Assessing a person s suitability for sales
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1 Assessing a person s suitability for sales
2 or How to Succeed in Sales
3 A Special Presentation for...
4 Welcome to the... International Association of Masochists
5 Typical Sales Day
6 Sales Tip If sales was easy, everyone would be doing it!
7 The Sales Paradox 65% earning over $100,000 are in sales. 80% earning over $45,000 are in sales. Average sales income is <$25, % of sales are made by accident!
8 Character Study
9 Character Study: Results Highly intelligent. Lateral thinkers. Creative minds. Preoccupied with sex and booze!
10 Why Salespeople Fail Let s explore the top 12 reasons salespeople fail... and what you can do about it.
11 Reason # 1
12 They re in the Wrong Job! Of those people who earn their living in sales 55% should be doing something else 20-25% should be selling something else The remaining 20%. are responsible for 80% of all sales From the book: How to Hire and Develop Your Next Top Performer by Greenberg, Weinstein, and Sweeney (McGraw- Hill)
13 Gauging Sales Success
14 Sales Temperament Assessment Identifies 18 di erent sales temperament Chances of success in sales Chances of success in your particular sales environment Identifies potential problem areas Helps make a better fit to the job
15 The Born Salesperson The myth dies hard.
16 Repairman & Handyman Personality type: Analytical Technical sales Consultative selling Soft sell (no sell) Retail sales Account maintenance Inbound telemarketing
17 Shopkeeper Personality type: Amiable Relationship selling Team selling Customer service Inbound telemarketing Marketing support Retail/inside sales
18 Farmer Personality type: Expressive Team selling Relationship selling Consultative selling Technical sales Soft sell Multi-call sales
19 Hunter Personality type: Driver Cold calling - prospecting Outbound telemarketing Hard sell New account sales One-call sales Outside sales
20 What s the Best Selling Style? Hunter Farmer Shopkeeper Repairman or Handyman
21 Reason #2 Poor organizational skills.
22 Reason #3 Lack of motivation and enthusiasm. Review it again, Ron. Just in case any of us don t understand it.
23 External Motivation
24 Reasons #4 and #5 #4: Poor product knowledge. #5: Sloppy sales presentation. Failing to remember that prospects buy the product of the product Benefits!
25 Radio Station WIFM-FM Everyone listens to WIFM-FM: What s In it For Me FOR ME! So make sure you broadcast on your prospect s frequency.
26 The Silent Question
27 Reason #6 Poor prospecting skills.
28 Prospecting Skills Know who is a good prospect so you don t spend time with PWOT s (Potential Waste of Time) #1 way to find good prospects? Referrals! Sure-fire Referral Technique
29 Reason #7 (A & B) A) Not developing a personal network Find a mentor/coach B) Not leveraging social media Connect with your prospects Help prospects find you. If you re not on LinkedIn You re not in the game!
30 Reason #8 Low (or no) persistence. Remember the Rule of 45: 45% of all leads turn into sales (for someone). But 50% of leads are never followed up! Interesting statistics: 81% of sales are made after the 5th call. 84% of salespeople quit after the 3rd call.
31 Reason #9 Mishandling objections Now don t start with that sales objection stu. I ve had a bad day.
32 The Price Objection There are only three reasons the price objection ever comes up: Your product/service is overpriced. The prospect can t a ord it. The prospect doesn t want to a ord it.
33 Reason #10 Not developing your sales skills. Get sales training. Learn and understand the basics. Training hours/employee/year Sweden: 200 Japan: 170 Canada/US: 7
34 Reason #11 Failing to close. Oh hold it a second. At this point my boss says I should ask for the order.
35 The Dangers of Closing A salesperson s greatest fear
36 Closing simply means Asking for the business! Know how to ask. Remember: You lose 100% of the business you don t ask for.
37 Reason #12 Failing to work harder and smarter. Successful salespeople go the extra mile.
38 Successful Salespeople Have these eight traits: Assertive Persistent Healthy Good conversationalist Socially at ease Money oriented Good planner Disciplined
39 Fantasies, Dreams & Goals Set SMART goals: Specific Measurable Achievable Relevant Time Related But don t forget the secret ingredient...
40 The Secret Ingredient Having an unreserved, personal commitment to make it happen!
41 Real Keys to Sales Success Having the three D s, which are the Drive, Desire, and Discipline to do what needs to be done.
42 Sales Tip If you always do what you ve always done, you ll always get what you ve always got.
43 In Closing Take out your business card Put the numbers 1, 2, & 3 on the back. Answer Y or N to the following questions 1) Copy of the Sure-fire Referrals technique 2) Copy of What s the Best Selling Style. 3) Info on my Coaching/Mentoring Services.
44 Closing Thought Don t just make a living MAKE A DIFFERENCE!
45 Assessing a person s suitability for sales
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