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ARE YOU READY TO SELL ? - PowerPoint PPT Presentation


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This information provided by Bill Hoopes, Grass Roots Training/Consulting www.trainandkeeppeople.com Blog: www.trainingchamp.wordpress.com. ARE YOU READY TO SELL ?. To maximize customer growth…. Answer these KEY QUESTIONS :. You need a realistic plan.

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Presentation Transcript
slide1

This information provided by

Bill Hoopes, Grass Roots Training/Consulting

www.trainandkeeppeople.com

Blog: www.trainingchamp.wordpress.com

AREYOU

READY TO SELL?

to maximize customer growth

To maximize customer growth…

Answer these KEY QUESTIONS:

You need a realistic plan.

-How big?-How fast?-How will you make it happen?

to maximize customer growth1

BEFORE you pull the trigger!

To maximize customer growth…

The point, think, decide, plan….

You need a realistic plan.

to maximize customer growth2

How you sell matters….

To maximize customer growth…

High pressure selling yields a less committed buyer, higher cancels and lower lifetime customer values.

Sales based on wants/needs lead to longer term relations, lower cancels, higher lifetime customer values.

first a marketing plan

Your marketing plan identifies the market universe to which you will sell and size of your campaign.

First, A MARKETING PLAN

  • Details lead generation plans/timing.
  • Communicates your value proposition.
  • Sets customer expectations.

The Sales staff makes it happen!

slide6

Staffing plan reflects marketing activity, by week

  • Hire for attitude
  • Train for skill
  • Manage daily

Flip coin

Sales Management – It takes a process

Your choices….

slide7

If the above assumption is incorrect, let’s talk later.

Sales Management

One assumption:

Marketing/Sales plans exist:

-Lead generation plan set

-Staff needs determined

-Sales projections set [close rate, pacing]

slide8

Sales Management – With a realistic plan in place…it’s all EXECUTION!

1. People: Who will do your selling?

2. Preparations: How will they be trained? When and by whom?

3. Generating/running leads: DM, TM, Block leading, Cancels, Rejects [NI’s], Referrals, Prayer!

slide9

Sales Management – A multi-part process addressing six key factors.

4. Sales room set-up: Is it efficient, workable?

5. Sales day process:Organized with clear priorities/procedures?

6. Sales room management:Do you have a prepared, formal leader who knows what to do, how and when?

slide10

Sales Management – A multi-part process.

1. People: Building your sales team

Who will sell most effectively?

  • High pressure sales? Takes a “closer”
  • Needs based, consultative selling? Use field staff! They understand how to help.
  • New ‘green’ sellers - learn OTJ vs. veterans?
  • Fact: Best plan – start with veteran core!
slide11

Sales Management – A multi-part process.

People: Building your sales team

Recruiting checklist:

  • Clear, precise position description
  • Recruiting plan for the “Gen Y” seller
  • Candidate interview setting and plan
  • Performance based questions that ID potential
  • Fact: Effective recruiting = beyond classifieds!
slide12

Sales Management – A multi-part process.

2. Preparations: Skill training

Training checklist:

  • Select a trainer who wants the job!
  • Start early..it’s a marathon.
  • Provide a designated training space & times.
  • Start with a formal script, adlib later!
  • Focus on “benefits” with constant RPs!
  • Fact: “Small Bite” training works best.
slide13

Sales Management – A multi-part process.

3. Running leads: Organization/process

Lead management checklist:

  • Start with previous cancels/rejects
  • Ease into the flow…focus on quality/accuracy.
  • Lead content must provide continuity with marketing message! [needs vs. discounts]
  • Don’t waste expensive DM leads on new folks.
  • Fact: Quality leads close higher [one exception]
slide14

Sales Management – A multi-part process.

4. Sales room set-up:

Checklist:

  • Must have designated sales area for calls.
  • If joint space, field staff moves out early!
  • Room for essentials [3-4 feet, well lighted].
  • No clutter! Sales tools/info only at workspace.
  • Paper flow process [sales, rejects, auditing?]
  • Fact: Best sales rooms are highly organized.
slide15

Sales Management

Sales room – The physical setting:

slide16

All open ‘pending’ leads in daily file

  • Price sheet/calculator
  • Competitive info
  • Sales program sheets
  • What about music/lights?

Sales Management

Sales room – The physical setting:

slide17

What about paper flow?

  • Daily sales bin
  • Daily reject bin
  • Special instructions for sales reps [notes]
  • What else?

Sales Management

Sales room – The physical setting:

slide18

Your turn….what happens now?

Sales Management

5. Sales day process:

  • All reps leave from office at ?
  • Sales meeting
  • Daily assignments include ?
  • RP practice
  • Return to office by ?
  • On phones by X
  • Breaks?
  • Paper flow process
  • Audits?
  • Next day prep andend of session

Describe the balance of the calling session

slide19

What exactly is this person doing?

Ever use a phone monitor to train?

Sales Management

6. Sales room management:

  • Listening/coaching
  • Tracking/encouraging!
  • But…is it happening?
slide20

Having some fun!!

Let’s identify games/contests!

You first….

Negative people

not wanted

Sales Management

  • Balloon pop!
  • Poker
  • Card toss [in the hat]
  • “Next one is the big one”
slide21

Summary:

  • Assigned leads
  • Leads run
  • Contacts
  • Solds/rejects [day, week, month, YTD]
  • Average revenue/sale
  • Average application price
  • Type programs sold

Sales Management

Tracking sales activity

slide22

Sales Management – With a realistic plan in place…it’s all EXECUTION!

1. People: Who will sell?

2. Preparations: How will they be trained?

3. Generating/running leads: Source, pacing?

4. Sales room set-up:Organized for effeciency?

5. Daily sales process:Productive plans?

6. Sales room management:Disciplined process?

slide23

AREYOU

READY TO SELL?

slide24

This information provided by

Bill Hoopes

Grass Roots Training/Consulting

www.trainandkeeppeople.com

Blog: www.trainingchamp.wordpress.com