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A presentation on improving sales process and integrating it with social media strategy.
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© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com
Winning Sales Processes
How to build an effective sales cycleBuilding sales “tool kits” to support
the sales
© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com
Sales
“Creating an environment where an act of faith can take place.”
© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com
Ideal sales process:
The process the customer uses to buy.
© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com
Key Sales Process Challenges
• Lack of targeting• Lack of follow-through• Boring sales people• Outdated interaction and engagement
tools
© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com
R O I Personal AssetsR O I Personal Assets
TimeTime
EnergyEnergyAbilityAbility
MoneyMoney
ReputationReputation
© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com
CATEGORY
USERS NON-USERS
RETAIN DEVELOP REGAIN GAIN
AAbsolute
BBeneficial
CConvenient
High Yield& LargerInvestment
Lower Yield& SmallerInvestment
Pro-Active &High Relation-ship Selling
Passive &Lower Rela-tionship Selling
The ABC‘s of Targeting
© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com
CorporateGroup
Most Wanted ListPage
A 1 of 1
Date : Product : The Complete Sales Action System Sales Person :
Main Criteria : 200 or more sales people in the company. Person/company responsible for handling training for the company.
Secondary Criteria :
Actually changing from passive to pro/active marketing and selling. Invests more than 500 000 annually in sales training. Volume – 40 million annually/person/company excellent contacts
Heavy UsersRetain
Light UsersDevelop
Non – UsersRegain
Non – UsersGain
D L Causier – CanadaWatkins – USAABSA BankNissan - SABMW – SA
Liberty Life – SASage Life – SAHomenet – SAWakefileds – SAMax Prop – SAAida – SAFraser Real Estate – CanadaSask Ins Corp - CanadaJustin – Avon – SANBS Bank – SAFirst National Bank – SAIBM
Seaboard Life – CanadaManagement Recruitment – USATriple A Employment – USAExpress Services – USAReality World – CanadaColdwell Banker – USAAtlantic Trust – CanadaRemax – CanadaInd Ins Agents of MichiganToronto Dominion Bk – CanadaRoyal Bank – CanadaC/B of CanadaHong Kong Bank of CanadaCalifornia Credit Union League
Sanlam – SAOld Mutual – SAFedlife – SAABSA Brokers – SACentury 21 – CanadaHancounts – New ZealandIan Fitzgerald – ACIMike Perry and AssocAvroy Shlain CosmeticsSA BreweriesDouglas GreenPersetelMecedes - SAToyota - SA
© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com
Source: National Dry Good Association (USA) Survey 1999
Why Frequency Works
• 48% of all sales people make one call and after a solid “NO” from a potential client - they stop calling
• 25% make two calls and stop• 15% make three calls and stop• 12% make three calls and continue. These
people are responsible for 80% of all sales
© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com
Have a tool-kit of frequency tools• Reasons for calling• Web based interaction, e-mail, blogs etc.• Faxes• How-to’s and Newsletters• VIP functions and seminars• Coffees, lunches, dinners• Gifts• Calls from your team• Networking / Coincidental Encounters
© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com
Frequency Goal SheetMy A Client or Prospect
Time Period : One Year
Actions Goals Actual
In person business visits 12 9/12 10/2 11/16
Personal Visits / Lunches etc 2 10/9
Educate / Inform about Opportunity 6 8/9 9/22
Thank-you / Post Card / Seasonal 2 11/12
Telephone Calls / E-mails 6 9/4 10/5 11/20
Functions / Events / VIP 2 9/30
Sub Total 30
© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com
Web 2.0 Explained
© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com
A Brand….
…is a promise.
© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com
“The Customer Owns Your Brand”
© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com
• “…the shift of the balance of power to the consumer will cause organizations to place greater importance on building trust with customers.”
– Don Peppers and Martha Rogers (Rules to Break and Laws to Follow)
© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com
The Reverse Drip
© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com
Summary
• Stay Focused• Have a process for follow-through• Vary your message and medium (Don’t be
boring)• Employ social media engagement tools to
adapt to the new consumer.
© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com
Resources
http://SociableBook.com http://ClosingBigger.net
© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com
More Social Media Resources• Why Blogging is An Important Part of Social Media Strategy [Video]• Integrating Social Media Into Your Sales and Marketing Process
[Podcast/Blog]• Making Social Media Part of What You Do [Video]• Developing a Social Media Calendar and Implementation Plan
[Podcast/Blog]• Sample Social Media Policy [Blog]• What is Social Media Etiquette [Video]• 5 Ways to Build a Twitter Following Organically [Blog]• Twitter for Sales and Marketing [Video] Part 1 and Part 2• Social Media ROI [Podcast]• The Future of Sales and Marketing Social CRM [Podcast]