BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Anyone Can be a Great Sales Person, All You Need to do is

Believe In Yourself!November 7, 2014

Troy Hopkins

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Always Be Learning!

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Four Keys to a Successful Salesperson

1. Must respect and love the company they work for or own

2. Must be an industry expert3. Must set sales goals4. Must have confidence and look

the part

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Are You Intimidated about Sales?

− You are not a Sales Person

− You are a: − Service Provider− Issue Fixer− Headache

Remover!

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Are you 100% confident in Janitorial Sales?

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Respect and Love Your Company!

− Understand the Company Values/Mission Statement

− Direction for the future

− Reward for Hard Work

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Be an Industry − Research and present a

janitorial thesis− Work in each position of the

company− Understand each industry

you clean

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Set Sales Goals

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Don’t put the cart before the horse, or the “Sales person before the goals”

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Set Goals to Achieve your Personal Needs

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Calculate your requirements of Leads vs Bids to Achieve Your Goals

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Example− Let’s say you can close 40% of bids you present

− If you want to grow $1000 per month and your average accounts are $250 each, then you will normally need to close 4 accounts per month

− If you get a lead (someone interested in wanting a bid) every 20 contacts you make, then you will need to present 10 bids for the month, which calculates to visiting or calling 200 people

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Look the Part!

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Looks are more than just Appearance

− Confidence is attractive − Fear is unattractive− FACT!: When a storm comes,

buffalos do not run away from the storm, they run into it.− Face bids and sales head on!

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

It’s A Fact!

Healthy/Confident salespeople are perceived to be more likeable, trustworthy,

and adept at communication than their plainer colleagues.

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Get the Leads

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Before we talk about the Sales Person, Keep In Mind:

Leads can come from anyone in your or organization or any methods – not just a

sales person.

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Methods to get leads

− Networking− Cold Calling− Internet− Telemarketing− Referrals from

Customers

− Referrals from Employees

− Social Media− Branding− Everyone in your

organization keeping an eye out

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Methods to get leads

− Networking− Cold Calling− Internet− Telemarketing− Referrals from

Customers

− Referrals from Employees

− Social Media− Branding− Everyone in your

organization keeping an eye out

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Networking is a multi-layered approach to sales that brings – Credibility to your company– Name branding in the community– Puts a face with the name of your

company– Builds relationships– Takes the bid process from being price-

based to product-based

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Effective Networking− Passionate and Authentic− Consistent− Believable− Know how you are

Different− Problem solver not a seller− Be an expert in your field

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Mistakes in Networking− Not talking to anyone new− Not getting involved− Saying one thing and doing another− Being negative− Monopolizing another person’s time− Thinking that exchanging business cards is enough− Thinking that you will make a sale the first time

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Best Networking Practices− Be authentic− Show up consistently− Be an Active Listener− Be aware of body language− Be an expert in your field− Have an exit strategy− Follow up technique

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Sell Yourself, Believe in Yourself, Believe in your Company

Hit the Streets and Cold Call

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Cold Call Tips

− Use your business card as an icebreaker − Get to the point− If they are happy – embrace the moment− If they are “too small and clean themselves”

– toss out a price− Leave them feeling good− Always grab their business card

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Internet

− SEO− Great Web Site− Google Reviews / Testimonials

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Telemarketing

(One Business Helping Another!)

− Great part-time job− Flexible hours− Bonus for great results− Need great training on business

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Customer Referrals

− Personal email to your “happy customers” asking for a referral

− Customer visit during bids− Build that reference list per industry

and keep them happy

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

The Walk-Thru

Where 80% of the close happens!

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

The Walk-Thru Research the company before the walk-thru

– Type of business– Be the expert– Any history you can mention

− Ex: “I heard you just celebrated your 10 year anniversary”

Take a key person with you on the walk-thru– Janitorial Supply Rep (if they are having paper issues)– Day porter if you know who would service them– Operations Manager

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Master Using Names

Say their name 3-5 times in the first 30 seconds

John

Amy

Bill

Linda

Michael

Lee

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Gather Information− Days/ times/ building info− Issues they are having now− Things they like to see from their cleaning

company− Is it a Quality or Cost issue, or is it their first

time to use a service− Get the budget or price they are paying now

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Sell Your Company!Share Information about Your Company

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

ResolutionResolve their issues by Being the Expert!

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Prepare the Bid

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

5 Keys to a Successful Bid

1. Know your high and low price (use your best judgment)

2. Include hot buttons in specs3. Include the “what I want” in the specs4. Use brochures that apply to them “We are

Specialist”5. Customize the specs to the industry

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Seal the Deal!Seal the Deal with a great, but SIMPLE

presentation

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Keys to a Successful Presentation

− Be on TIME!− Let them know in advance it will only take 10 minutes− Let them feel in control, but you be in control− Review key points in bid/ highlighting hot buttons− Review price− Find out how the price compares to their budget

− Have options/alternative closings ready

− Ask for any questions− Find out when a decision will be made/ good time to follow-

up

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Build the YES Momentum

− Make them say yes several times within the first 7-10 minutes

− This is a Trial Close

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Closers Most people have 2 closes

− Should have 5− Great closers have 12

1

CLOSE

2

CLOSE

3

CLOSE

4

CLOSE5CLOSE

6

CLOSE

7

CLOSE

8

CLOSE

− You do not have one club for a golf course (things change, change your close)

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Create a Buying Atmosphere: It is OK to say NO

− “We may not be for you, and I understand if you say no, but will you be honest”

− If you say we are not for you, they want more

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

More Tips for the CLOSE− If price is close

− Want you come by to visit our office and learn more about us− See how we on-board people

− Do not give out references until they ask, keep similar buildings− Testimonial letter to overcome people concerns− Speak back customers objectives or concerns

− Let them know they are not alone− Make closing question, if we can overcome your concern…

− Leave people happy

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

FOLLOW UP!

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Follow Up

− 44% of sales people give up after one no− 22% give up after two no's− 14% give up after three no's− 12% give up after four no’s

This means that 92% of people give up after four no's, and only 8% of sales people ask for a fifth time.

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Follow Up

Consider this…– 80% of prospects say no four times

before they say yes– Only 8% of sales people are getting 80%

of the sales!!!

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Don’t Let Your Hard Work be Lost Over Time!

While pursuing the leads, utilize a Sales Tracking Program

When you close the deal, transfer the new clients to an

Operations Program.

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Always Be Selling!

BSCAI is the Business Resource for Contractors — 2014 BSCAI Annual Convention

Do you feel more confident in Janitorial Sales Now?