Lowes Sales Webinar

1. Lowes Sales Webinar 1
Russell Cummings
www.shifft.com.au
December 2018

2. High Performance Sales

3. Agenda
• Planning for 2019
• Sales Competencies
• Manage your Day
• Challenger Sales
• Next Steps

4. Planning for 2019
Getting your “ducks in a row”

5. Sales
Canvas

6. Sales
Canvas
Sales Reminders
Our Offer
Our Pipeline
Key Actions

7. Your 90
Day Plan

8. Your 90
Day Plan

9. Your 90
Day Plan

10. Your 90
Day Plan

11. Your 90
Day Plan

12. Your 90
Day Plan

13. Homework Task 1
1. Develop your Sales Canvas for 2019
2. Build a 90 Day Plan for Q1 2019
3. Complete this and send to your Manager by 15
Jan 2019

14. Resilience

15. Resilience
Positive
Mental
Models
Health
Diet,
Exercise,
Sleep
Stress
Management
Social
Support
Organised

16. What are the 4 key
areas of activity that
you must focus on in
your role to be
successful?
Setup a “4
Things”
Framework”

17. Homework Task 2
1. Use your “4 Things” as the “Big Rocks” in your
90 Day Plan
2. Make sure you have 1 x “Big Rock” = “Personal
Development”

18. www.focusboosterapp.com or Pomodoro Time apps
Pomodoro
Technique

19. What competencies do
I need to work on?

20. Professional
• Tactical Planning
• Analysis
• Judgement
• Follow through
• Independence
• IT Knowledge
• Team work
• Organised/Attention to detail
Business
• Customer Knowledge
• Product Knowledge
• Organisational Knowledge
• Organisational Vision &
Purpose
Behavioural
• Self Promotion (Call
reluctance)
• Energy
• Influencing & Sales Ability
• Oral Communication
• Written Communication
• Customer Service
orientation
• Goal Orientation
• Taking responsibility
• Resilience
Sales Competencies

21. Homework Task 3
• Review the exercise we did at the October Workshop
• What were your 2 key strengths? How can you build on them?
• What were your 2 main areas for improvement? What actions
will you take?
• Add these actions to the 90 Day Plan

22. Challenger Sale

23. Understand my business.
Know me
Demonstrate excellent
communication skills
Give me insights and
perspective
Focus on post-sale
What
Buyers want

24. Must be prepared
Research and Planning

25. Key Components –
Challenger Sales Process
Build Rapport
Teach and Listen
Discover – SPIN Questions
Reframe
Ask for the business

26. 1. Teach
– Challenge assumptions
– Provide fresh insights about their market
– Genuine interest in the market
2. Tailor
– Knows customers value drivers
– Communicate the sales message to the context of the
customer and individual you are dealing with
3. Take Control
– Understand risk aversion of customers but still provide a clear
process for making a decision
– Spread relationships wider in an organisation to influence
decision making
– Comfortable discussing money
Challenger Sales person
defined by 3 behaviours

27. Exercise: In-Field Challenger Sales

29. Homework Task 4
•Review the In-Field Coaching Matrix
•Score yourself after each Sales Call
•This is the model that your Manager will start to
use with you for some In Field Coaching in 2019

30. The Challenger Sale
Read the book

31. Exercise for all
• Between Now and our next Webinar in early
February 2019, we would like you to read the
Challenger Sale book.
• You can read it as a hardcover, e-book or get the
audio book and listen to it in the car.
• We will send you details of where you can get it
online

33. Key Actions
1. Develop your Q1 Plan for 2019 – send to your Manager
by 15 January 2019
2. Read the Challenger Sales book by end January 2019
3. Next Webinar – Friday, February 15th, 2019

34. Lowes Sales Webpage
• http://www.shifft.com.au/lowes
• Download templates – watch videos
• Links to book, e-book and audio book

35. Thank You
Russell Cummings
Business Consultant
M: 0414 929 585
W: www.shifft.com.au
E: russell@shifft.com.au