independent sales contractors
DESCRIPTION
Independent Sales Contractors. Seven High Impact Selling Behaviors. Effective sales order “ completion”. Research, set and achieve weekly “sales goals”. Always act as the “Facilitator”. Log, measure and adjust sales activities based on “sales results”. - PowerPoint PPT PresentationTRANSCRIPT
Independent Sales Contractors
Seven High Impact Selling Behaviors
Research, set
and achieve
weekly
“sales goals”Make time
every single day
to
“prospect”
Understand and
deploy a solution
selling process
“SPIN”
Log, measure
and adjust sales
activities based
on “sales
results”
Effective sales
order
“completion”
Continuously
network
and build
“relationships”
Always act
as the
“Facilitator”
Always act
as the
“Facilitator”
1) Whenever possible direct customers to the appropriate HQ resource to get their issues resolved quickly and efficiently. Use Tech Support, Customer Service and Credit/Collections as business management tools.
2) Make use of every resource Mitchell1 provides to get your job done more easily and more effectively as well. Some important ISC productivity tools include Rep Center, RepHelp and RepCards.
Effective sales
order
“completion”
1. Always remember to “Ask for the Order” and influence the customer to buy now.
2. Learn the price guide and make use of every promotion and sales tool.
3. Use the electronic version of the order form and EULA to increase the quality and accuracy of the submitted form.
Research, set
and achieve
weekly
“sales goals”
1) Weekly goal setting yields repeatable and consistent results.
2) Many successful ISC’s use a system to track their goals. The system includes milestones for cold calls, sales opportunities and completed sales. For example, 30 cold calls per weeks could generate 10 sales opportunities which would result in 2 completed sales.
3) Know where you stand and how many of each activity will provide the results you need to achieve the Mitchell1 target and your personal financial goals.
Continuously
network
and build
“relationships”
1) Parts partners and corporate affiliations provide countless sales opportunities and leads. Know your partners and affiliations. Every successful ISC has strong relationships with the partners and affiliations in his territory.
2) Continuous effort with relationship building yields continuous sales results.
3) Referral sales from existing customers is an often untapped resource that can be a key to success. Ask for a referrals often.
Understand and
deploy a solution
selling process
“SPIN”
1) Every ISC has good selling instincts and relationship selling skills.
2) Top performing ISC’s have a proven and repeatable sales process and do not rely on instincts or relationships alone.
3) Solution selling works. Learn about and adopt a solution selling system to guarantee positive sales results.
4) SPIN is a proven solution sales process that works effectively with Mitchell1 products and services.
Make time
every single day
to
“prospect”
1) Every sale begins with a prospect. Nothing is more important than a continuous and productive prospecting effort.
2) Successful ISC’s create their own opportunities through prospecting. No day is a complete success without a significant prospecting effort.
Log, measure
and adjust sales
activities based
on “sales
results”
2) Make a plan, measure the results and then be prepared to modify the plan to generate the desired outcome.
1) It is always easier to know where you are going if you can see where you have been.