Bill Sandham - MD

<<<it’s here, lets walk you through

Copyright WB Sandham

Do You have any of the following SALES CHALLENGES?

CONVENTIONAL SALES STAFF (expensive overhead if not performing)

We have seen over time that some sales forces may suffer from one or more of the followingtraits: (they can all be addressed, and in many cases turned around)

1. LATENESS2. NEEDINESS3. SCRUFFY IMAGE4. UNPREPAREDNESS5. ARROGANCE6. CHEAP MENTALITY7. LOW SELF-ESTEEM8. WEAK PRODUCT KNOWLEDGE9. GENERALLY UNPROFFESSIONAL

These above traits soon become apparent when there’s:

A lack of new business, lack of repeat business, lost deals, low GP (Gross Profit) on deals, you’repermanently recruiting for staff that can “really sell”, you’re sick of losing market share and missedopportunities. Your products/services have been comoditised thus the client has new-foundknowledge. Sales are inconsistent, orders are being cancelled, your company has been omittedfrom tender, you have a small/no pipeline, or the pipeline is not being farmed.

Plenty of “VERBAL” orders and promises, lots of stories yet nothing in writing.Non-compliance on paperwork, documentation not signed properly, deals missing vitalinformation thus needs to be completely re-signed, missing/no deposits, client expects whatsystem cannot deliver, every deal is a mess, deals that have missing components that eat into yourGP, have trust issues with company IP being in possession of sales force.

Basically, you are paying for something that you’re not getting!

More

sales,

more

success

Cam Era Surveillance (Pty) Ltd - no duplication permitted. 084 886 0000 – bill.s@cam-era.co.za www.cam-era.co.za

In-house sales forces often have these fundamental issues?

They forgot basics long ago, believe that they are irreplaceable, have no set goals that they havebought into, sell the deal back to themselves, have vague goals (not S.M.A.R.T), arrogant, pooreye contact, complacency set in years ago, poor dress sense, no tenacity, poor overallimage/hygiene, not opening sale, talk about themselves all the time, not closing sale due to notknowing where they are in the sales cycle, talk too much, not asking “OSQ’s” (open endedsituation questions), tell inappropriate jokes/stories, not listening for buying signals, tals overbuying signals, only in it for money, no compassion/ low passion, lack of focus.

No concept of client service, living in F.E.A.R (false evidence appearing real) of rejection,

do not think out of the box, not asking searching questions, no perseverance,

not seeing red lights (stop talking now), work required to achieve consistent results isinconsistent with effort/just plain lazy, not seeing yellow lights (pause, breathe, relax) scared ofcold calling over phone/not good on phone, not seeing green lights (go for the deal now) notlooking for new opportunities – new verticals – new concepts, not enough confidence to shutup, show off huge narcissistic tendencies, external life pressures affecting attitude.

Poor communication skills, motivation too low, poor charisma, product knowledge insufficient,weak character, inappropriate deadlines (tyranny of the URGENT), low courage, too selfish,habits not in keeping with goal, lack initiative to solve problems for client, no subconsciousrapport (SCR – definitive secret of selling), did not offer RENTAL, wrong image approach, did notoffer alternative close, too late for meeting, did not try trial close, missed client’s quotedeadline, positive attitude is lacking, rushed presentation, does not live life with positiveexpectancy, poor preparation, does not practice before each deal, pushed too hard, do not setgoals for each and every appointment, come across as desperate, closing presentation pitchedlater than 72 hours.

Cam Era Surveillance (Pty) Ltd - no duplication permitted. 084 886 0000 – bill.s@cam-era.co.za www.cam-era.co.za

SALES CHALLENGES (continued)

In-house sales forces often have these fundamental issues TOO?They do not build relationships with the people who are buying, they over promise but underdeliver, they forget the name of the person who is buying, mispronounce names, they specifythe wrong solution, they have weak problem solving ability, lie about lost sales and do notunderstand the servant-hood concept or ever use it?

They don’t know feature advantage benefit methodology (FAB), insecurities about themselvesbecome obvious during presentation, no planning of hour/day/ week/month/road route, theyhave poor teach-ability – “my way or highway”, and do not use visual aids.

They do not have vision, drive nor any compelling reason to stay in company. They do not haveorder forms/stationery on hand to ensure they nail deal NOW (OTDB), they portray a mundanesales process, no business cards/out of date/tacky, they are not using positive affirmations, theyare not credible in front of M.A.N (money authority need) their core values and vision are inconflict with the company’s vision (example: a vegetarian who sells bulk meat).

Poor posture or body language, lack leadership skills,

do not comprehend client’s business, do not uncover needs, not giving client what they want, donot explain return on investment (ROI), handle stalls, objections, rehearse close procedure. Theyare scared to close the sale as they do not know what to do next should the client say YES. Theirconduct is unprofessional, they display little or no IMAGINATION, are too sympathetic with lackof budget excuse, give away too much profit by discounting, discount too easily, lack negotiationskills, cannot make a decision once in the close and a negotiation stalemate exists. They also lackhumor and enthusiasm, they do not submit weekly activity report statistics (WARS), don notworking full day/week. They often lie about pipeline/orders won or lost, blunder into salespresentations, have a vague profile of the ideal client.

Finally, they also do not network or prospect actively, and believe they are too important to cold

call!

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Cam Era Surveillance (Pty) Ltd - no duplication permitted. 084 886 0000 – bill.s@cam-era.co.za www.cam-era.co.za

Motivational workshops and mentoring in the field, are part of the offering.

CONCLUSION

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We believe that these are the main elements that ruin many businesses and sales careers.

UNIQUE BUSINESS VALUE PROPOSITION:

“Tell me, show me, let me, correct me” (Paul J. Meyer, Success Motivation International).

Forget classroom scenarios and fake role plays! WE GET REAL

What makes our approach unique, is the quality time we spend together during our 1 on 1

IMPROMPTU field visits.

We evaluate, mentor, train, coach, give them a professional salesmanship rating score and

life skills homework (copied to you).

This will rapidly improve their selling skills, which will be evident from their RESULTS.

How many of these traits are embedded within your sales force and business?

How many traits are you unaware of? They are costing you time and money?

The age of outsourcing is now, we train these traits out of your existing sales force, providingexecutive coaching and mentoring to the sales team and management, on a month by monthbasis.

Their successes will grow your business. We offer to be there to develop your business.

Thank you for the opportunity, when now would be a good time to meet?

Bill Sandham

Cam Era Surveillance (Pty) Ltd - no duplication permitted. 084 886 0000 – bill.s@cam-era.co.za www.cam-era.co.za