“You Can Sell Anything”

Peter K. GodinezSales Hero

Sales Hero

What We Want to Accomplish

• Customer’s Requirements (That’s You)• Introductions of New “Sales Hero”• Examples of Sales Process (Why so many?)• Sales Prospecting (How to Find People Who will Buy)

• Traditional Media vs. Social Media (Linda P. Taylor)

• Sales Hero Behaviors (Top 10 +)• Careers in Sales• Question & Answers

Circle Cycle Model

Funnel Illustration

“Pyramid”

Is this making you dizzy yet?

Pictures of my last class

Main Component (Simplified)

• Prospecting• Customer Relationship Management (CRM)• Qualifying• Finding out what they are needing or

looking for• Developing the Solution• Proposal/Offering• Closing• Post Sales Support

Prospecting

•Cold Calling

•Telemarketing

•Networking

•Referral Selling (Leveraging Relationships)

•Tracking Existing Clients Timeframes

•Traditional Media

•Social Media

Prospecting

Cold Calling

•Various Opinions

•It works for a lot of people

•Reverse the Roles Exercise

•Takes along of Discipline/Hard Work/Energy

•Should be used for fact finding

•Warm Calls are better

•Balanced Approach

Prospecting

Telemarketing•If you do make sure you do some homework

•Sometimes persistence pays off but be ready to answer the question “What is this in regards to?”

•Asking who makes decisions takes courage to ask but be ready for voice mail or 30 second attention getting initial statement

•Having a reference or name you have in common makes it easier

•NO NO to start presenting. Kindly ask for an BRIEF appointment

•Friendly Semi Happy Voice & let them off the hook

Prospecting

Networking

•Need for Networking with the Right People

•Have a “Givers Gain” Mind Set

•Getting Value Upfront without Measure

•29% of Population Knows the Whole World by 6 Degrees of Separation

•It is not Who You Know but Who Knows You!

•Several Opportunities Available

Chamber of CommerceBusiness JournalBNIStart Your OwnRotaryAssociations

Prospecting

Referral Selling (Leveraging Relationships)

•Counting on Who You Know (Friends)

•Not being afraid to Ask

•Asking Your Existing HAPPY Clients

•Ask Unconditional

•Asking for Basic Introduction or Meeting

•“Givers Gain” Do Best at this Method

•Keep Track of Friends (W/O Measure)

Prospecting

Tracking Existing Clients Timeframes

•Need to Take Care of Your Existing Clients

•Know When Timeframe is Expiring (Lease/Service)

•Do this for Competitive Placement

•Proper Use of Data (Needs to be Worked Daily)

•Consist Communication & Fast Response/Resolution

ProspectingTraditional Media

(Disruption Media/Institution Controlled/Push/Consideration)

•Television

•Radio

•Newspaper

•Magazines

•Direct Mail

•Bill Boards

• Movies

Traditional Media vs. Social Media

Main Component (Simplified)

• Prospecting (A lot but important)• Customer Relationship Management (CRM)• Qualifying• Finding out what they are needing or

looking for• Developing the Solution• Proposal/Offering• Closing• Post Sales Support

• Outlook• Blackberry• I-Phone• Palm Pilot • Sales Force.com• Structured Web• Goldmine• Card Scan

Customer Relationship Management (Keeping Track of Who You Know)

NameCompanyAddressPhoneEmail

Main ContactDate of Follow Up

NotesBirthday

Current VendorLease Expiration

Qualifying

• Are they in need of your product/service

•What is their present relationship with current vendor

•Are they in a contract with another vendor

•Can they financial pay for the offering

•Can the decisions be made at the current location

•Who is/are the decision makers

•Who are the major influencers

•Do they have the temperament that you can handle long term

To reach the later stages of a selection process or contest by competing successfully in earlier rounds

Uncovering Needs Problems(Finding out what they are needing or looking for)

• Are you a engaging person or do you like to talk A LOT?

• What are some interesting questions?• Do you look interested in what they are saying?• Do you try and expand on their answers (what else?)• What kind of research do you do before the meeting?• What kind of notes do you take?• Do you ask direct or indirect questions?• What kinds of questions can you state w/ “What if,

what would happen, what would be the benefit, how would that make you feel, how would that effect your bottom line

Developing Solutions

• Collaborate/Brainstorm with your team• Make sure it works and will produce results• Make sure it meets ALL of the client’s

requirements• Provide reference from others you

provided solution• Provide a ‘way out” if solution does not

work• The more complicated solution need to do

in steps• Communicate with your team updates &

status• Follow up & problem resolution are a MUST

Proposal/Offering

Too many people have wasted too much time on too many proposals that never amount to a sale74% of all proposals are LOST and 24% never needed to be created (you could have won without one).-Jeffrey Gitomer

• Sometimes just requires an single sheet done professional (Invoice)

•Electronic version becoming more popular (Email)

•Sometimes an order form is appropriate

•More complicated solutions take more information (long selling cycles)

•Keep it simple, clean, neat and organized

•Proposal reflect your company image

•“I need to review this with my management” means looking around or wrong level (relationships)

Closing• Kindly just ask after you have done all your work• Indirect Commitment (Who needs training, dates of delivery)• What’s preventing you from doing this? • If I get that obstacle out of the way would you proceed?• Communicate Creatively• Create an offer so good that you can ask “Fair Enough”• It takes alittle courage• Smile when you ask• Are we almost there? (smile)• How am I doing? (New York Accent)• Use humor if all fails• Closing should be a easy process. We complicate it to much.

Post Sales Support

• Bend over backwards for your client• Easier to sell a happy content client • Hard to get new clients• Happy Clients can be used for a references• Testimonies (Letters or Video)

Importance of Social Media

Social Media Transformation

Social Media Diva

What We Want to Accomplish

• Customer’s Requirements (That’s You)• Introductions of New “Sales Hero”• Examples of Sales Process (Why so many?)• Sales Prospecting (How to Find People Who will Buy)

• Traditional Media vs. Social Media (Linda P. Taylor)

• Sales Hero Behaviors (Top 10 +)• New Ways to be Happy & Make Money• Question & Answers

Sales Hero Behaviors(Inside & Outside of Sales Life)

• Be an engaging person. Show body language that you are sincerely interested in the person

• Learn how to be friendly/ Learn how to smile in a big way

• Be a calming factor in the mist of chaos

• Respond to calls and messages in a timely and friendly manner

• Learn how to receive venting without taking it personal

Sales Hero Behaviors(Inside & Outside of Sales Life)

• Dress clean and fashionable

• Learn how to laugh and make people laugh

• Remember special dates

• Use other person’s name a lot

• Good eye contact while person is speaking

Sales Hero Behaviors(Inside & Outside of Sales Life)

• Give of one self –first “Givers Gain Mindset”

• Bring people into conversations

• End a statement with a question back

• Faithfully keep in regular contact

• If someone hands you some thing (business card) Look at it intently and make a nice comment

Sales Hero Wisdom• No One Like to be Sold but Everyone Loves to Buy in

their Own Timing• People Buy because they Like You, Trust You, Believe

in You, Have Confidence in You and Know You Delivery Real Value (up front)

• Focus on the Relationship and the Transaction will Happen. Sales for the Moment Friends for Life

• Consumers are Very Well Researched (Internet) and can not be fooled any more.

• It is not a “Hard Sell” it is a “Heart Sell”• Seek out Mentors• Spend Quality Time with Positive Encourage People

Advanced Sales Hero Behavior

• Be a Practitioner of Social Media• Get in Print• Be Published• Speak in Public• Take an Active Role in Your Community• Be Noticeably Different• Get on the Radio• Get on Television• Create a e-newsletter• Video Customer Testimonies (You Tube)• Give Yourself a Creative Title• The Best Way to Get a Referal is to Give One

Careers in Sales

• Sales Heroes are on 24/7/365• Corporate America• Working for Small to Medium Companies

LLC• Industry Specific• Non Profit – Fund Raising• Sales Trainer/Consultant• Start Your Own Business• Affiliate Marketing

Example of Affiliate MarketingImpressive Tour that I would like you to experience

http://www.24hourtour.net/godinez

Or go to http://www.petergodinezsc.com & click on “Start Your Own Business”

If you experience this tour & send me an e-mail I will send you this presentation (Free of Charge)

gosaleshero@gmail.com

This opportunity allows you to use all of these tools tonight, own your own business (w/o the expense), gives you all the tax benefits of owning your own business. This is the present day “oil”, “stock market”, “real estate” and “software” opportunity. (E-commerce)

Questions & Answers