Sales into 2021

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PROTRADE United

Building your sales capabilities into 2021 and beyond...

Business

A bit about you…
 Name
 Location
 Outcome for today

Adapt the ideas…
To suit your business
model and target
customer…

Everyone sees the word differently…
Most Aware Least Aware
1. Current Experiences – most conscious filter you have. Includes our
attitudes, opinions, judgements etc.
2. Beliefs – these give rise to our experience
3. Values - these drive our beliefs
4. Fundamental Operating Context

What are you ‘really’ selling?
Can I TRUST you/your company…
with CERTAINTY
to SOLVE MY PROBLEM?

The Unconscious Consumer
1. Greedy
2. Impatient
3. Lazy
4. Vain
 Give more than you promise (just a little bit)
 Be efficient/make it happen quickly (not rushed)
 Make it easy for them (seamless)
 Make them feel good in the process.
(This is a spectrum)

Need a recipe…
Ingredients…
1. Create world class PERCEPTION
2. Build TRUST quickly
3. Focus on the RELATIONSHIP
4. Be CONSISTENT

1. Give great PERCEPTION
• Website/Social - Reviews
• Polite, Professional, Prompt
• Phone answering/voice mail
• Uniform
• Signage
• Stationary/Collateral
• Brochure (electronic)
• Email response/language
7/11/4

2. Build TRUST…quickly
• Do what you say you were going to…when you said you
would…in the manner you committed
• Be a ‘Visible Expert’*
• Present as a professional*
• Educate – DON’T sell*
• Provide real examples/case studies*
• Online reviews
• * = Credibility Pack

3. Focus on the RELATIONSHIP
• People don’t care how much you know, until they
know how much you care
• Understand the person and then the problem
• Problems are solved, yet people will always
remember how you made them feel

4. Be CONSISTENT
• Certainty and trust comes from
consistency
• Evaluate ALL touch points
• Educate/train ALL your team – everyone
is in sales

VALUE yourself & your product
Must Know
• The desired Gross Profit
• The true cost to employ – employees, contractors
• Overhead recovery per employee*

VALUE yourself & your product
So…
• Educate on VALUE, not price
• PRICE is always relative
• Act from INSPIRATION not desperation

CONSISTENCY & Persistence
Everything is hard…
until it becomes easy.

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Organisations will easily lose high-quality talent if there are few career advancement opportunities available to them. According to a study, two out of three employees have considered leaving their jobs due to a lack of opportunities for skills development or career advancement. As such, professional growth remains at the top of many employees' minds, and career pathing is a critical tool that you, as an employer, can use to facilitate that growth. Providing them with clear-cut career development requires a commitment to clarifying pathways for growth. Hence, by giving you a clear understanding of your employees' needs and aspirations, career pathing can also make internal recruitment and succession planning much easier. In this deck, you'll understand why you should prioritise career development for your team. You'll also learn • The benefits of career pathing to your team • Four (4) proactive steps you can take to create an effective career pathing • The crucial role of career pathing in your organisational success.

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Sales into 2021

1. Sales into 2021 and Beyond Jon Mailer CEO/Founder of PROTRADE United Creating the business, you choose..

2. A bit about you…  Name  Location  Outcome for today

3. What is the hardest for you?

4. Where to start?

5. Adapt the ideas… To suit your business model and target customer…

6. Everyone sees the word differently… Most Aware Least Aware 1. Current Experiences – most conscious filter you have. Includes our attitudes, opinions, judgements etc. 2. Beliefs – these give rise to our experience 3. Values - these drive our beliefs 4. Fundamental Operating Context

7. What business are you in?

8. What are you ‘really’ selling? Can I TRUST you/your company… with CERTAINTY to SOLVE MY PROBLEM?

9. Something to think about…

10. The Unconscious Consumer 1. Greedy 2. Impatient 3. Lazy 4. Vain  Give more than you promise (just a little bit)  Be efficient/make it happen quickly (not rushed)  Make it easy for them (seamless)  Make them feel good in the process. (This is a spectrum)

11. Need a recipe…

12. Need a recipe… Ingredients… 1. Create world class PERCEPTION 2. Build TRUST quickly 3. Focus on the RELATIONSHIP 4. Be CONSISTENT

13. 1. Create world class PERCEPTION

14. 1. Give great PERCEPTION • Website/Social - Reviews • Polite, Professional, Prompt • Phone answering/voice mail • Uniform • Signage • Stationary/Collateral • Brochure (electronic) • Email response/language 7/11/4

15. 2. Build TRUST quickly

16. 2. Build TRUST…quickly • Do what you say you were going to…when you said you would…in the manner you committed • Be a ‘Visible Expert’* • Present as a professional* • Educate – DON’T sell* • Provide real examples/case studies* • Online reviews • * = Credibility Pack

17. 3. Focus on the RELATIONSHIP

18. 3. Focus on the RELATIONSHIP • People don’t care how much you know, until they know how much you care • Understand the person and then the problem • Problems are solved, yet people will always remember how you made them feel

19. 4. Be CONSISTENT

20. 4. Be CONSISTENT • Certainty and trust comes from consistency • Evaluate ALL touch points • Educate/train ALL your team – everyone is in sales

21. Need a recipe… Ingredients… 1. Create world class PERCEPTION 2. Build TRUST quickly 3. Focus on the RELATIONSHIP 4. Be CONSISTENT

22. What has been valuable?

23. Also…VALUE yourself & your product

24. VALUE yourself & your product Must Know • The desired Gross Profit • The true cost to employ – employees, contractors • Overhead recovery per employee*

25. VALUE yourself & your product So… • Educate on VALUE, not price • PRICE is always relative • Act from INSPIRATION not desperation

26. What has been valuable?

27. CONSISTENCY & Persistence Everything is hard… until it becomes easy.

28.

29.

30. Remember…

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