wmep fast tracking sales growth 3.1.2018...mar 01, 2018 · between the project objec:ves and the...
TRANSCRIPT
FastTrackingSalesGrowth
© 2018 Christine McMahon & Associates ALL RIGHTS RESERVED Phone: 414.651.6877 www.christinemcmahon.com
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1. FOCUS
• Salessuccessistheresultofwhatyousay“YES”toandwhatyousay“NO”to.
• Topperformersunderstandthattheyhavetwolimitedresources–:meandenergy.TheyINVEST(notspend)theirCmeandenergytogeneratethebestoutcomes.Thismeansthattheydon’twaste:meandenergypursuinglowpayoffopportuni:es.Theyaredeliberate–someevensayruthless–intheirquesttogeneratethehighestreturnonenergyinvestment™(ROEI).
• Theyhaveafine-tunedsystemforhowtheygo-to-market.
• Theyareinten:onalinhowtheymoldtheirbrandinthemindsoftheirprospects.
FASTTRACKINGSALESGROWTH
© 2018 Christine McMahon & Associates ALL RIGHTS RESERVED Phone: 414.651.6877 www.christinemcmahon.com
FOCUS:REFLECTIONS&ACTIVITIES
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1.Howclearareyouregardingwhatyousay“Yes”toandwhatyousay“No”to?
1 3 5NotClear Some:mes Consistently
VeryClear2.WhatisyourROEI™(ReturnonEnergyInvestment)?
1 3 5LowROEI AverageROEI HighROEI
LowPayoff HighPayoff3.Youhaveawell-definedsystemforhowyouGo-to-Marketandsell.It’ssodefinedthatyoucouldexplainandteachittootherstoreplicatesuccess.
1 3 5Low Average HighInten:on Inten:on Inten:on4:Ratehowdeliberateyouareinmoldingyourbrandinthemindsofprospectsandclients.
1 3 5Low Average HighInten:on Inten:on Inten:onFocus:OfthefourFocuspointsdefinedabove,selectonethatwhenimplementedwouldcontributeto2018beinganexcep:onalsalesperformanceyear.
© 2018 Christine McMahon & Associates ALL RIGHTS RESERVED Phone: 414.651.6877 www.christinemcmahon.com
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2. COMPETENCY
• Topperformershaveawell-definedidealclientprofileandonlypursueopportuni:esthatmeetthatcriteria.
• ImpressaprospectduringtheirfirstcontactbecausetheyconductresearchandcustomizetheirmessagethatincludesrelevantquanCfiablevalue.
• Successfulsalesprofessionalsaskbe[erquesCons,listendifferently,andqualifyearly.
• Theymeetwiththekeydecisionmakerearlyinthesalesprocesstovalidatealignmentbetweentheprojectobjec:vesandthekeydecisionmaker’sstrategicgoals.
• Topsalespeoplemaintaincontrolofthesalebyneverleavingamee:ngorconcludingacallwithoutschedulingthenextconversaCon.
FASTTRACKINGSALESGROWTH
© 2018 Christine McMahon & Associates ALL RIGHTS RESERVED Phone: 414.651.6877 www.christinemcmahon.com
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1. Doyouonlypursueopportuni:esthatmeetyouridealclientprofile?
2. DoyouconductresearchandhaveexamplesofthequanCfiablevaluethatyouhavehelpedotherclientsachieve?
3. Doyoucrabthought-provokingquesConsandlistenbeyondtheclient’swordstoqualifyearlyinthesalesprocess?
4. Doyoumeetwiththekeydecisionmakerearlyinthesalesprocesstovalidatethatyourofferingalignswithhis/hergoals?
5. DoyoualwaysschedulethenextconversaCon?
COMPETENCY:REFLECTIONSANDACTIVITIES
Yes No
Yes
No
Yes
No
Yes
No
Yes
No
COMPETENCY:CircletheoneCOMPETENCYabovethatwouldbestresultingenera:ngmeasurablerevenueandprofitgrowth.
© 2018 Christine McMahon & Associates ALL RIGHTS RESERVED Phone: 414.651.6877 www.christinemcmahon.com
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3. MOMENTUM
• Topperformersrefusetoengageinthe“blamegame.”Insteadtheyadheretoa“NoExcusesPolicy.”Theyareclearaboutwhatiswithintheircontrolandwhatisnot.Theyfocusonwhattheycancontrolanddirecttheirenergybehindthebiggestandbestopportuni:es.
FASTTRACKINGSALESGROWTH
1. Doyouembracea“NoExcusesPolicy”andfocusonwhat’swithinyourcontrol?
Never Some:mes Consistently
MOMENTUM:REFLECTIONSANDACTIVITIES
© 2018 Christine McMahon & Associates ALL RIGHTS RESERVED Phone: 414.651.6877 www.christinemcmahon.com
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FOCUS.COMPETENCY.MOMENTUM.
ACTIVITY:Reviewtheitemsthatyoucircledonpages3,5,&6.SelectONEthatyouarereadytodedicateenergytoandthenwriteoneac:onstepthatyouwilltaketomoveclosertoachievingthatgoal.