Building a sales machine is not about doing 4,000 things; its
doing 12 things 4,000 times each.
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Building Blocks. you must have if your company is going
tosucceed for a long time Chapter 1: TIME MANAGEMENT Chapter 2:
TRAINING Chapter 3:EFFECTIVE METINGS
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Chapter 1: Time Management Secrets of Billionaires Do not come
to my door and ask if I have a minute. The answer will be no.
Unless urgent, hold all thoughts, ideas, issues, or (non-urgent)
concerns until the weekly division meeting. Below is a list of when
these meetings will be held. Otherwise, I will post two times per
day when I will take got a minute meetings. If your needs can not
wait for the weekly meeting, write your name in the got a minute
times allocated and I will take a quick 10 minute meeting.
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Six Steps to Great Time Management Touch it Once Make Lists
Plan How Much Time You Will Allocate to Each Task Plan the Day
Prioritize Ask Yourself: Will it Hurt Me To Throw This Away?
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Chapter 2: Instituting Higher Standards and Regular Training
True or False: All employees perform each aspect of their job with
a high degree of excellence and consistency Results are somewhat
predictable because training and skill are consistent Each
supervisor would give a similar answer for each question or problem
Each employee would give a similar answer for each question or
problem Client treatment is similar, no matter who the client deals
with in our company or department All staff members know what is
considered good performance or attitude
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If you answered false to any of the above your company is NOT
serious about training Training Sets Standards Training Makes $$
Train or be Derailed
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Chapter 3: Executing Effective Meetings How to work together to
improve every aspect of your company using workshop training.
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The 3 Ps Planning Procedures Policies
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10 Steps to Implement Any New Procedure or Policy 1.)Get
Everyone to Feel the Pain .of not fixing a problem. 2.)Hold
Workshops to Generate Solutions 3.)Develop a Conceptual Solution or
Procedure 4.)Leader Personally Performs Procedure or Task 5.)Set
Deadline for Testing the Conceptual Procedure 6.)Document Step by
Step Procedure or Process 7.)Have Show and Tell and Role Playing
8.)Have Another Workshop on How to Improve 9.)Monitor the
Procedures Directly 10.)Measure and Reward the Outcome
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Chapter 4: Becoming a Brilliant Strategist Change ----- REAL
change, dramatic improvement ----- in any company starts at the TOP
and works its way down.
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Prospects 3% are ready to buy now 6-7% are open to your product
or idea 30% are not thinking about it 30% dont think theyre
interested 30% know they are not interested
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Chapter 5 Hiring Super Stars If you want to have the ultimate
sales machine you must have the ultimate sales person.
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If the reward is big enough you can always get people who will
share in the reward. List 3 initiatives that you would like to hire
someone for Next to each initiative write what it would mean to
your bottom line ($$$ reward) List what you can afford to pay to
get an individual who will accomplish the initiative.
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If you advertise using an average dollar amount what a
salesperson can make you will receive responses from average
people.
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SUPERSTARS ONLY: $50K - $300K Dont even call unless you are an
overachiever and can prove it. (see page 84)
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SALES SUPER STAR WANTED $50k - $300k DONT EVEN CALL UNLESS YOU
ARE THE BEST AND CAN PROVE IT! Earn $50k if you are average; $150k
if you are good; and $300+k if you are great! We are in the
_____industry, but we hire star performers, not backgrounds! Young
or old, if you have the stuff, well know. Will train someone who
has everything we want. Small base, but HUGE performance rewards
can earn you $300k(?) and beyond each year. Must be awesome in
opening doors and getting appointments from a cold start. Must be
highly self motivated, a terrific presenter and communicator, and a
BARRACUDA closer. Come and build your own empire within our fine,
progressive company. We have a superb reputation and need real
stars to bring in the best accounts. Mail resume to:.
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Hire For Aptitude Fire for Attitude DISC / PIAV
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3 Steps to Interviewing Superstars 1.)Relax (Help the candidate
relax) 2.)Probe 3.)Attack
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THEREFORE. Create a performance based relationship Reward
handsomely
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Chapter 6: The High Art of Getting the Best Buyers Understand
your target market and pin point your advertising to these
companies / people. There is always a smaller number of best buyers
than there are all buyers. That means marketing to best buyers is
cheaper than marketing to all buyers.
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Chapter 7: The Seven (Eight) Musts of Marketing Advertising
Direct Mail Corporate Literature: brochures and promotional
materials Public Relations Personal contact: salespeople and
customer service Market education: trade shows, speaking
engagements, and education based marketing Internet: web sites,
email and affiliate marketing Use of Sales Genie/ Open Moves or
Constant Contact
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4 Rules in Advertising 1)It must be distinctive 2)It must
capture attention with a screaming headline 3)After the headline
hooks them, your body must keep them reading 4)Include a call to
action
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Chapter 8: The Eyes Have It 85% of information to your brain
enters through your eyes use color Humans remember 20% of what we
hear 30% of what we see 50% of what we see and hear
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Chinese Proverb If you hear about something you will forget it,
If you see something you will remember it, Not until you experience
it will you understand.
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Rules for Effective Presenting K.I.S.S. (Keep it simple,
stupid) K.I.F.P. (Keep it fast paced) Use WOW Facts and Statistics
Build in Opportunities for Stories Your Presentation Should be
Curiosity Driven Think of Each Headline as Valuable Real Estate Be
Confident not Obnoxious Focus on Them, Not You Maturity is when all
of your mirrors turn into windows!
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Chapter 9: The Nitty-Gritty of Getting the Best Buyers Choose
Your Dream 100 Choose Gifts Create your Dream 100 Letters Create
Your Dream 100 Calendar Conduct Dream 100 Follow Up Calls Present
an Exciting Briefing Use Market Data not Product Data
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Chapter 10: Sales Skills Establish Rapport Qualify the Buyer
(Find the Need or Push the Pain) Build Value Create Desire Overcome
Objections Close the Sale Follow Up
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Chapter 11: Follow-up and Client Bonding Skills Every minute
that the prospect does not hear from you after you have left his
office his respect falls off. Out of sight, out of mind!
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10 Steps to Great Follow-Up 1First follow-up letter 2First
follow-up phone call 3Share something amusing or of personal
interest 4Share a meal 5Send anther follow-up letter/fax/email
6Invite prospect to a fun event 7Offer something to help their
business 8Send another letter/fax/email 9Offer more help 10Invite
them to your home or be invited to theirs
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Chapter 12: All Systems Go Setting Goals Measuring
Effectiveness Activating Your Master Plan