Module 5 Workbook - fusiontraining.com.aufusiontraining.com.au/.../03/Module-5-Sales-Experience-Part-11.pdf · Module 5 – The Sales Experience Part 1 Objectives ... © FUSION TRAINING

The Sales Experience

Module 5 Workbook

Foundation Course Module 5 – May 2014 1 © FUSION TRAINING PTY LTD

Module 5 – The Sales Experience

Part 1 Objectives

By the end of this module, you will be able to: Understand the characteristics of high performing recruiters are and where the true

drivers of success come from Have knowledge of the Mindset/Skill Set balance Know how the brain deletes, distorts and generalises and how this impacts on sales Have insight to the 6 Cornerstones of Sales Success Understand the sales call cycle process Have an awareness of the sales cycle and realistic ‘sales pipeline’ expectations. Define realistic call objectives by planning and preparation. Start a professional business conversation with a new prospect through using the seven

point introduction Module Summary

This module concentrates on one area:

o Telephone sales calls Throughout the module, you will need to complete all the tasks indicated Once the module is completed, you will be expected to provide evidence of your learning

by returning practical exercise 1 and bringing the folder along to the live webinars for discussion

Contents

Task Title Page

Task 1 Sales Mindset 2-4

Task 2 Six Cornerstones of Sales Success 5

1. Self-Critical Analysis 6

2. Identify Self-limiting Thoughts 7

3. Create New Positive Thoughts 8

4. Build Resilience 9

5. Plan Activity 10

6. Practice for 21 days 11

Task 3 Introduction to the Sales Cycle 12

Task 4 Planning and Preparation 13

Task 5 Call Opening 14-17

Practical Exercise 1 Relevant Call Openings 18


Lesson 1 – Mindset of Sales Success

Characteristics of High Performers

Notes

http://www.google.com.au/url?sa=i&rct=j&q=hand+writing+icon&source=images&cd=&cad=rja&docid=xBRPIfiEJ0hV-M&tbnid=Yzyaw1IPq8UBNM:&ved=0CAUQjRw&url=http://www.i2symbol.com/myspace/symbols/x270D-writing-hand&ei=atSvUba1BMXokAWQ9IGgCA&psig=AFQjCNFuWE-1peZmnQh6_dlIIgI1Eo06xA&ust=1370564039889810



Mindset v’s Skill Set

Notes




How the Brain Works

Notes



Lesson 2 -The Six Cornerstones of Sales Success

Notes




Step 1 – Self Critical Analysis Taking all external factors out of the equation, conducting a self-evaluation can be an interesting experience. With total honesty, assess your thoughts, feelings, behaviours, actions and results: Do you plan sales activities in your everyday schedule? How much time do you currently spend on sales activities? Do you enjoy the sales process? If not, what exactly don't you enjoy? Do you make the best use of every minute of every day? Or do you procrastinate and find something less important to do? Are you easily distracted by ‘operational demands’ that can easily be dealt with outside of optimum sales call times? Do you take full responsibility for outcomes and results of sales activities? Where do you see improvements needing to be made?



Step 2 – Identify Self-Limiting Beliefs

Recognising your negative thought patterns can actually help overcome call reluctance. Do any of these sound familiar?

The market is saturated with competitors I’m not good at selling I don’t have the experience or industry knowledge It’s too much work I’ve never done it before It’s a tough market Our company/industry has a bad reputation They didn’t like the last candidates we sent to them I don’t get enough support I don’t have the right tools to do my job We’re not respected by candidates and clients We’re too expensive, my client wouldn’t pay that! Our competitors charge less

What thought patterns do you have that you feel are holding you back sometimes? 1)

2)

3)

4)

5)



Step 3 – Create New Positive Thoughts

Now decide what thought you’d like to have, instead of the negative one. So if you’ve been thinking, “I don’t have the tools to do my job,” maybe you’d like to replace that with “If I’m committed there’s always a way.” Choose a thought that empowers you in a way that disrupts the disempowering effect of the original negative thought. Take the examples from the previous page (Step 2) and turn it into a positive.

1)

2)

3)

4)

5)

These are just some of the thoughts that successful sales people have every day:

I am a recruitment expert I add real value to my clients' businesses I change lives Anything is possible My time is valuable I am capable of doing this I will make that target this month I am proud to work for this company I give my clients the best service I can Nothing is a problem I can learn or profit from every experience – no matter how uncomfortable it is



Step 4 – Build Resilience

It’s widely acknowledged that there are times when people are reluctant to make sales calls and this is the number-one reason people fail in recruitment - they don’t initiate enough sales to be successful. There are a huge number of causes for call reluctance, but the main reason is simply discomfort. Either feeling uncomfortable with the possibility of rejection, not knowing what to say, fear of not being able to answer a question, feeling uncomfortable initiating a sales conversation. Rejection is a common experience when selling. Even the most successful recruiter will experience client rejection at some stage in their day/week/month. Failing to take action due to fear of rejection guarantees failure in the sales world – you cannot succeed without taking action. Successful recruiters accept that rejection goes with the territory and must be embraced. If you can face rejection and build resiliency, you're more likely to succeed in sales. Name 5 ways in which you can build resilience at work? 1)

2)

3)

4)

5)



Step 5 – Plan your activity

Whether given KPI’s or not, top performers always know in their own minds what activities directly impact on reaching their targets. Let’s call these critical numbers.

Critical Numbers Discuss the following table with your manager and together calculate your critical numbers

What is your set or desired monthly financial (or other) target?

Calculate the average value of placement fee or temp margin for the positions you deal with?

How many placements or temps out per week do you need to fulfil or exceed your monthly target?

Taking an average job fill ratio, how many jobs on do you need each week to meet your targets?

Taking an average conversion ratio from sales call to job order, how many sales calls do you need to make each week?

Taking an average conversion ratio from client meetings to job order, how many client meetings do you need to go on each week?

Taking an average conversion ratio from interview to offer, how many candidates do you need interviewed by a client each week?

Taking an average conversion ratio from float (reverse marketing) to placement, how many candidates do you need to float each week?

Are there any other critical numbers you need to track? If so, what?

Make a note of your critical numbers

Target Placements Jobs on Interviews Floats Sales Calls Meetings Other



Step 6 - Practice As it is famously known, Repetition is the mother of learning (Latin Proverb Anonymous). In other words, the best way to remember is to make repetitions of learned material and this is true for all kinds of activities you will be required to do on a daily basis in the recruitment industry. Anthony Robbins (motivational speaker) agrees: “Repetition is the mother of skill.” The more you do something, the better you get at it. Period! As a recruitment superstar you have to sweat the basic stuff because this is what makes the difference between an average biller and a BIG biller! Successful recruiters focus on repeating things over and over, constantly improving and sharpening their edge. Next time you find yourself repeating daily tasks, keep your focus on how you can improve. Ask yourself some questions like:

1. How could I have achieved a different outcome from that call? 2. How could I improve the interview to gain exclusivity from the candidate? 3. How could I ensure that I receive more referrals from my clients? 4. How could I be more effective? 5. How can I improve my sales performance? 6. What can I learn here?

Now practice for 21 days – why you ask?

Research suggests that behaviour can be changed over a period of time and a new outlook can be measured within 21 days. This means that you can get rid of problematic thought patterns or behaviours and start with a positive sales approach by simply implementing the 21 day rule.

Pick a start date and mark these 21 days in your diary. During this time, make a concerted effort to stop yourself if you think your thought process isn’t serving you.


Lesson 3 - Introduction to Sales

Task 3: Draw the Sales Cycle

Notes



Lesson 4 – Plan and Prepare

Task 4 - Make notes

Notes



Lesson 5 - Call Open

Notes




The Seven Steps to an effective opening 1. Good morning/good afternoon Using three or four syllables instead of one (i.e. ‘Hi’) gives the client time to tune into your voice 2. MR Smith Use the client’s full name on cold calls. It sounds more professional. Ensure you have their correct name and title 3. My name is Annie Holdem Always give your full name on cold calls. Remember: you want to stand out from the crowd 4. From AH Recruitment Identify your company 5. We are a specialist provider of sales professionals to the Brisbane area Build some credibility and give your client an understanding of your area of business 6. I noticed from the local newspaper that you are looking to expand your business

into the Queensland market Your preparation will pay off now! Refer to something of interest to the client. It should always include the words ‘you’ or ‘your’. It is at this point when you should stop talking about yourself and start talking about their business. That is what they want to talk about! 7. What is the reason for this expansion? End with a nice open question that will get the client talking. Open questions are dealt with in more detail in the next lesson.



Task 5: Choose one of the examples below and create a 7 point open on the following page

Examples

1) This company is in the retail business. The run up to Christmas starts in a couple of

months.

2) This company has recently expanded having built an additional facility.

3) This company has been provided with staff in the past and they haven’t used your company for a long time.

4) Last time you spoke to this company they were making redundancies but a candidate

told you that he was interviewed there last week.

5) You are doing a lot of business with telecoms companies. This company is a telecoms company.

6) This company transports bottled gas and has a number of locations around the

country.

7) This company is always busy at this time of year – they have not previously used you.

8) Your company has just opened an office in the town where this company is based.

9) An article appeared in the press saying that this company has recently won a large

client. You have had no business with this company although they are a known user.

10) This company has just moved into the area.

11) You are a new consultant. This client is a regular user of other agencies.



Write an opening using The Seven Steps to an Effective Opening for the scenario you have chosen:


Practical Exercise 1 – Creating a target list & relevant call opens

Objective of the exercise Once the exercise is completed, you will: Have a list of clients that you would like to make a sales call to Have prepared a call opening for one of these calls Overview of the exercise You will be creating a list of clients to use as ‘realistic’ examples in role play activities, on your sales training day. You will then be preparing a call open for one of these clients. Timing This exercise will take half an hour You will need: A quiet space This module A pen and paper A telephone A list of prospective clients that has been approved by your manager The Exercise Make a list of a minimum of five prospective clients that YOU have never spoken to

before. When you have compiled the list, prepare a 7 point introduction to use specifically for

one of these clients

Well done! You have completed the first part of this module. You are now ready to attend your webinar! Please ensure you bring your work along with you for discussion

Documents

Module 5 Workbook - fusiontraining.com.aufusiontraining.com.au/.../03/Module-5-Sales-Experience-Part-11.pdf · Module 5 – The Sales Experience Part 1 Objectives ... © FUSION TRAINING