- 1. HOW TO GROWYOUR TEAMS SALES50% OVER THE NEXT 12 MONTHS!
Presented by:Albert Bellington Strategic Partners: Since attending
your training I have already closed the two largest accounts in my
lifetime. My earnings from these two accounts alone represent over
50% of my last years earnings. (Ralph Fratus, Jr., LUTCF, Designed
Benefits Group)
2.
- ALBERT A. BELLINGTON - Biography
- Albert Bellington, Executive Vice President of Sandler Sales
Institute, brings over 15 years of direct sales and sales
management experience to the firm's clients. He provides an
experienced, hands-on approach to all audiences who are, seeking to
improve their overall sales and sales management processes,
increase the overall number of sales, increase territory management
and efficiency, along with enhancing recruiting accuracy and client
development.During his career, he has worked with a variety of
companies and industries and successfully increased their
profitable revenue and client development through the
implementation of personal and organizational behavioral changes.As
a Certified Sandler Trainer, he provides innovative public seminar
training courses through a variety of effective methodologies. In
addition, with his vast embodiment of sales training with industry
leaders like Xerox Corporation, and IKON Office Solutions, he has
been blessed with the best training and mentoring possible, and has
been successfully transferring his knowledge to sales reps and
managers, in all facets of business, for many years. Many of the
sales reps he has mentored have become very successful in business
and have gone on to be leaders in the companies they are employed
at today.
- He is a graduate of Adelphi University School of Business,
where he majored in Business Administration, with Sales Management
as his focus.
1 3.
SALES IS GETTING SOMEONE TO TAKE ACTION,CONSISTENT WITH ACTION
THEY BELIEVE THEY SHOULD TAKE FOR THEIR BENEFIT, AND FOR WHICH THEY
WILL PAY ME MY PRICE. Albert Bellington 4. 3 MAJOR SALES
WEAKNESSES
NOTE:On a subconscious level, we sell how we buy Recommended
Reading: Death of a Salesmanby Arthur Miller If You Fix 3 We sell
like we buy!Ask when interviewing someone. Need to be Liked NO GOOD
Want to be Liked OK Parents taught us not to talk about it Most
talkabout money too soon or too late In the Middle of our System
for a reason Buy Cycle not one you ride! Need for Approval Willie
Lohman Talking Money taught not to as a kid 50% 35% 25% 5. Sandler
Training Institute at a Glance Founded: 1967 Commercialized: 1985
Training Centers 220 Globally Industries Trained200+ People Trained
500,000+ 5 Year Average Growth 35% Entrepreneur Magazine Rating #1
(2005 2010) 2009 Hour Training in Our Facility 407 ISO 9000
Certified Course Provider Our Mission: We are dedicated to helping
individuals andorganizationsmeasurably increase their sales and
client development performance by growing closer to their true
potential . We achieve this goal by applying our proven methodology
to the sales process vs. the traditional approach still used by
most organizations today. We feel the most important step in the
process is helping our clients recognize that a change in attitudes
and behaviors must be ongoing, reinforced and supported and
requires a commitment and investment of time, money, risk of
failure and a belief in themselves. 4 6. The Deserted Island
Exercise: Step 1 : Imagine yourself on a deserted island. The sky
is clear. The wind is calm. The sea is smooth. You will be on the
island for only 15 minutes. Also, imagine that you have arrived on
this island without roles - roles such as husband, wife,
salesperson, golfer or engineer. Step 2:With this in mind, rate the
You that is left; a You without roles. In other words, what is the
value you place upon yourself without any roles your roles in life.
Step 3:On a scale of 0 to 10, 10 being the highest and 0 being the
lowest, indicate this rating by circling a number below.
012345678910 ATTITUDE 5 7. 109876543210 IDENTITY SELF ESTEEM Who We
Are How We See Ourselves - ATTITUDE ROLES GET REJECTION What We Do
Society Judges Us On This WINNERS 20% 60% 20% NON-WINNERS
AT-LEASTERS They Didnt Win They Didnt Lose Mother FatherSister
Brother Husband Wife Student Teacher Salesman Manager CEO
Accountant Architect Doctor Lawyer Engineer Policeman Fireman
Golfer We are ALWAYS a 10 on our I Side The 5 will always range
from 4 to 6 which is their comfort zone Causing this Causing this 6
8. Sandler More than technique training.
- A TTITUDE(I - 10) How You Feel
- T ECHNIQUE(Sandler Submarine) How You Act
- B EHAVIOR(R - 10) What You Do
Rule: Its not how you feel that determines how you act, Its how
you act that determines how you feel. Quote:What you say is
overwhelmed by how you behave. (Ralph Waldo Emerson) 7 SUCCESS
TRIANGLE B A T 9. 3 REASONS MOST SALESPEOPLE FAIL
Fear ofRejection not rejecting you (I/R) Fear ofFailure learn to
fail to succeed (Ns=Ys) Fear ofSuccess impact on those around them
8 10. GETTING BEYOND THE GATEKEEPER - Belief that youre entitled to
talk with your prospect. - Speak with authority. - Sound as though
you have no doubt that you will be connected. - The Gatekeeper is
not your mother. What you say WILL getyou killed! - Be polite,
courteous, friendly and casual. - Gentle persistence is OK. PATTERN
INTERRUPT The Gatekeeper has a standard Pattern for all
salespeople.. interrupt it with: Hi, its Albert for Phil, is he in?
The Gatekeeper is trying to determine whether you are: - A FRIEND
or FOE of VITO. 9 11. PROSPECTING CLOSING PERCENTAGES Cold Call -
Lead - Referral - Introduction - Make your client a part of your
sales force. You never have to stand in line to make a Cold Call.
(David Sandler) 1% 15% 50% 80% Where do you wanna be? We dont have
to like it, but we have to do itBut not forever! Suspect CLIENT
Customer Prospect 10 12. 1. OPENING STATEMENT: My name is_________
with _____________________. 2.POSITIONING STATEMENT: We are a___
located in ________________________. (type of company) 3.PAIN
STATEMENT :People buy for one of two reasons:1. To move away from
pain!! 2. To move towards pleasure! We HELP companies that are
(frustrated), (upset), (disappointed), (worried), (angry),
(concerned), (anxious) etc. PAINS 1.
_______________________________________________NO PAIN 2.
_______________________________________________USUALLY MEANS 3.
_______________________________________________NO CHANGE!!! 4.HOOK
QUESTION: I dont suppose any of these are concerns of yours?If so,
which one (s)?1._________________________
2._________________________ 3._________________________ 5..
QUALIFY/DISQUALIFY: Would you be open to spending an hour together
to determine if there may be a fit?(CLEAR NEXT STEP) QUALIFY:YES/No
DISQUALIFY :Yes/NO 30 SECOND COMMERCIAL -5 STEPS 11 13. Im Albert
Bellington with the Sandler Training Institute, the largest Sales
and Sales Management Training and Consulting Company in the world,
with over 40 years of experience delivering training, located in
Pompano Beach, Florida. We help companies, business owners and
salespeople who are: F rustratedwith getting through to the
Decision Maker. U psetwith cold calling and prospecting results.D
isappointed about doing Unpaid Consulting W orried about the high
cost of turnover due to bad hires. A nxiousto eliminate the fear of
rejection and phone call reluctance. C oncerned with the lack of
setting solid next steps. A ngry about dropping prices to get
business. I dont suppose any of these are concerns of yours? Which
ones? It seem like we should meet. Would you be open to getting
together to determine if there may be a fit?(CLEAR NEXT STEP) Go
Right to the 5 steps on setting a solid appointment 30 SECOND
COMMERCIAL EXAMPLE 12 14. 5 Steps in Setting a SOLID Appointment :
1.Got your calendar handy? 2.What day are you looking at ? 3.We are
going to need about 1 hour ofuninterrupted time, You OK with that?
4.Should anyone else be there? 5.Is there any reason youll have to
callme to reschedule? 13 15. 5 Positive Results from a Sales
Call
Yes No Lesson Clear Future Referral THINK IT OVER NOT ACCEPTED!
14 16. 40 Common Problems Most Sales People Experience
Name:___________________________AVERAGE:22IN CONTROLNEEDS WORK
Estimated Lost Revenue$ _______________15 17. Go back to the page
you tore out where we crossed out TIO. 16
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- Date:_________ Time:_______
18. I (my salespeople) could sell a lot more if only I (they)
could 1 5 26 37 48 17
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- Date:_________ Time:_______
WHAT HAVE YOU DONE TO FIXTHESE ISSUES? 19. In Round Numbers. How
much have these problems cost you over the past 12 months? 25,000
18
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- Date:_________ Time:_______
20.
What is Unpaid Consulting in your world?When do you cough up
Unpaid Consulting on your calls?What does it look like?What does it
feel like ?You can not go back and get it once it is lost!!! Never
Again!!! Business is not won or lost in presentation or when they
dont answer or dont return any of our phone calls!Business is won
or lost when the decision is made, right here, at this intersection
as to whos system is going prevail!!! 19 Lie 1 Not because bad
people, no trust, Trained Killers Whos mom brought them up to be in
sales?Unpaid C,- Shop you, Everyone here can Bring value, to their
market (good at it!) Like info, and like not to pay for it Lie #2
In case they need you again HumanitarianAward Letter#4- Do all the
work and nothings gonna happen Coffee, VM N/N/Y/BF/Next FEEL
,Buy-Emotionally, Decide-Intellectually INVEST,how much, where,
whenPROCESS,who, when, where, who else ONLY if you have 3/4/5
21.
PROBLEM: You are going to get a lot of pressure to cough it up
early.It is at that point that you will be WIMPING! ALWAYS.. Get
PAIN, BUDGET and DECISION before you PRESENT! Wimp Junction 20 22.
Go back to the page you tore outand Circle YES or NO. 25,000 21
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- Date:_________ Time:_______
Here is what a Yes looks like No TIOS If you remember I told you
that was not an option 1 5 26 37 48 23.
- * AYESmeans that you would like to talk more so we can both see
if there is a fit for us to help you from what we offer, and that
you agree to the following:
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- You will set a date and time for a phone appointment with me,
today.
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- Date:_________ Time:_______
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- You will take my call on the date and time we agree to.
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- We will decide, on that call, Yes or No, if we should meet to
discuss things further.
- ANOsimply means you are not interested in talking more, and
that you will live with the problems, and that is OK.
- *If you do not want to commit to 1, 2 and 3 with a Yes, then
please circleNoand that is OK.
22 24. "You'll have the same problems when I walk out as you had
when I walked in... unless you let me take your problems with me."
(Ben Feldman) THANK YOU! Albert Bellington Executive Vice President
Sandler Training Institute 1000 W. McNab Rd., Suite 315 Pompano
Beach, FL 33069 Cell:(954) 701-6472 Email:[email_address] 23 25.
Executive Briefing:6/25/2010Instructor:Albert Bellington Name:
___________________________________Date:__________________ Company:
________________________________Title: __________________ Phone:
______________Fax: _______________ E-mail: __________________ I
would like to receive your sales tips via emailY / N Number of
people selling: Outside_________Inside________Sales Managers______
Telemarketers________ Selling President, Y / N_____% of the time
Tech Support/Customer Service____________ I / We could sell a lot
more if only I / we could:
_______________________________________________________
_______________________________________________________
_______________________________________________________ Over the
last 12 months the above roadblocks have probably costme$
__________________________________ in commissions or revenue
(circle one). YESTIONO
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- Date:_________ Time:_______
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