revsales / sab hub struggle free selling workshops nov 11

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Struggle Free Selling Workshop

Cape Town & J’BurgMike Clark

November 2011

Agenda

1. Sales Challenges

2. Unconscious Beliefs

3. Sales vs Marketing Processes

4. BUYER & SALES Cycle

5. Turn Your Sales Process Into An Asset

6. Closing Techniques

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Unconscious Beliefs

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Unconscious Beliefs

Quantify - How are your negative Unconscious Beliefs affecting your business?

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Marketing vs Sales Strategies

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Sales Ltd 1. Book

Appointment

2. Sales Appointment / Presentation

3. Proposal

4. Sale

Marketing vs Sales

Marketing Funnel

Sales Process

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Which Sales System to use?

Customized

Basic Intermediate Advanced

Setting Meaningful Targets!

Daily Weekly Monthly Quarterly Annual

£2,000 £10,500 £42,000 £125,000 £500,000

Step 1

Determine your Financial Targets

Setting Meaningful Targets!


£2,000 £10,500 £42,000 £125,000 £500,000

Step 1

Determine your Financial Targets

You now know you need to make 2 sales a day of your £1000 P/S

Advanced Numbers to Know

Step 2

Determine your Activity Targets

Ratios Name Conversion Rate Daily Activity

Appointment : Sales

Sales Rate50%

4 Sales Appointments/day

Contacts :Appointments

Appointment Rate 50%

Book 8 Appointments/day

Calls : Contacts

Contact Rate50%

32 Calls/day to contact 16ppl

Advanced Numbers to Know


£2,000 £10,500 £42,000 £125,000 £500,000

4 sales appBook 8 appCall 16 leads





Step 2

Determine your Activity Targets

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EV

Sales Ltd

Case Studies

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Case Studies

Steps in the process Result

Attend a Webinar / Event 100Invite to a 1:2:1 session 30%Show Up to 1-2-1 20 of 30Sales Appointment 40%Sales 8

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Exercises

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Exercises

1. Review your sales process & discuss new insights with your buddy

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Exercises

1. Review your sales process & discuss new insights with your buddy

2. In pairs, list out the Benefits of having a clearly defined, documented and replicatible sales process

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Benefits of a well structured Sales Process

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Set Meaningful Targets

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Set Meaningful Targets Increased ability to Hit Targets (Financial & Activity)

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Set Meaningful Targets Increased ability to Hit Targets (Financial & Activity)Team has clarity of what’s expected of them

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Set Meaningful Targets Increased ability to Hit Targets (Financial & Activity)Team has clarity of what’s expected of themSubconscious and Unconscious leadership

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Set Meaningful Targets Increased ability to Hit Targets (Financial & Activity)Team has clarity of what’s expected of themSubconscious and Unconscious leadershipTurns your sales process into an Asset for your business!

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Sales Ltd


Set Meaningful Targets Increased ability to Hit Targets (Financial & Activity)Team has clarity of what’s expected of themSubconscious and Unconscious leadershipTurns your sales process into an Asset for your business!Others can sell your products/services

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Sales Ltd


Set Meaningful Targets Increased ability to Hit Targets (Financial & Activity)Team has clarity of what’s expected of themSubconscious and Unconscious leadershipTurns your sales process into an Asset for your business!Others can sell your products/servicesAllows you to focus on Higher Value Activities

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Sales Ltd

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“Within months we saw a 660% increase

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We are now the UK’s largest Business Mentoring Org.

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We are now the UK’s largest Business Mentoring Org.

We have created JVs that give us Nation-wide exposure & 1000’s leads a month”

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BUYERCycle

SALESCycle

1514

Needs & Wants are Surface level

The Emotional Iceberg

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They’re sales team went from 1 sales from 60 leads for a £1500 sale...

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To 12 sales from 25 leads - 48% conversion rate!

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To 12 sales from 25 leads - 48% conversion rate!

From £1.5k to £18,000 in less than 2 months

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Discussion Time...

By yourself or in pairs, create Questions or

Insights you have about the BUYER or SALES Cycle

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Turn Your Sales Process Into An ASSET For Your Business!

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Know the Steps of your Sales Process

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Be able to articulate it so ANYONE can follow it

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Document it!

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Document it!

Make it leverage-able

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Document it!


Clear strategic plan to tap into new markets

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Document it!



Activate Dormant Revenue Streams

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Document it!




Create the ‘Environment’ to Grow a sales team

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Document it!




Create the ‘Environment’ to Grow a sales team

Objective vs Subjective Sales Management

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Exercises


1.If you don’t have this in place, what is it costing you?

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Exercises


1.If you don’t have this in place, what is it costing you?

2.If you had this in place what value would that add to your business?

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Closing Techniques

FABEC1. Use their words2. Provide certainty

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Closing Techniques

FABEC1. Use their words2. Provide certainty3. Pre-frame important questions

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Sales Ltd

Closing Techniques

FABEC1. Use their words2. Provide certainty3. Pre-frame important questions4. Describe relevant benefits ONLY

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Closing Techniques

FABEC1. Use their words2. Provide certainty3. Pre-frame important questions4. Describe relevant benefits ONLY 5. Future-Paced Conversation

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Closing Techniques

FABEC1. Use their words2. Provide certainty3. Pre-frame important questions4. Describe relevant benefits ONLY 5. Future-Paced Conversation6. Ask for the business twice

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Closing Techniques

FABEC1. Use their words2. Provide certainty3. Pre-frame important questions4. Describe relevant benefits ONLY 5. Future-Paced Conversation6. Ask for the business twice7. Alternative close

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Exercise

With the person next to you create two different types of

‘Future Paced’ Conversations to can have to close your deals

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Review Today’s Insights...

What stood out for you?

What & when will implement?