Reach Those Goals

slide12
5 COMMON HUMAN FACTORS

l People base many of their decisions on emotion not on logic

slide14
5 COMMON HUMAN FACTORS

l People base many of their decisions on emotion not on logic

l People use perceptions as facts

slide19
5 COMMON HUMAN FACTORS

l People base many of their decisions on emotion not on logic

l People use perceptions as facts

l People have preconceived ideas

slide24
5 COMMON HUMAN FACTORS

l People base many of their decisions on emotion not on logic

l People use perceptions as facts

l People have preconceived ideas

l People don’t read

slide38

People don\'t read!Read this sentence -FEWER FUSE FAILURES ARE THE RESULT OF YEARS OF SCIENTIFIC STUDY COMBINED WITH THE EXPERIENCE OF YEARS.Now count all the F\'s in the above sentence only once. Don\'t go back and count them again. Write down the number you counted.How many did you count? 

slide39

Ode to the Spell Checker Eye have a spelling chequer It came with my pea sea It plainly marques four my review Miss steaks eye kin knot sea. Eye strike a key and type a word And weight four it two say Weather eye am wrong ore write It shows me strait a weigh. As soon as a mist ache is maid It nose bee four two long And eye can put the error rite Its rare lea ever wrong. Eye have run this poem threw it I am shore your pleased two no Its letter perfect awl the weigh My chequer tolled me sew.

slide40
5 COMMON HUMAN FACTORS

l People base many of their decisions on emotion not on logic

l People use perceptions as facts

l People have preconceived ideas

l People don’t read

l People think they are unique and want to be treated that way

slide42
5 COMMON HUMAN FACTORS

l People base many of their decisions on emotion not on logic

l People use perceptions as facts

l People have preconceived ideas

l People don’t read

l People think they are unique and want to be treated that way

slide43

BUT.........

THE

World of Selling

is Changing

1

1

slide45
USP
  • Unique Selling Points

Product

Place

Promotion

Price

What makes us stand out in the minds of our customers?

place
PLACE
  • CHANGE
traditional distribution channel

Traditional Distribution Channel

Raw materials Get manufactured Are shipped to a Shipped to retail Gets to the final

wholesale or consumer

distributor

today s distribution channel

Today’s Distribution Channel

Bypass channel intermediaries

slide50

Change:

Disintermediation will affect your business.

Pro-act or Re-act!

original rules
Original Rules

Internet Rules

  • Good
  • Fast
  • Cheap
  • Perfect
  • Now
  • Free
slide55

Change:

With comparable products and services, the major difference among competitive offerings can often be the relationships established between buyer and seller!

slide56

People

BUY

From people

LIKE

they

often the most important thing is

Often…The most important thing is…

YOU

(insert your picture here)

slide59

Change:Unless you learn to sell your unique factors and value-added support services, the price you receive for your products and services will not provide the profitability you want with each account!

slide60

Value-Added Services

Value-added…adds value to the sale. Supports your offering. Enhances value as perceived by the customer.– Value-added services can also be part of your unique factors.

“What you do…for your customer”

slide61

Value

is the relationship between

quality

price

as perceived

and

by the customer.

slide62

Price

is what customers

think about…

when the salesperson gives them

nothing else

to think about.

slide63

Change:

Preparation and pre-call planning will be needed to assure quality sales calls!

slide64

S.W.O.T.

  • Strengths
  • Weaknesses
  • Opportunities
  • Threats
strategy question
Strategy Question

Ask Yourself

“What is our greatest strength in the marketplace—the thing that separates us from everyone else—and how can we use that strength to further penetrate the market, without losing ground to the competition?”

strategy definition
Strategy Definition
  • The organization’s mission, vision, values, and culture
  • Overall organizational goals, plans, and strategies
  • Strengths and weaknesses of your products and services
  • How the products can be differentiated from competitors’ products
  • Strengths and weaknesses of competing products
  • Changes that are going on in the marketplace (customer trends, social change, cultural changes, economic changes)
  • Technology advances
what s your time worth
What’s Your Time Worth

Annual salary

+

Commission / Bonus

+

Benefits (Approx. 30%)

= $________________

Divided by

1880 hours

= $_____________/hour

who are your buyers
Who Are Your Buyers?

Multiple Buying Influences

  • User Buyer – asks how does it work?
  • Technical Buyer – wants to know the specifications
  • Economic Buyer – how much does it cost?
  • Coach – how can I help?
r o t i return on time invested
R.O.T.I. - Return On Time Invested

Estimated Value:

Estimated Gross Profits less Required Expenses

= Estimated Value

R.O.T.I. = Estimated value (EV) TIME required to start

doing business

prospecting process

THE MARKETPLACE

Suspects

Prospects

Presentations

CUSTOMERS

$

Prospecting Process
it s a process
It’s a Process

Ratios - 3:1

Elimination = Progress

Don’t get hung up – move on!

SW SW SW - Next

prospecting process ratios

THE MARKETPLACE

100 Suspects

Prospects

= 30 Presentations

= 10 CUSTOMERS

= 3 long term customers

Prospecting Process Ratios
have a script
Have a Script

“People don’t care what you do….

they care what you do for them!”

- Remember your GBS

  • Planned but not canned
  • KISS
  • Avoid jargon
just do it 1 2 3 call
Just Do It!

1-2-3 Call!

slide90
VITO
  • Qualify early and often!
  • Make sure you are talking to the right person
100 000 question
$100,000 Question

Who, other than you, is involved

in the decision making process?

move them through the process
Move them through the process
  • Yes make you $
  • No makes you $
  • Maybe costs you $
if you don t do this

Suspects

Prospects

Presentations

CUSTOMERS

$

If you don’t do this …
you don t get this

THE MARKETPLACE

Suspects

Prospects

Presentations

CUSTOMERS

$

You don’t get this!

slide99
"Successful people ask better questions, and as a result, they get better answers." ~~ Anthony Robbins
slide100

Why do we ask questions?RControl the processRFind out information about the customer, their buying motives and their needsRLook for future opportunitiesRBuild rapportRUnderstand buying motives

slide101

“If you don’t know where you are going, you’ll probably end up somewhere else!”

- Yogi Berra

commonality
Commonality

The Golden Rule – “Do unto others as you would have them do unto you.”

The Platinum Rule – “Sell unto others as they want to be sold unto.”

commonality103
Commonality

We like to do business with people who have something in common with us.

How do we build commonality?

  • Have shared interests
  • Adopt similar physical appearance and stances
  • Use similar styles of speech
  • Think in ways that are similar to our customers
behavioral styles sell unto others as they want to be sold to

OPEN – People Oriented

Relater

Socializer

Slower – Fact oriented

Faster –‘Gut’ oriented

Thinker

Director

CLOSED – Task Oriented

Behavioral Styles“Sell unto others as they want to be sold to!”
slide105

Change:

If you assume buyers know all the benefits and you refrain from using them, you will not justify sales!

stress benefits not features
Stress Benefits - not Features
  • Benefits are one of the secrets of successful relationships.
  • People don’t buy features, they buy benefits. They buy because of WIIFM (What’s in it for me)

People don’t care what you do,

they care what you do for them!

benefits usually fall into these areas
Benefits usually fall into these areas:
  • Improve image
  • Save time
  • Increase sales/profits
  • Save money
  • Reduce effort – make it easier
  • Reduce risk – financial, security, safety, etc.
  • Feel better – healthier
  • Self image
  • Comfort
  • Improve the Environment
benefits sell value
Benefits Sell Value

Cost / Price

Benefit / Value

full line selling protects profits
Full-Line Selling Protects Profits

Top Customers

Top Products1. 2. 3. 4. 5. 6. 7. 8. 9. 10.

1.________________________

2.________________________

3.________________________

4.________________________

5.________________________

6.________________________

7.________________________

8.________________________

9.________________________

10._______________________

Don’t Just sell…. UPSELL!

increasing sales productivity
Increasing Sales Productivity

Today we learned:

  • The Facts – the world of selling is changing
  • 5 Common Human Factors
  • What makes you different?
  • Creating Value
  • The Prospecting Process
  • Understanding Different Customers
  • Selling Benefits
  • Managing Major Accounts to Increase Sales Productivity

AND

good selling

GOOD SELLING!

Frank Foster and AssociatesPerformance and Development Solutions

516 Balliol St. Toronto, ON , Canada

416-492-8064

[email protected]

A member of the Canadian Training Network

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