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Sales Strategies from the Top
The Very, Very Top
with Bill Hinely
The Average SalespersonDoes not exist!
• One large Retailer• 200+ Salespeople• Average commission - $34,800 year
• Average commission - $34,800year• Bottom 90% $32,700• Top Ten % $45,900• TOP ONE % $131,100
• Toyota Dealer (1995)• 16 Salespeople• Average income - $43,800 year• Top Salesperson (Elliott)
$294,000 per year
10 Secrets of the TOP 1%
1. They Devote 100% to Selling• Not waiting for a customer• Selling, Prospecting, Preparing,
Following Up or Practicing• Not just at work – All the Time!
10 Secrets of the TOP 1%
2. Have ACTIVITY Goals and Plans• Specific by day, week, month, etc• They Sweat the Details• Don’t Trust Their Memory
10 Secrets of the TOP 1%
3. They are Farmers• Farming – Focused Prospecting
– Market Segment– Geographic Area
• Objective – Establish and Nurture Relationships
• Become the “Go To” person in their Farm!
10 Secrets of the TOP 1%
4. Centers of Influence• Stay in touch with 100 influential people.
– Regular contact: (Email, phone, USPS, etc.)– Objective - Referrals
• 30 “Key” Influencers– Frequent Face-to-Face contact.
• Don’t trust their memory
10 Secrets of the TOP 1%
5. Organizational Skills & Discipline• Focus & work their plan daily
– No matter how boring
• Take responsibility for every commitment
– To anyone including themselves
• Don’t trust their memory– Capture every commitment in writing
10 Secrets of the TOP 1%
6. They have Entrepreneurial Initiative
• Always looking for opportunities to:– Improve their skills– Improve their product knowledge– Improve their selling environment– Contact a Customer or “Center of
Influence”
10 Secrets of the TOP 1%
7. Know Their Product Cold!• Theirs and Competitors
– Inventory– Features– Operation– Pricing– Accessories
Provide Their Customers with
Three UnexpectedExperiences
10 Secrets of the TOP 1%
Provide Three Unexpected Experiences
8. A Positive Buying Experience• Always Prepared – Ready for the Customer• Practice “Customer Driven Selling”• Provide Incredible Service• Always recommend what is best for the
Customer!
10 Secrets of the TOP 1%
Provide Three Unexpected Experiences9. Highly Orchestrated Delivery
Experience• Insure Satisfaction• Establish Relationship• Develop potential “Center of Influence”
10 Secrets of the TOP 1%
Provide Three Unexpected Experiences10.After Sale/Delivery Contact• Hard Copy - Hand Written - Thank You• Identify problems – insure complete
satisfaction• Invitation: Come back – refer others.
The Top ONE Percent
• Provide far more service to far more people.
• Make much more than others, because they earn much more than others.
• Enjoy a very nice view from the Top.
Where it’s not so crowded
Sales Strategies from the Top
Thanks for Attending
with Bill Hinely