High Performance Sales Skills

APA

Steve Herzberg, NRG Solutions 24th May 2010

1.What is the hardest part of selling for you? Why?

2.How is the industry changing and what impact does this have on you as a sales professional?

3.What are 3 traits you’d see in great sales people?

4.Who do you sell to / your role?

Lets get started

What is today about?

ConfidenceSales skillsYou and your ideas

1. Trust

2. Shared experiences

3. Honesty

4. Mutual respect

5. Listening

6. Feedback

7. Advice

Successful relationships

8. Understanding of roles

9. Interested in other parties

needs

10. Risk taking

11. Appreciation

12. Reciprocation

13. Ideas

14. Referrals – Given and received

15. Help each other achieve

success

What are your goals?

How do you work out who to spend your time with?

More time with the right customers = 20% growth in 2010

1. Don’t lie, ever

2. If you don’t know the answer, admit it

3. Do your homework

4. Ask questions

5. Listen actively to your customers

6. Balance approachability with credibility

7. When you need help, ask

8. Show appreciation

9. Focus on the other person

10.Be curious

The Trusted Advisor

The 4 outcomes from a sales call

Yes No

Advancement

Continuation

TASK RELATIONSHIP

FAST

SLOW

DRIVER

PROMOTER

ANALYST

SUPPORTER

More Assertive / Extroverts

Less Assertive / Introverts

What will you achieve in 2010

More time with the right customers = 20% growth in 2010

What makes a great sales person?

Identify Needs

ConfidenceHigh NRG

Sales success in your hand

Attitude

Future

Relationships

Little things

Fear

1. Maintain high activity levels (NRG)

2. Understand their products and believe in them

3. Strengthen their customer relationships

4. Leverage from existing relationships

5. Allocate their time to their best opportunities

6. their customer knowledge

7. On the look out for new opportunities

8. Looking for problems their customers may face

9. Work towards exceeding

10.Utilise the team around them

Champions do these daily

1. Why am I seeing them?

2. What should I take in with me?

3. Key advancements planned

4. Clarity on call objective

5. Have I followed up with commitments made last time

6. What’s my back up plan

7. Have I prepared for the objections I will receive

8. Am I mentally prepared for this call?

9. Have I looked at all the sales figures / relevant info

Prior to the sales call

1. Practice delayed gratification

2. Make proper use of a diary / electronic calendar

3. Value their time

4. Very good at saying no

5. Write things down and refer to them later

6. Use their downtime wisely

7. Realistic about how long tasks take to complete

8. Use the 4 D’s all the time

9. Understand their own bio rhythms

10.Have developed a system that works well for them

10 traits I see in great planners

• Team effort

• Partnering – consultative selling

• collaboration = solutions

• Focus on the customers customers

• emphasis on call planning to add real value

• Matching the channel to the customer

• Deeper knowledge of key customers – more time

• Stronger self management

• activity levels = greater results

The future for sales reps

More time with the right customers = 20% growth in 2010

Calling a prospect

Greeting

Reason

Investigation

Next steps

Stay in touch

www.nrgsolutions.com.au

steve@nrgsolutions.com.au

0421 864 288

steveherzberg.blogspot.com