targeting your sales strategy at the vancouver board of trade
TRANSCRIPT
Targeting Your Sales Strategy @ShaneGibson
Targeting Your Sales Strategy
With Shane Gibson
Targeting Your Sales Strategy @ShaneGibson
Getting the Deal
“Most people use the
relationship to get the deal.
The reality is…
The relationship is the deal”
-@BillGibson1
Targeting Your Sales Strategy @ShaneGibson
Bullet-proofing your process
1. Always keep the deal and the relationship moving forward
2. Raise the barrier to exit
3. Raise the barrier to entry
4. Get rid of anything unproductive
5. Keep focused on your game all of the time
Targeting Your Sales Strategy @ShaneGibson
You are a decision maker
Targeting Your Sales Strategy @ShaneGibson
TimeTime
EnergyEnergy
AbilityAbility
MoneyMoney
ReputationReputation
Your Assets
Targeting Your Sales Strategy @ShaneGibson
CATEGORY
USERS NON-USERS
RETAIN DEVELOP REGAIN GAIN
AAbsolute
BBeneficial
CConvenient
High Yield
& Larger
Investment
Lower Yield
& Smaller
Investment
Pro-Active &
High Relation-
ship Selling
Passive &
Lower Rela-
tionship Selling
The ABC‘s of Targeting
Targeting Your Sales Strategy @ShaneGibson
Do your ABC’s on:
• A prospects
• A steps
• A corporate activities
• A education opportunities / networking opportunities
• A personal activities
Targeting Your Sales Strategy @ShaneGibson
A List
• 10 A category referrals and power centers you absolutely must make more time for next month
• 10 A category prospects that need more attention or an immediate follow-up tomorrow
• 5 A category “vital signs” that need to be executed consistently – (set a goal)
• 5 A category personal areas that need more focus to help me lead a balanced and momentum filled personal and business life
Targeting Your Sales Strategy @ShaneGibson
Bullet-Proof Sales Process
1. Do your ABC’s on Everything
2. Master Value Added Follow-up
3. Qualify People for Proposals and Quotes
4. Use a Schedule not Emotions
5. Sell by the Signals
6. Use a social crm
7. Learn to scale
Targeting Your Sales Strategy @ShaneGibson
“Talent is cheaper than table salt. What separates the talented individual from the successful one is a lot of hard work.”
- Stephen King
Targeting Your Sales Strategy @ShaneGibson
Source: National Dry Good Association (USA)
Why Frequency Works
• 48% of all sales people make one call and after a solid “NO” from a potential client - they stop calling
• 25% make two calls and stop
• 15% make three calls and stop
• 12% make three calls and continue. These people are responsible for 80% of all sales
Targeting Your Sales Strategy @ShaneGibson
1.
Attraction
Stage
2.Exploration
Stage
3.Development
Stage
4.Commitment
Stage
5.Unity Stage
The 5 Relationship Development Stages
Flirtation A Few Dates Steady Dates Engagement Marriage
A Stranger An Acquaintance
An Associate A Friend A Best Friend
Targeting Your Sales Strategy @ShaneGibson
The 5 Relationship Development Stages
1.
Attraction
Stage
2.Exploration
Stage
3.Development
Stage
4.Commitment
Stage
PotentialSupplier
Short TermSupplier
DevelopingSupplier
Trusted LongTerm Supplier
Trusted Advisor
& Partner
Watching Testing Bonding Trusting Entrusting
5.Unity Stage
Targeting Your Sales Strategy @ShaneGibson
Targeting Your Sales Strategy @ShaneGibson
Targeting Your Sales Strategy @ShaneGibson
Targeting Your Sales Strategy @ShaneGibson
Targeting Your Sales Strategy @ShaneGibson
Social Selling CRM
SCRMSocialemailValues
PreferencesData
RelationshipHistory
Business IntelPersonal Intel
360 view
SCRM
Targeting Your Sales Strategy @ShaneGibson
Nimble CRM
Targeting Your Sales Strategy @ShaneGibson
Targeting Your Sales Strategy @ShaneGibson
Targeting Your Sales Strategy @ShaneGibson
Targeting Your Sales Strategy @ShaneGibson
Targeting Your Sales Strategy @ShaneGibson
Scaling Your Sales Efforts
Targeting Your Sales Strategy @ShaneGibson
Targeting Your Sales Strategy @ShaneGibson
Scale Through Partnership
Targeting Your Sales Strategy @ShaneGibson
Summary
1. Focus on your A prospects, customers, lead-sources and activities
2. Be a master of added-value follow-up
3. Use a social crm
4. Proactively book key activities
5. Monitor signals (sell to receptive customers)
6. Always look for ways to scale