Sales Strategies from the Top The Very, Very Top with Bill Hinely.
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Transcript of Sales Strategies from the Top The Very, Very Top with Bill Hinely.
Sales Strategies from the Top
The Very, Very Top
with Bill Hinely
The Average SalespersonDoes not exist!
• One large Retailer• 200+ Salespeople• Average commission - $34,800 year
• Average commission - $34,800year• Bottom 90% $32,700• Top Ten % $45,900• TOP ONE % $131,100
• Toyota Dealer (1995)• 16 Salespeople• Average income - $43,800 year• Top Salesperson (Elliott)
$294,000 per year
10 Secrets of the TOP 1%
1. They Devote 100% to Selling• Not waiting for a customer• Selling, Prospecting, Preparing,
Following Up or Practicing• Not just at work – All the Time!
10 Secrets of the TOP 1%
2. Have ACTIVITY Goals and Plans• Specific by day, week, month, etc• They Sweat the Details• Don’t Trust Their Memory
10 Secrets of the TOP 1%
3. They are Farmers• Farming – Focused Prospecting
– Market Segment– Geographic Area
• Objective – Establish and Nurture Relationships
• Become the “Go To” person in their Farm!
10 Secrets of the TOP 1%
4. Centers of Influence• Stay in touch with 100 influential people.
– Regular contact: (Email, phone, USPS, etc.)– Objective - Referrals
• 30 “Key” Influencers– Frequent Face-to-Face contact.
• Don’t trust their memory
10 Secrets of the TOP 1%
5. Organizational Skills & Discipline• Focus & work their plan daily
– No matter how boring
• Take responsibility for every commitment
– To anyone including themselves
• Don’t trust their memory– Capture every commitment in writing
10 Secrets of the TOP 1%
6. They have Entrepreneurial Initiative
• Always looking for opportunities to:– Improve their skills– Improve their product knowledge– Improve their selling environment– Contact a Customer or “Center of
Influence”
10 Secrets of the TOP 1%
7. Know Their Product Cold!• Theirs and Competitors
– Inventory– Features– Operation– Pricing– Accessories
Provide Their Customers with
Three UnexpectedExperiences
10 Secrets of the TOP 1%
Provide Three Unexpected Experiences
8. A Positive Buying Experience• Always Prepared – Ready for the Customer• Practice “Customer Driven Selling”• Provide Incredible Service• Always recommend what is best for the
Customer!
10 Secrets of the TOP 1%
Provide Three Unexpected Experiences9. Highly Orchestrated Delivery
Experience• Insure Satisfaction• Establish Relationship• Develop potential “Center of Influence”
10 Secrets of the TOP 1%
Provide Three Unexpected Experiences10.After Sale/Delivery Contact• Hard Copy - Hand Written - Thank You• Identify problems – insure complete
satisfaction• Invitation: Come back – refer others.
The Top ONE Percent
• Provide far more service to far more people.
• Make much more than others, because they earn much more than others.
• Enjoy a very nice view from the Top.
Where it’s not so crowded
Sales Strategies from the Top
Thanks for Attending
with Bill Hinely
