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Abridged presentation for good sales people who could be great
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Creating Sales - Generating Business
Creating Sales, Generating Business
Who is Richard Hoy?
Father
Salesman
Businessman
Enthusiast
Presenter
Leader
Motivator
Coach
richard.hoy@compasspeak.com
A shoe factory sends two marketing scouts to a region of Africa to study the opportunities for expanding business. One sends back a telegram saying:
The other one writes back triumphantly:
The Art of Possibility
……SITUATION HOPELESS , NO ONE WEARS SHOES
……GLORIOUS BUSINESS OPPORTUNITY , THEY HAVE NO SHOES
3
Are you Tigger or Eeyore
The secret of selling
Be Brilliant
The customer wants you to be great
Most people are boring
Customers like to talk
Know why you are meeting
Ask for the business
Whether you think you can or you think you can’t ……..
You are PROBABLY RIGHT!Henry Ford
The Science of Selling
Life is change. Growth is optional.
Is sales, science or art?
• Do sales people matter?
• SALES PEOPLE ARE DIFFERENT!
• Sales is the science of being lucky often
• What makes a good sales person?
Selling
ACTIVITY X FOCUS X SKILLS
COURAGE X LUCK= RESULT
My 5 Secrets
Say why you are there
I like selling
Don’t be boring
Don’t stop
Ask for Money
Where should we be?
Productivity
Profitability
Customer Intimacy
Cost Management
Quadrant Model
Urg
en
tN
ot
Urg
en
tImportant Not Important
1 4
32
12
Prioritisation
Dif
fic
ult
Easy
Big Small
Business Planning
TEAM PLANNING
PERSONAL PLANNING
TIMEPLANNING
ACCOUNTPLANNING
DEAL PLANNING
14
Leading
People
Managing
Information
Start HereIn the Perfect World What Does Good Look Like? What are the Values of Good?
Review Current State verses Good
Strengths (Supporting Factors)
Development Areas (Restraining Factors)
Develop Plan & Execute
15
Business Planning Model
Thank youKey Performance Indicators
Creating the Premier Sales Organization
KPIs - Formula for Success
Activity
Focus
Skills
Number of Apts
CEO Apts
Apts on Message
Account Planning
Deal Planning
4X Funnel
30 Day 95% Outlook
100% On Plan
Trend
Size
Specific
Phase StyleKPI
The Selling Meeting
• Create the meeting
• Set the scene
• Set the expectations
• ALERT
• SCOTSMAN
• Earn the right
• Agree next steps
Strategic Selling
Selling in the boardroom
ALERT Selling – Need Creation
The Opening -Agenda
Why are you there?
What do you want?
What should happen
Their Role
NEVER……………..
Listen to your customer
What?
Where?
How?
Why?
When?
Start with a big question
Hierarchy of Questions
What is important to you
regarding your business?
What is important to you
regarding your businesses
reputation?
What is important to you
regarding your businesses
documents?
What is important to you
regarding your printers and
photocopiers?
What is important to you?
Features don’t matter!
Business Challenges – Common Pains
Weak Business
FunnelLong sales
Cycles
Scheduling
inefficiencies
Poor Sales
Skills
Increase
revenues
Poor Sales
Performance
Cash Burn
Decrease
costsIncrease
productivity
Weak business
undermines
credibility
Low customer
satisfaction
Transaction
Summarize
Never say summary
The key message
Ask for something
Ask for the business
Agree next steps
Don’t accept No
Enjoy the Moment
Sales Process
Agenda
Listen
Explore/Examine/Evaluate
ROI
Transaction
Thank youManaging Objections
Objection Handling
Listen
Test Understanding
Gain Commitment
Misunderstanding
Apologize
Clarify
Close
Genuine Disadvantage
Maximize Benefits
Doubt
Proof
The High Points
You make the difference
The road to success
is always under
construction
Success is simply a
matter of luck. Ask
any failure
The Harder I work the luckier I get
You can choose your reaction to any
stimulus
The definition of insanity is to continue to
do what you have always done and expect
a different outcome
Sales is a simple job complicated by idiots
Eighty percent of success is showing up
A successful man is one who can lay a
firm foundation with the bricks others have
thrown at him.
Dare to be different
Pick the low hanging fruit
There is nothing as sweet as the taste of
success
Thank you
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