teleconference #2: getting down to business - selling and daily activity 0715
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1© 2009 Wright Business Institute, Inc.1
Teleconference #2: Getting Down to Business:Selling & Essential Daily Activity
© Wright Business Institute, Inc.E-mail questions to coach@wrightlearning.com
2© 2009 Wright Business Institute, Inc.2
A Review of the Symposium Assignment
E-mail questions to coach@wrightlearning.com
3© 2009 Wright Business Institute, Inc.
► A Review of the Symposium assignment
► The evolution of business through sales practices
► Building Your Daily Routines
► Overcoming Your Resistance and Time Wasters
► Overcoming Their Resistance
► Negotiating a Close
► Intentional Networking
In Today’s Teleconference We will Cover …
4© 2009 Wright Business Institute, Inc.
Sales Professionals
• In the Symposium we asked you, “ How many of you are sales professionals?” and most of you failed to raise your hands. We discovered you were in denial.
5© 2009 Wright Business Institute, Inc.
We reminded you that …
► Always selling – customer, staff, financial backers
► Easy to take eye off the ball
► Excuses – unconscious fear
► Work will expand to fill time
► No magic solution
► Sales and delivery together
6© 2009 Wright Business Institute, Inc.
We covered: Setting Sales Activity Floors and Goals
• Set floors and goals – no ceilings!
To your potential – and beyond!
Sales Activity Floor
Goals
7© 2009 Wright Business Institute, Inc.
We Discussed Sales Cycles and Ratios
Dials Conversations Meetings Proposals Closes
1:2 to 1:75
1:2to 1:10
1:2to 1:5
1:2to 1:5
1:2to 1:10Ratios
8© 2009 Wright Business Institute, Inc.
Dials (floor___, goal ___) Conversations Meetings Proposals Closes
7-8 √
8-9
9-10 √ √ √ √ √ √ √
10-11 √ √ √ √ √ √ √ √ √
11-12 √ √ √
12-1 √ √ √ √ √ √ √
1-2 √
2-3 √ √ √ √ √ √ √
3-4
4-5
5-6
6-7
7-8
8-9
Total 28 5 2 0 0
We Reviewed a Sales Activity Tick List
9© 2009 Wright Business Institute, Inc.
We Presented the Key Sales Metrics and Sales Activity Assignment for Everyone
• At the end of the seminar, we all agreed our floors and goals would be…
► Dials:
• Goal: 20/week, 4 per day
• Floor: 1 per day► Conversations:► Meetings► Proposals► Closes
Send e-mail to coach@wrightlearning.com.
10© 2009 Wright Business Institute, Inc.10
The Evolution of Business through Sales Practices
E-mail questions to coach@wrightlearning.com
11© 2009 Wright Business Institute, Inc.
Today we will review the evolution of sales as businesses develop.
Watch for your position and plan your evolution.
Businesses Go Through Sales Development Phases
12© 2009 Wright Business Institute, Inc.
The Map - Getting To Know Where You Are
Level 1
Level 2
Level 3
Level 4
Level 5
Level 6
Initiating
Establishing
Emerging
Differentiating
Generating
Self-Developing
13© 2009 Wright Business Institute, Inc.
Selling at the Initiating Phase
Level 1 Initiating
Level 2 Establishing
Level 3 Emerging
Level 4 Differentiating
Level 5 Generating
Level 6 Self-Developing
• Starting out• Building capacity• You have no one to report to• Developing discipline• Feeling your way into ways of being• Unsure of what you are saying and
doing• Developing informal systems to keep
track of sales activity and sales
14© 2009 Wright Business Institute, Inc.
Selling at the Establishing Phase
Level 1 Initiating
Level 2 Establishing
Level 3 Emerging
Level 4 Differentiating
Level 5 Generating
Level 6 Self-Developing
• Getting the hang of your business• Figuring out how to sell and deliver as
promised• Continuing to develop informal systems• Revenues: $100-$200k/year*• Solo – or 1-2 employees• Key challenges: low accountability,
keeping up with new business, cash flow, maintaining relationships with multiple clients and staff, managing sales/famine cycle
15© 2009 Wright Business Institute, Inc.
Selling at the Emerging Phase
Level 1 Initiating
Level 2 Establishing
Level 3 Emerging
Level 4 Differentiating
Level 5 Generating
Level 6 Self-Developing
• You may have another sales person other than you
• You are feeling the need for sales tracking systems
• Your methodology is still dependent on you in most cases
• Gaining traction• Beginning to feel a sense of mastery and
gain confidence• Beginning to establish more formal
systems and routines• Revenues: $500k to over $2M/year*• Solo – or team of 3-10 employees and/or
contractors• Key challenges: establishing systems;
hiring, training, and managing staff; billing and collecting; contractor relationships
16© 2009 Wright Business Institute, Inc.
Selling at the Differentiating Phase
Level 1 Initiating
Level 2 Establishing
Level 3 Emerging
Level 4 Differentiating
Level 5 Generating
Level 6 Self-Developing
• You generally have several sales staff but you are still the key in most cases-congratulations if you are not
• You are developing or have developed strong sales tracking systems and methodologies
• Your methodology is spreading beyond you
17© 2009 Wright Business Institute, Inc.
Selling at the Generating Phase
ThisLevel 1 Initiating
Level 2 Establishing
Level 3 Emerging
Level 4 Differentiating
Level 5 Generating
Level 6 Self-Developing
• You are still necessary on certain key accounts
• You help sell to accounts• You sell to owners, partners, the board, and,
in some cases, Wall Street• You sometimes drop your discipline a bit at
this level only to realize you are still selling only it is changing in nature.
• Your methodology is now company determined and you likely have a V.P. of sales other than yourself (although you may still dominate that position)
18© 2009 Wright Business Institute, Inc.
Selling at the Self-Developing Phase
ThisLevel 1 Initiating
Level 2 Establishing
Level 3 Emerging
Level 4 Differentiating
Level 5 Generating
Level 6 Self-Developing
• You understand the importance of activity and selling.
• You are selling all the time.• You sell to larger customer base• You sell to employees• You sell to a board, owners, Wall Street• You sell to investors• You support staff as needed on sales
calls• You maintain key customer relations in
your relationships with their CEOs, etc.
19© 2009 Wright Business Institute, Inc.19
Building Your Daily Routines
E-mail questions to coach@wrightlearning.com
20© 2009 Wright Business Institute, Inc.
► Start at low levels—consistency is the win
► Build Gradually
► Develop Systems
Building Winning Habits
21© 2009 Wright Business Institute, Inc.
We Presented the Key Sales Metrics and Sales Activity Assignment for Everyone
>At the end of the seminar, we all agreed our floors and goals would be…► Dials:
• Goal: 20/week, 4 per day
• Floor: 1 per day► Conversations:► Meetings► Proposals► Closes
Send e-mail to coach@wrightlearning.com.
22© 2009 Wright Business Institute, Inc.
► Front load the week
► Pick Zones of Activity
► Front Load the Day
► Keep an overall work log
► Have your calls planned
Tricks and Systems to Build Your Sales Muscle
23© 2009 Wright Business Institute, Inc.
Dials (floor___, goal ___) Conversations Meetings Proposals Closes
7-8 √
8-9
9-10 √ √ √ √ √ √ √
10-11 √ √ √ √ √ √ √ √ √
11-12 √ √ √
12-1 √ √ √ √ √ √ √
1-2 √
2-3 √ √ √ √ √ √ √
3-4
4-5
5-6
6-7
7-8
8-9
Total 28 5 2 0 0
We Reviewed a Sales Activity Tick List
24© 2009 Wright Business Institute, Inc.
Advanced Sales Activity Assignment
Color Code Status Week 1 Week 2 YTD NAMEWeek One Date: Week Two Date:
Floor This week Goal % Floor This week Goal % 2 week Goal %80 76 105 72% 80 86 105 82% 162 210 77%15 12 22 55% 15 17 22 77% 29 44 66%6 4 9 44% 6 8 9 89% 12 18 67%
Pipeline Add 0.5 4 3 8 38% 4 4 8 50% 7 16 44%Pipeline Close 2.0 1 0 1 0% 1 0 1 0% 0 2 0%Pipeline to Proposal 1.0 1 3 2 150% 1 3 2 150% 6 4 150%Pipeline NO's 1.0 1 3 1 300% 1 0 1 0% 3 2 150%
7.5 5 12.50.5 0 1 0% 0.5 0 1 0% 0 2 0%0 1 1 100% 0 0 1 0% 1 20 1 1 100% 0 1 1 100% 2 2
Sales so far this week against week -$ 96,153.85$ 0% 96,153.85$ 0% -$ 192,307.69$ 0%Sales so far this month against month 416,666.67$ 0% -$ 416,666.67$ 0% Daily Sales Goal 13,698.63$ DaySales YTD against YTD goal 2,135,954.00$ 3,438,356.16$ 62% 2,135,954.00$ 3,438,356.16$ 62% Current Sales Goal 3,438,356.16$ 251Sales YTD against annual goal 2,135,954.00$ 5,000,000.00$ 43% 2,135,954.00$ 5,000,000.00$ 43% Should be at 69%Pipeline weighted vs. total pipeline 1,024,200.00$ 4,630,600.00$ 22% 1,278,040.00$ 5,143,500.00$ 25% 2,135,954.00$ 5,000,000.00$ Total pipeline vs. goal 4,630,600.00$ 5,000,000.00$ 93% 5,143,500.00$ 5,000,000.00$ 103%Company YTD 3,498,861.50$ 10,000,000.00$ 35% 3,500,111.50$ 10,000,000.00$ 35%
September 7, 2008
Logo AddsContest Totals
Conversations
CategoryTwo Week Total
Network MeetingsPartnership Meetings
August 31, 2008
Meetings
Dials
25© 2009 Wright Business Institute, Inc.
Dials
Color Code Status Week 1 Week 2 YTD NAMEWeek One Date: Week Two Date:
Floor This week Goal % Floor This week Goal % 2 week Goal %80 76 105 72% 80 86 105 82% 162 210 77%15 12 22 55% 15 17 22 77% 29 44 66%6 4 9 44% 6 8 9 89% 12 18 67%
Pipeline Add 0.5 4 3 8 38% 4 4 8 50% 7 16 44%Pipeline Close 2.0 1 0 1 0% 1 0 1 0% 0 2 0%Pipeline to Proposal 1.0 1 3 2 150% 1 3 2 150% 6 4 150%Pipeline NO's 1.0 1 3 1 300% 1 0 1 0% 3 2 150%
7.5 5 12.50.5 0 1 0% 0.5 0 1 0% 0 2 0%0 1 1 100% 0 0 1 0% 1 20 1 1 100% 0 1 1 100% 2 2
Sales so far this week against week -$ 96,153.85$ 0% 96,153.85$ 0% -$ 192,307.69$ 0%Sales so far this month against month 416,666.67$ 0% -$ 416,666.67$ 0% Daily Sales Goal 13,698.63$ DaySales YTD against YTD goal 2,135,954.00$ 3,438,356.16$ 62% 2,135,954.00$ 3,438,356.16$ 62% Current Sales Goal 3,438,356.16$ 251Sales YTD against annual goal 2,135,954.00$ 5,000,000.00$ 43% 2,135,954.00$ 5,000,000.00$ 43% Should be at 69%Pipeline weighted vs. total pipeline 1,024,200.00$ 4,630,600.00$ 22% 1,278,040.00$ 5,143,500.00$ 25% 2,135,954.00$ 5,000,000.00$ Total pipeline vs. goal 4,630,600.00$ 5,000,000.00$ 93% 5,143,500.00$ 5,000,000.00$ 103%Company YTD 3,498,861.50$ 10,000,000.00$ 35% 3,500,111.50$ 10,000,000.00$ 35%
September 7, 2008
Logo AddsContest Totals
Conversations
CategoryTwo Week Total
Network MeetingsPartnership Meetings
August 31, 2008
Meetings
Dials
Week Date: Week Date:Floor This week Goal % Floor This week Goal % 2 week Goal %
80 76 105 72% 80 86 105 82% 162 210 77%Category
Dials
August 31, 2008 September 7, 2008 Two Week Total
26© 2009 Wright Business Institute, Inc.
Conversations
Color Code Status Week 1 Week 2 YTD NAMEWeek One Date: Week Two Date:
Floor This week Goal % Floor This week Goal % 2 week Goal %80 76 105 72% 80 86 105 82% 162 210 77%15 12 22 55% 15 17 22 77% 29 44 66%6 4 9 44% 6 8 9 89% 12 18 67%
Pipeline Add 0.5 4 3 8 38% 4 4 8 50% 7 16 44%Pipeline Close 2.0 1 0 1 0% 1 0 1 0% 0 2 0%Pipeline to Proposal 1.0 1 3 2 150% 1 3 2 150% 6 4 150%Pipeline NO's 1.0 1 3 1 300% 1 0 1 0% 3 2 150%
7.5 5 12.50.5 0 1 0% 0.5 0 1 0% 0 2 0%0 1 1 100% 0 0 1 0% 1 20 1 1 100% 0 1 1 100% 2 2
Sales so far this week against week -$ 96,153.85$ 0% 96,153.85$ 0% -$ 192,307.69$ 0%Sales so far this month against month 416,666.67$ 0% -$ 416,666.67$ 0% Daily Sales Goal 13,698.63$ DaySales YTD against YTD goal 2,135,954.00$ 3,438,356.16$ 62% 2,135,954.00$ 3,438,356.16$ 62% Current Sales Goal 3,438,356.16$ 251Sales YTD against annual goal 2,135,954.00$ 5,000,000.00$ 43% 2,135,954.00$ 5,000,000.00$ 43% Should be at 69%Pipeline weighted vs. total pipeline 1,024,200.00$ 4,630,600.00$ 22% 1,278,040.00$ 5,143,500.00$ 25% 2,135,954.00$ 5,000,000.00$ Total pipeline vs. goal 4,630,600.00$ 5,000,000.00$ 93% 5,143,500.00$ 5,000,000.00$ 103%Company YTD 3,498,861.50$ 10,000,000.00$ 35% 3,500,111.50$ 10,000,000.00$ 35%
September 7, 2008
Logo AddsContest Totals
Conversations
CategoryTwo Week Total
Network MeetingsPartnership Meetings
August 31, 2008
Meetings
Dials
Week Date: Week Date:Floor This week Goal % Floor This week Goal % 2 week Goal %
15 12 22 55% 15 17 22 77% 29 44 66%Category
Conversations
August 31, 2008 September 7, 2008 Two Week Total
27© 2009 Wright Business Institute, Inc.
Meetings
Color Code Status Week 1 Week 2 YTD NAMEWeek One Date: Week Two Date:
Floor This week Goal % Floor This week Goal % 2 week Goal %80 76 105 72% 80 86 105 82% 162 210 77%15 12 22 55% 15 17 22 77% 29 44 66%6 4 9 44% 6 8 9 89% 12 18 67%
Pipeline Add 0.5 4 3 8 38% 4 4 8 50% 7 16 44%Pipeline Close 2.0 1 0 1 0% 1 0 1 0% 0 2 0%Pipeline to Proposal 1.0 1 3 2 150% 1 3 2 150% 6 4 150%Pipeline NO's 1.0 1 3 1 300% 1 0 1 0% 3 2 150%
7.5 5 12.50.5 0 1 0% 0.5 0 1 0% 0 2 0%0 1 1 100% 0 0 1 0% 1 20 1 1 100% 0 1 1 100% 2 2
Sales so far this week against week -$ 96,153.85$ 0% 96,153.85$ 0% -$ 192,307.69$ 0%Sales so far this month against month 416,666.67$ 0% -$ 416,666.67$ 0% Daily Sales Goal 13,698.63$ DaySales YTD against YTD goal 2,135,954.00$ 3,438,356.16$ 62% 2,135,954.00$ 3,438,356.16$ 62% Current Sales Goal 3,438,356.16$ 251Sales YTD against annual goal 2,135,954.00$ 5,000,000.00$ 43% 2,135,954.00$ 5,000,000.00$ 43% Should be at 69%Pipeline weighted vs. total pipeline 1,024,200.00$ 4,630,600.00$ 22% 1,278,040.00$ 5,143,500.00$ 25% 2,135,954.00$ 5,000,000.00$ Total pipeline vs. goal 4,630,600.00$ 5,000,000.00$ 93% 5,143,500.00$ 5,000,000.00$ 103%Company YTD 3,498,861.50$ 10,000,000.00$ 35% 3,500,111.50$ 10,000,000.00$ 35%
September 7, 2008
Logo AddsContest Totals
Conversations
CategoryTwo Week Total
Network MeetingsPartnership Meetings
August 31, 2008
Meetings
Dials
Week Date: Week Date:Floor This week Goal % Floor This week Goal % 2 week Goal %
6 4 9 44% 6 8 9 89% 12 18 67%Category
Meetings
August 31, 2008 September 7, 2008 Two Week Total
28© 2009 Wright Business Institute, Inc.
We Discussed the Key Skill: Thin-Slicing Time
29© 2009 Wright Business Institute, Inc.
Expanding Further on Thin-Slicing Time
• Why is it important?► Maximizes your productivity► Teaches you to juggle more things
• How to do it?► Set sales activity goals and floors► Plan ahead for calls for the next day► Carry call list and phone with you everywhere► Drive as many as you can► Use the “million dollar reward” strategy
30© 2009 Wright Business Institute, Inc.
Determining Floors and Goals for Other Sales Activity
• Between the Symposium and the first teleconference, your floors and goals were . . .?
► Dials:
• Goal: 20/week, 4 per day
• Floor: 1 per day► Conversations:► Meetings► Proposals► Closes
You did not agree to other goals and floors
31© 2009 Wright Business Institute, Inc.
Resistance
► What is resistance?
32© 2009 Wright Business Institute, Inc.
Resistance
► What is resistance?
OED: The act, on the part of persons, of resisting, opposing, or withstanding.
33© 2009 Wright Business Institute, Inc.
Resistance
► What is resistance?
OED: The act, on the part of persons, of resisting, opposing, or withstanding.
► For our purposes:
Resistance is anything that shuts us down
34© 2009 Wright Business Institute, Inc.
Resistance
► What is resistance?
OED: The act, on the part of persons, of resisting, opposing, or withstanding.
► For our purposes:
Resistance is anything that shuts us down
Two primary sources of resistance:
• customer resistance
• sales person resistance
35© 2009 Wright Business Institute, Inc.
Overcoming Resistance—Yours
>Easy to take eye off the ball>Excuses – unconscious fear>Time Wasters>Work will expand to fill time>Denial
36© 2009 Wright Business Institute, Inc.
Dealing with your own Resistance
► We all have resistance
► Resistance has a natural function
37© 2009 Wright Business Institute, Inc.
Dealing with your own Resistance
► Reasons are excuses
► Excuses are excuses
► Intention must be to make your numbers
38© 2009 Wright Business Institute, Inc.38
Overcoming Resistance: Theirs
E-mail questions to coach@wrightlearning.com
39© 2009 Wright Business Institute, Inc.
Dealing with Customer Resistance
► The First Rule is the last rule
40© 2009 Wright Business Institute, Inc.
Dealing with Customer Resistance
► The First Rule is the last rule
► All Resistance is information
41© 2009 Wright Business Institute, Inc.
Dealing with Customer Resistance
► The First Rule is the last rule
► All Resistance is information
► Its implication is simple
42© 2009 Wright Business Institute, Inc.
Dealing with Customer Resistance
► The First Rule is the last rule
► All Resistance is information
► Its implication is simple
► No is maybe
43© 2009 Wright Business Institute, Inc.
Dealing with Customer Resistance
► The First Rule is the last rule
► All Resistance is information
► Its implication is simple
► No is maybe
► Maybe is yes
44© 2009 Wright Business Institute, Inc.
Dealing with Customer Resistance
► The First Rule is the last rule
► All Resistance is information
► Its implication is simple
► No is maybe
► Maybe is yes
► Yes is yes
45© 2009 Wright Business Institute, Inc.
Overcoming the Types of Resistance
► Resistance to meet with you
► Resistance to consider your product or service
• I already have it/one/etc.
• I don’t need it
► Cost Resistance
• Excuses – unconscious fear
► Creating a need
46© 2009 Wright Business Institute, Inc.46
Negotiating A Close
E-mail questions to coach@wrightlearning.com
47© 2009 Wright Business Institute, Inc.
Closing
► Do a test close
► Ask what it will take
► Follow The First Rule of Closing: Ask for the businessnce
► Remember Resistance—everything is information helping you to the close
48© 2009 Wright Business Institute, Inc.
Closes
► What will it take to do this?
► Take them by the arm
► The guarantee
► Follow-up to avoid buyers remorse
49© 2009 Wright Business Institute, Inc.49
Intentional Networking
E-mail questions to coach@wrightlearning.com
50© 2009 Wright Business Institute, Inc.
Network Dynamics
► The quality of your life is proportional to your network
► Network meetings are just one way
► The networking rule-breaking sales manager
51© 2009 Wright Business Institute, Inc.
Network Science
► The elements of a network
► The power of hubs
► The laws of network science
► Reach the Weak Links
► Give to Get
52© 2009 Wright Business Institute, Inc.
Network Science Skills
► Your greatest untapped power
► The power of your address book
► Mapping your network
► Strategizing into your network
53© 2009 Wright Business Institute, Inc.53
American Family Business Accelerator Program
Upcoming Teleconferences and Success Activities
54© 2009 Wright Business Institute, Inc.
Looking Forward
What’s Next?
Knowing Where You Stand: Defining the Game• Establishing vital systems and monitors to understand the state of your business• • Getting Down to Business: Selling & Essential Daily Activity• Setting up effective disciplines, intentional networking, and negotiating deals• • Building Relationships• Creating your vision, developing and leveraging your network
• Marketing Tools• Developing your brand and mastering marketing tools• • Systemizing Your Activity for Growth• Anticipating and getting around roadblocks; understanding your business and its sales cycles• • Leading Your Business, Leading Your World• Building a culture, getting work done through others, and getting the most from what you have
55© 2009 Wright Business Institute, Inc.
Teleconference #3-4: Building Relationships and Marketing
► Introducing Yourself to Sell
► Purpose, mission, vision and branding yourself
► Elevator speeches and slogans
► Mastering marketing tools
► Building strong rapport
56© 2009 Wright Business Institute, Inc.
Ongoing Support and Involvement
• Monthly Teleconferences• Weekly E-Tips• Assignments• Contests• Break Room
► Panel of Experts► Growth Coach Forum
• Special Offerings
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