People, Performance, Profit

1. 2010 MaximiseYourBusinessPotential

2. Overview PERSONAL PREPARATION PLANNING TO WIN 1. Business Knowledge 2. Industry Knowledge 3. Company Knowledge 4. Product Knowledge 5. Selling Skills 6. Attitude THE VITAL INGREDIENTS THE SELLING PROCESS QUESTIONING THE RULES OF SUCCESSFUL SELLING

3. PERSONAL PREPARATION Time available to us to generate new business We work 365 days a year – not quite Time available to see customers 52 weeks x 5 days = 260 days Take away 4 weeks holidays and 9 bank holidays = 231 days Allow 5 days that are just non productive for contingency about 2.5% So we have approx 226 days available to us to achieve our goals

4. PERSONAL PREPARATION What are my big time stealers each dayAverage Per Day 1. Travelling - to work _____ - from work _____ - between calls _____ 2. Lunch _____ 3. Coffee Break Morning _____ 4. Coffee Break Afternoon _____ 5. Phone Calls _____ 6. Other _____ How much time do I actually spend in front of the customer each day selling?

5. PERSONAL PREPARATION 1Hr Extra per Day 29 Extra Selling Days 6 Extra Selling Weeks 2 Hr Extra per Day 58 Extra Selling Days 12 Extra Selling Weeks 3 Extra Selling Months 1/4 OF A YEAR

6. PLANNING TO WIN 1. Business Knowledge 2. Industry Knowledge 3. Company Knowledge 4. Product Knowledge 5. Selling Skills 6. Attitude

7. Greenstreets

8. THE VITAL INGREDIENTS See the oak tree in the acorn Develop the habit of complimentingpeople Build your confidence Handle the difficult times Be enthusiastic

9. THE VITAL INGREDIENTS It’s desire not ability that determinessuccess Set your goals Plan your goals in detail You must believe in YOU Become a “how can I do better” sortof person

10. THE SELLING PROCESS Get them to like you Find their real interest or problem Get them disturbed Get them excited about what you can do for them Offer a solution with a visual image Trial close each selling step Always ask for the order

11. Bring Colour to our Presenting

12. QUESTIONING PROSPECT RELATED QUESTIONS What do they want? (Their Need) & Why do they want it? (Their Want) THE SELLING PROCESS IS ANSWERING THOSE TWO QUESTIONS WITH YOUR PRODUCT/SERVICE

13. QUESTIONING KEY QUESTIONS TO PROSPECT: Personal Problem Payoff Prospect Peers Priority

14. QUESTIONING ADVANTAGES Prospect becomes centre of attention Builds long-term relationship with the prospect Lets the salesperson guide direction of meeting

15. Company Logo QUESTIONING ADVANTAGES Gives you time to think out the selling strategy Relieves the pressure that could become an objection Their answers reveal the secret to closing the sale

16. THE PROSPECTS PERSONALITY How to Handle Don’t waste time on details. Spend time on rapport and listen. Stroke the dream intheir self image Interested in the benefits, cost justification and whether the company needs the product. Stay in the conviction step where they want to see lots of nuts and bolts Must build a personal and friendly relationship. Need a lot of assurance and proof. Supply personal assurances, testimonials from happy clients TYPE Expressive (Easy to sell) Driver (Normal to Sell) Analytical (Difficult to Sell) Amiable (Almost impossible to sell) Who They Are Chairman – Sales People Organisations Executive Manager Controllers, Engineers, computer people, accountants Certain staff co-ordinators, Teachers, Counsellors What Are They Like They are generalists. A mixture of exhibitionist & politician. Make quick decisions Usually quick, efficient, assertive, low on people, very job orientated, Don’t like to waste time on rapport step. Crave details, facts, any proof. Do exhaustive comparisons with your competitors. Decision process slow High on people, low on jobs and assertiveness. They avoid risk

17. PROSPECT SATISFACTION WANTING PROSPECTS Excellent - 5% Very Good - 15% Satisfactory - 60% Fair - 15% Poor - 5%

18. “People have to buy you before the will buy from you” APPROACH EVERY MEETING THINKING “I am going to like you, and you are going to like me”

19. The Rules of Successful Selling Rule I Sell to people Rule II Sell yourself Rule III Ask Questions Rule IV Listen Rule V Link Features to Benefits Rule VI Sell the results

20. The Rules of Successful Selling Rule VII Don’t rely on logic Rule VIIIBe selective in the use of Product Knowledge Rule IX Identify your unique sales points Rule X Don’t catch “Priceitis” Rule X Don’t just talk - SHOW Rule XI Don’t knock the competition

21. The Rules of Successful Selling Don’t sell something you don’t believe in Know your subject/product knowledge Always have an active prospect list which you contact regularly Learn from the questions people ask you

22. MAXIMISE YOUR BUSINESS POTENTIAL

23. Maximise Your Business Potential THE WORLD TODAY We Live in a Society………... Low Trust Service Numb Everyone is looking for…………. Value Value is the difference between ………... What you get and what you expect to get

24. All Growth comes outside the… Comfort zone THE ZONES WE LIVE IN If you are comfortable you are not growing Company Logo Maximise Your Business Potential

25. Maximise Your Business Potential Business is based on Customer ………… Perception Customers Perception is ……………….. Reality All customers listen to …………………… W11 FM

26. Maximise Your Business Potential EXAMPLES OF EXCELLENCE CALLING ALL CUSTOMERS

27. Maximise Your Business Potential WHAT TO SHARE WITH OTHERS……. I am Unbelievable WHERE IS THE PASSION? WHERE IS THE EXPERTISE? WHERE IS THE EXCITEMENT?

28. Maximise Your Business Potential CREATING AN ATMOSPHERE FOR SUCCESS AND SELLING AND RELATING Memorable Appearance Responsive Keep Contact Evaluate Target Incentive Networking Generate Energy

29. THE TEN MOST IMPORTANT WORDS YOU WILL EVER HEAR….. “If it is to be it is up to me”

30. Thank You ! Jordan Business Solutions People, Performance & Profit Persuader Mob: +353 86 258 88 47 Email: alan@jbs.ie Blog:http://aj-thingsthatwork.blogspot.com Linkedin: www.linkedin.com/in/alanjordan2009 Web: www.jbs.ie Mail Address: Unit 19 Turvey Business Centre, Turvey, Co. Dublin