jobstreet annual sales convention - success in sales
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Jobstreet.com Malaysia Sales Convention: 11 January 2008
New YearNew Beginning
Totally Unrelated, Random and Debatable concepts on success and sales
Jobstreet.com Annual Sales Convention 2008
Congratulations.
You are going to die.
Jobstreet.com Annual Sales Convention 2008
Congratulations. You are going to die1. Every year is a game2. The objective of game is to build up your
“Achievement CV” from Jan 1 to Dec 31. 3. How much difference can you make to yourself,
others, company? How much difference did you make last year?
4. Forget about last year, its past, even if you did very good or very bad
5. This is a New Year. So we have to start with a New Beginning.
Jobstreet.com Annual Sales Convention 2008
You are good.
That is already proven.
But being good is not enough.
Why are you here?
A. Begin with your Dream, your Goal
Jobstreet.com Annual Sales Convention 2008
Begin with your Dream, your Goal1. What do you really want?2. Aim for more. It is better to aim 100 and
get 50, than to aim 10 and get 10.3. No one will give to you your dream. You
have to get it yourself!4. It’s never too late to start.5. What price are you willing to pay to get
your dream?6. Don’t let anyone look down on you.
B. Begin with your Attitude
Jobstreet.com Annual Sales Convention 2008
Begin with your Attitude• It is difficult to list down Good Attitudes. It
is easier to list down Bad Attitudes– Complaining– Openly criticizing– Refuse to listen to advice– Think you are the best– Refuse to improve yourself– Always think you are right, everyone else is
wrong– Thinking that everyone owe you something
Jobstreet.com Annual Sales Convention 2008
Begin with your Attitude1. Be careful of the ‘us’ vs ‘them’ thinking.
2. If you don't like the company, resign!, otherwise you will be miserable.
3. Loyalty to the company is a must, as long as you remain as an employee, eg wedded couple!,
4. Loyalty means inside the company and outside.
Jobstreet.com Annual Sales Convention 2008
Begin with your Attitude5. Serve before expecting to be served
6. Have high standards for yourself
7. Never complain about how hard you work
C. Begin with your Habits
Jobstreet.com Annual Sales Convention 2008
Begin with your Habits1. Steps to Success…
– Your success depends on what you do.– What you do depends on who you are. – Who you are depends on Habits
2. What we do, say and think is 90% controlled by habits.
Jobstreet.com Annual Sales Convention 2008
Begin with your Habits• Control your habits, and you can control
your Success.
• Failure is also because of habits.
• Develop the right Habits – SALES HABITS
D. Begin with Relationships
Jobstreet.com Annual Sales Convention 2008
Managing your RelationshipsBasics of Relationships
1. Why?
2. Good performance & skill won't get you very far. You need others to succeed
3. Five Rules for Successful Relationships:a. Be Yourself
b. Be of Value
c. Be Consistent
d. Be Truthful
e. Do What You Say
Jobstreet.com Annual Sales Convention 2008
Managing your RelationshipsBasics of Relationships
4. You cannot get people to listen to you if they don't like you.
5. And if they don’t listen to you, you won’t accomplish anything!
6. Relationships = Expectations.
7. You must know the expectations and manage those expectations.
Jobstreet.com Annual Sales Convention 2008
Managing your Relationships: People Skills
1. People are interested in themselves, not in you
2. What is the most interesting subject in the world to them? THEMSELVES
3. Take four words out of your vocabulary: “I, me, my, mine” and substitute for the most powerful word: “YOU”
4. Remember that the more important you make people feel, the more they will respond to you.
5. Avoid arguing.
Jobstreet.com Annual Sales Convention 2008
Communication SF
LINA
Listen with interest and praise
make the person feel Important
use their Name
Ask questions
Jobstreet.com Annual Sales Convention 2008
Personality SF
S + FH + C
Smile
Firm Handshake
Compliment
E. Begin with your Potential
Jobstreet.com Annual Sales Convention 2008
1. Grow up
2. Understand Yourself
3. Invest in Yourself
4. Eliminate “Cannot be Done”
5. “You are being observed all the time”
How to reach your maximum potential
Jobstreet.com Annual Sales Convention 2008
6. “Everything depends on Relationships”
7. Choose your close Friends
8. Serve
9. Control and use your Emotions
10.Discipline
How to reach your maximum potential
Jobstreet.com Annual Sales Convention 2008
“You will be same person in five years except for
the people you meet and the books you read”
Charlie “Tremendous” Jones
Improve Sales. Kill the Competition. Enjoy Life.
And now for….
Laws, Tips and Techniques for Boosting Sales Performance
What business is Jobstreet in?
But first…
What are you selling?
Jobstreet.com Annual Sales Convention 2008
Sales Mindset1. If I don’t get it done, they will get
someone else to do it
2. Overall/Ultimate end-objective
3. Accountability
4. Positive persistence
5. Failure acceptance
Jobstreet.com Annual Sales Convention 2008
Sales Mindset6. Partnerships win – some else always
wants what you have and vice versa
7. Ready to Sacrifice
8. There are always people better than you
9. Learn, before you need it
10.There will always be jerks in your way
Jobstreet.com Annual Sales Convention 2008
Universal Law
Law of the Ping-Pong Ball
a.k.a. Law of Cause and Effect
Jobstreet.com Annual Sales Convention 2008
Law of ‘Averages’1. Sales has always been a numbers game
2. 20/12/8/3
3. Go Wide, Dig Deep
Jobstreet.com Annual Sales Convention 2008
Law of Buy-in1. People will always buy ‘You’ first, before
they buy the product
2. Respect, Credibility, Trust, Love/Hate
Jobstreet.com Annual Sales Convention 2008
Law of Annoyance1. Things our prospects and customers wish we wouldn’t
do that really annoys them:– pushy.– call too much.– disrespectful of their time.– keep calling if they say they’re not interested.– appear not to understand them, – don’t listen.– don’t know about our own products/ services.– rude, arrogant, or inattentive.– vague or unclear.– won’t take no for an answer.
Jobstreet.com Annual Sales Convention 2008
Law of 24/71. In sales, there is no such thing as 9-to-5
job
2. Sales is a 24 hours, 7 days a week ‘life’
3. You never stop ‘selling’
Jobstreet.com Annual Sales Convention 2008
Law of Q&A1. No one likes to listen to ‘sales talk’
2. The more QUESTIONS you ask, the more sales you get
Jobstreet.com Annual Sales Convention 2008
Law of the Panadol1. Creative solutions for customers will
always come from the ‘problems’
2. Sales is about ‘solving the problem’ not selling the solution
3. Example: We do not sell Panadol. We sell quick headache relief in 30 seconds.
Jobstreet.com Annual Sales Convention 2008
Law of Momentum1. Never aim for the Big Bang. There is no
such thing.
2. Achievement comes from building momentum
3. “Start Small, Grow Fast, Make Money”
Jobstreet.com Annual Sales Convention 2008
Law of Clarity1. A confused prospect will never buy
2. Avoid ‘jargons’ and ‘features’ and ‘latest this and that…’
3. Do not assume they understand you.
Jobstreet.com Annual Sales Convention 2008
Law of Powerpoint1. Two major problems with people who
always use slides:1. Do not know how to use them2. Talking too much
2. DO NOT talk to the slides when presenting.
3. DO NOT fit many things into one page4. DO NOT get fancy with slide transitions,
builds and other custom animations
Jobstreet.com Annual Sales Convention 2008
Law of the 3-point Plan1. List (A, B, C)
2. Plan
3. Convert (A, B, C)
Jobstreet.com Annual Sales Convention 2008
Law of No ‘No’1. Try not to get the prospect to say ‘No’2. ‘Always use the Temperature Test3. Some Trial Questions:
– "How does it sound so far?" – "Does that make sense?" – "Is this what you're looking for?" – "What do you think?" – "How close do you feel this comes to
meeting your needs?"
Jobstreet.com Annual Sales Convention 2008
Law of Belief1. Never assume they believe you
2. Tell them only as much as they’ll believe
3. Point out the disadvantages
4. Use precise numbers
5. If you have something to gain, let them know
6. Use the power of the printed word
7. Let them know who else says so
Jobstreet.com Annual Sales Convention 2008
Law of Comparison• Comparison. When Others Are Doing It,
You Should, Too.
• We view a behavior as correct in a given situation to the degree we see others performing it
Jobstreet.com Annual Sales Convention 2008
Law of Authority• Authority. When the Source Is An
Authority, You Can Believe It.
• Humans by nature have a deep-seated sense of duty to authority.
Jobstreet.com Annual Sales Convention 2008
Law of Reciprocity• Reciprocity. When Someone Gives You
Something, You Should Give Something Back.
• We should try to repay, in kind, what another person has provided for us
Jobstreet.com Annual Sales Convention 2008
Law of Consistency• Commitment/Consistency. When You
Take A Stand, You Should Be Consistent.
• Once we make a choice or take a stand (commitment), we will encounter personal and interpersonal pressures to behave consistently with that commitment (consistency).
• Involvement and Buy-in
Jobstreet.com Annual Sales Convention 2008
Law of Scarcity• Scarcity. When It Is Rare, It Is Good
• Opportunities seem more valuable to us when they are less available.
• Things that can be scare: time, money, opportunity, physical
Jobstreet.com Annual Sales Convention 2008
Law of Self Perception• Self perception. We learn about
ourselves by observing our own behavior.
• If we observe ourselves doing some thing then we reason that we must like the thing.
Jobstreet.com Annual Sales Convention 2008
Door-in-the-face (DITF)• Make a LARGE request, then when it is
refused, make a smaller (real) request
First Step Second Step
get No! (large request) get Yes! (real request)
• Why DITF works?– Reciprocity.– Contrast
Jobstreet.com Annual Sales Convention 2008
Foot-in-the-door (FITD)• First make a SMALL request, then when
granted, make a larger (real) request
First Step Second Step
get Yes! (small request) get Yes! (real request)
• Example: Blood Donation
• Why FITD works?– Commitment/Consistency, Self perception,
Contrast
Jobstreet.com Annual Sales Convention 2008
Influence SF
PASSE
Praise and encourage
Ask questions
allow the person to Save Face
use SMART goals
Encourage small improvements
Jobstreet.com Annual Sales Convention 2008
Tele Dynamics1. What is the objective of a Telephone
call?2. To set up an appointment or another tele
call3. Why? Productivity – do not waste time
on ‘no use’ prospects4. What NOT to do in tele calls: long, facts,
explain, Q&A, defend, objections5. What to DO: create interest, next step
Some Final Thoughts
And now to end…
Who are you really working for?
Jobstreet.com Annual Sales Convention 2008
“What scares me more than death?
It is that I lived, and died, and I did not do anything significant with my life.”
Jobstreet.com Annual Sales Convention 2008
Make this new year a wonderful new beginning
for yourself and your loved ones.
Jobstreet.com Annual Sales Convention 2008
Endnote
The rest is up to you.
Thank You.
soft copy of slides: www.totallyunrelatedrandomanddebatable
.blogspot.com
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