Sales Performance Motivation
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18-Oct-2014 -
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Transcript of Sales Performance Motivation
Problemthe
Have your
Dried up?
www.flickr.com/photos/mwichary/3690887427
Come to a sudden stop?
Do you feel like this?
or this?
Solutionthe
erentf
difthink
“All failure is failure to adapt, all success is
successful adaptation.”- Max McKeown, Adaptability: The Art of
Winning In An Age of Uncertainty
See the world through new eyes
www.flickr.com/photos/12023825@N04/2898021822
What is your Sales
Improvement Plan?
NEW WORLD
OLD THINKING
FAIL
X
=
Prisoners of the past
The old Golden Rule in Sales was:
Find out what your customers
want, and give it to them.
Give your customers the ability
to do what they can’t currently
do but would want to if they only
knew it was possible.
The new Golden Rule in Sales is:
Sales success rates go way up
when you identify an “unconsidered
need” that your product or services
uniquely addresses.
www.flickr.com/photos/camdiluv/5788194542
Sell to their right-brains
19
Decision
Drivers
Develop a Winner’s Mindset1
Always be Prospecting2
Double your Conversion Rate3
What are the personal
characteristics of
Top Sales Performers?
Question 1:
Rank in order of importance:
• Creativity
• Tenacity
• Integrity
• Curiosity
• Passion
• Empathy
1. Empathy
2. Integrity
3. Passion
4. Creativity
5. Tenacity
6. Curiosity
…to build rapport
…to build trust
…to build interest
…to build the right solution
…to close the deal
…to build understanding
Research found:
You can’t teach an old dog new tricks
“Attitude is a choice, and its available to all.”
Sales Attitude
- Seth Godin
“What actually separates
winners from losers isn’t talent, its attitude.”
Sharpen your sales attitude
Get
(Make A Difference)
Develop a Winner’s Mindset1
Always be Prospecting2
Double your Conversation Rate3
What single attribute determines long term
sustainable over-achievement in sales?
Question 2:
Your personal commitment to….
Always be Prospecting
Building your opportunity pipeline
Knocking on every door
The Sales Cycle
Prospection Qualification Proposal CloseNegotiation
Time
Prospects Conversion Rate
36
P CRx SALES=
P = Number of prospects
CR = Conversion Rate
37
P CRx SALES=
10 33% (Typically 25%-50%)
Example 1
S = 3
38
P CRx SALES=
10 40%
Example 2
S = 4*Requires considerable effort. Not easily sustainable
*
39
P CRx SALES=
33%
Example 3
S = 6*Requires less effort. Is sustainable
20 *
“Eighty percentof success isshowing up.”
- Woody Allen
Develop a Winner’s Mindset1
Always be Prospecting2
Double your Conversation Rate3
What 3 things do top
sales achievers that
deliver maximum impact
to their sales results?
Question 3:
1. They are Future Focused
They deal with change
Make strategic choices
Are highly adaptable
Manage ambiguity
2. They have a Sales Game Plan
What is your Calling Plan?
1. Who are you going to meet?
2. When are you going to meet them?
3. What are your sales objectives for the
meeting?
source: www.corporatevisions.com
They lead their customers through the Buyer’s Journey
1 32
They Educate
They Inspire
Give your customers the ability to
do what they can’t currently do
but would want to if they only
knew it was possible.
They systematically practice
the new Golden Rule in Sales:
3. They demystify: Value vs Price
Products ServicesExperienceCustomer
They get their message heard
4. Sell to different Behavioural Styles
Options Preference
Procedure Preference
Then, they create a sense of urgency
They execute consistently
Recommended reading
What did sales winners do?* 1. Educated me with new ideas or perspectives
2. Collaborated with me
3. Persuaded me we would achieve results
4. Listened to me
5. Understood my needs
6. Helped me avoid potential pitfalls
7. Crafted a compelling solution
8. Depicted purchasing process accurately
9. Connected with me personally
10.Overall value from the company is superior to others*What Sales Winners Do Differently, RAIN Group, 2013
1. Success in sales is simple, but not easy
2. Negotiation skills -> Prospecting skills
3. Closing mindset -> Collaborative selling
David R Ednie
President & CEO
SalesChannel Europe
Ph: +33 676 60 09 25 (FR)
Email: [email protected]
Website: www.saleschannel-europe.com