Objective of the Workshop 1. To provide tools to help reach your selling goals and/or to set personal sales goals. 2. Increase your knowledge and capabilities and therefore increase your value to customers and to the marketplace and gain those rewards. 3. This meeting will push you out of your comfort zone and this is a good thing! 4. To have fun and enjoy the learning process.
Write in the space below your personal objective from this workshop:
Ground rules for how we learn We learn through active participation and ownership for ideas There is no magic bullet or quick fix, selling is hard work with big rewards Small changes can have a huge impact, you must be willing to make changes Your success depends on how you see yourself, your self-concept A personal mission statement and goals define success
What is Selling A transaction that adds value to the buyer by meeting needs and results in mutual benefit to both the seller and the buyer. Art and science Analytical and creative Left brain and right brain Based on: relationships, communication, trust, and honesty People buy from those they like and trust
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Review Key Traits of Successful Sales People
1. Understand the Value of Selling as a Profession
2. Live With a Flexible Salary and Work for Yourself
3. Leave Your Outgoing Personality at Home
4. Learn to See Rejection as a Good Thing
5. Become a Constant Learner
6. Believe in Your Product or Service
7. Be Honest and Trustworthy 8. Learn Your Customer’s Hot Buttons
9. Have a Personal Mission and Goals
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Group Exercise: If you were hiring a sales rep for your job, what are the characteristics you would look for?
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Everything Begins with the Proper Attitude Where does attitude come from?
What is the result of positive and negative attitudes?
Why attitude is important in selling your product or service?
Where can you improve your attitude?
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What is a Personal Mission Statement and why is it important in sales?
Goal Setting
Goals set the guidelines for how a mission statement becomes reality Design goals around your mission Qualitative and quantitative goals Set revenue goals and work backwards Focus on the end result Do not want anything too much and focus on what you can control
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Personal Mission Statement Worksheet
Write your personal mission statement in the space below:
What are a few of your professional goals?
What are your sales goals?
How much money do you want to earn this year? Monthly: Yearly: Next Year: Five Years: Ten Years: What has to change in your life to live your mission and accomplish your goals?
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The Sales Process 1. Prospecting – Finding customers 2. Qualifying – Determining how to add value 3. Presenting – Explaining how to add value 4. Closing – Completing the sales transaction
Prospecting: Your Target Market
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Target Market Benefits Worksheet How does your product or service add value to customers?
What are your customers really buying?
What are the benefits of your product?
What is your Competitive Advantage?
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The Impact of Fear on Selling
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Fear Worksheet
What are your selling fears?
How can you overcome those fears?
What will be the rewards of overcoming fear?
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Qualifying
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Probing Questions Worksheet Write down effective probing questions that you can use to determine if you can add value to a prospect in your target market: 1.
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Qualified Customer Profile Worksheet Who are your current customers?
What are the common characteristics of your customers?
How can you find and sell to more customers with those characteristics?
What are the “Hot Buttons” of your customers, or potential customers?
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Objections
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Objections Reference Guide
*Be Prepared *Do Not Engage *Validate Handling Objections
ASK QUESTIONS Open Closed
FFF + Feel (Validate) Felt (Others) Found (Success) Reference
INFORM GENTLY Validate Inform
Trial Close
Ask for the Sale
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Customer Objections and Response Worksheet Write down your most common objections and how you should best respond to them. 1.
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Presenting
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Script Development - Your 30-Second Commercial
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Closing
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Group Exercise: Trial Closes and Closing Statements Write a list of trial closes and closing statements that you can use to close a sale. 1.
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How to Build Relationships: The Key to Success in Sales
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Why People Buy: Master of Buying and Selling
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Personalities and Emotions 1. 2. 3. 4. Extravert vs. Introvert Sensing vs. Intuitive Feeling vs. Thinking Perceiving vs. Judging
Here is a brief description of each personality type: Extraverts - These individuals get a charge from people. They think out loud and are good talkers, but not always good listeners. They process ideas through people and by talking. They need stimulation from interactions with people to keep them motivated. They may see introverts as cold, uncaring and not friendly. Introverts - These personality types are charged by processing within themselves. They need time alone. They are good listeners and may not speak up with their ideas or thoughts. They tend to see extraverts as time-wasters who state the obvious and talk too much.
Sensing - They like specific factual answers and information. They are grounded in what is real and actual; they do not relate well to speculation or approximation. They are very literal and do not get caught up in fantasy. Intuitive - These are creative daydreamers who look at the big picture and tend to jump to conclusions without evaluating all the facts. They rely on intuitive thoughts and feelings to make decisions. Feeling – They are concerned with others and their emotions. They tend to make decisions based on the feelings of others and themselves. Thinking – These personality types tend to make decisions based on rational thought and logic. They prefer to solve problems based on logic and reason, rather than emotions. Perceiving – They are spontaneous and very adaptive. They love to explore new possibilities and go off the beaten track. They may look disorganized and appear confused, but can actually be very much in control. They start many projects and have difficulty completing them. Judging – They are on a schedule and into a routine, they do not like surprises. They know what they plan to accomplish each day. They make lists and mark them off as they go and become upset if they do not stay on schedule. They love to complete a job and move on to the next challenge.
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Individual Exercise: What are your personality preferences?
Introvert 6 Sensing 6 Thinking 6 5 4 3 2 1 0 1 2 3 4 5 4 3 2 1 0 1 2 3 4 5 4 3 2 1 0 1 2 3 4
Extravert 5 Intuitive 5 Feeling 5 Judging 4 3 2 1 0 1 2 3 4 5 6 6 6 6
Perceiving 6 5
How do you relate with other personalities?
How can you balance these preferences?
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How to Build Trust Trust is the glue that holds a relationship together.
Competence:
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Group Exercise: What are three things you can do to build trust with your customers?
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How can you build competence?
How can you build credibility?
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How to Become a Master Communicator
Exercise: What are three things you can do to become a better communicator?
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Personal Action Plan – Without an action plan it’s a day dream…
Key action plan steps: The steps taken to reach your goals Defines your strategy Each goal has an action plan Set a timeframe, short term and long term plan Set measurement systems Time management – focus on priorities, not urgent, but important Your mission, goals and action plan should be fun and fulfilling. It stops being work Plan activities in each step in the sales process Develop a check-list of information Write scripts for each step Design presentation materials, web site Find a “Sales Master” and ask them what they do. Be around successful people and copy them and add your own personal touch that improves what they do. Avoid negative people. Motivation = Energy and Focus Increase revenues 30% by more time or increased efficiency. Selling should be fun because it is in tune with your mission and you help others
Action Step:
Write a Goal Develop a Strategy Set an Action Plan Establish a Measurement System
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