In Pursuit of More Applying the Lessons of the Top Sales performers

1
In Pursuit of MoreApplying the Lessons of the
Top Sales performers
2
What Are We Doing Here Today?

• What is working NOW, in todays economy selling
  in todays market conditions
• How to structure your teams day so they get the
  best results out of the least amount of selling
  time
• The one thing you can do to close deals 15X
  faster
• The real secret to having your employers ask you
  to stay in touch with them as often as 200 times
  per year!
• Where you can get more help if you want it

3
1st Rule of Sales

• Suck it up! Its all in your head!

4
(No Transcript)
5
2nd Rule of Sales

• If youre not selling youre overhead!

6
What Does that Mean?
Total Opportunities Call per month Calls per
week Calls per day Quota
3 4 X quota
7
What is Sales Capacity?

• (of Reps) X (Average Hrs) X (50 wks) X ( of
  Selling Time) X (Closing Ratio)
• Performance per Rep per Hour!

8
Sales Capacity Variables

• Industry Averages per day
• Prospecting and Selling 10-60
• Researching 1 hour 12
• Admin 15
• Closing ratio 163 to 1125

9
What is Sales Capacity?

• (of Reps) X (Average Hrs) X (50 wks) X ( of
  Selling Time) X (Closing Ratio)
• Quiz! Which is the most profitable to improve?

10
3rd Rule of Sales

• There is a fine line between Persistence and
  Stalking

11
A Fine Line Between Persistence Stalking
Source Stanford University
12

• FaceBook
• Voice mail
• Fax
• Phone calls
• Networking
• Articles
• Skype
• Plaxo
• Flyers
• Postcards

• White Papers
• Books
• Twitter
• Blogs
• Email
• LinkedIn
• Tradeshows
• Direct mail
• Speaking Events
• Instant Messenger

13
In the Web We Trust

• Buyer Behaviour Indicates
• 76 have personal access
• 26 hours per month
• Spend 13.0 billion on line in 2008
• 78 will use internet to research online and
  offline purchases
• 45 of online research results in an offline
  purchase
• 27 of online research results in online
  purchases

Source Yahoo
14

In the Web We Trust

• Buyer Behaviour Indicates
• 4-56 of buyers believe the corporate
  information
• 87 of buyers believe the user reviews
• 80 of web users trust advocate recommendations
• 50 of buyers spend
• 60 leave because of lack of relevant content
• We love celebrity
• Source Yahoo

15
Maybe You Dont Run Your Website?

• Use Social Media professionally
• Get testimonials on your site
• Add testimonials to your signature line
• Add real pictures to your website
• Participate on industry specific communities,
  chat rooms, forums, blogs and websites
• Start a blog about your industry or market
• Network offline to increase your online presence
• Start a Yahoo group about your expertise
• Review books on Amazon

16
4th Rule of Sales

• Referrals Rock!

17
Best Ways to Find Leads
Social Networking
3.8
4.3
Direct Mail
4.7
Email
Cold Calls
6.0
6.2
Trade Shows
Live Events
6.7
Referral Programs
6.7
Source Profit Magazine 2008 National Sales
Survey
18
Average Sales Metrics
1 Sale 3QL x 25A

Top 10 Sales Metrics
1 Sale 2RL x 2A
19
Use Testimonials Get More Referrals

• Listen to what your clients say
• Read the emails they send you
• Ask if you can quote them
• Offer to write it up for them
• Ask!

20
Best Practices in Asking for Referrals

• Give First
• Be Creative
• Write Letters
• Thank Referral Sources
• Be Specific

21
Yes! I Want to Pursue More!!

• Three intensive Web Training Classes and CD
  reference each year
• Quarterly member calls with Colleen to address
  your issues
• Resource-packed Monthly Sales Letter delivered to
  your doorstep
• Access to Colleens Members-Only web site
• Weekly Engagement Action Plans to challenge you
  with new ideas
• Secrets of the Top 10 eBook by Colleen as a
  kick start
• Exclusive access to Colleens sales CD library
• Bi-weekly Engaging Ideas letter with up to date
  sales advice
• No-Risk! Your first 30 days are free! You can
  cancel at any time!

600 400 300 300 260 27
Priceless! Priceless! Priceless!
1,860!
Your Value Each Year!
Special Bonus for Today! Kick-Start! My 10
Day intensive e-Course to kick-start your
results!Free Lunch Referral Letter Guaranteed
to get you more referrals!
You pay only 47 a month!!!
22
In Pursuit of MoreWelcome Back!
23
5th Rule of Sales
All Selling is HUMAN to HUMAN Selling
24

• The worst experience you
• can give your customer is
• the same experience they can
• get from someone else

25

• VORTEX
• Drawing into its
• powerful current
• everything that
• surrounds it

26
(No Transcript)
27
6th Rule of Sales

• Honesty Sells

28
(No Transcript)
29
Remember the Trust Words

• Proven
• Guarantee
• Need
• Health

Save Safe New Free

• You
• Easy
• Love
• Money

• Discover
• Results
• Help
• Why

30
7th Rule of Sales

• People are selfish, lazy and
• LOVE to talk about themselves

31

• 39 complain we dont listen
• 29 say we dont follow up enough
• 62 dont want to buy the way we try to sell

32
knowledge
Success
Time
Time
The most knowledgeable salespeople are too
often, the WORST salespeople
33
8th Rule of Sales

• If people LIKE you, they will
• TRUST you and if they TRUST
• you they will EMOTIONALLY
• CONNECT with you

34
Who Cares?

• Clients who are
• EMOTIONALLY CONNECTED
• spend 46 more than those
• that are merely satisfied
• - 2004 Gallop

35
9th Rule of Sales

• In life you get what you
• DO, not what you intend to do

36
What Does that Mean?
Total Opportunities Call per month Calls per
week Calls per day Quota
3 4 X quota
37
Yes! I Want to Pursue More!!

• Three intensive Web Training Classes and CD
  reference each year
• Quarterly member calls with Colleen to address
  your issues
• Resource-packed Monthly Sales Letter delivered to
  your doorstep
• Access to Colleens Members-Only web site
• Weekly Engagement Action Plans to challenge you
  with new ideas
• Secrets of the Top 10 eBook by Colleen as a
  kick start
• Exclusive access to Colleens sales CD library
• Bi-weekly Engaging Ideas letter with up to date
  sales advice
• No-Risk! Your first 30 days are free! You can
  cancel at any time!

600 400 300 300 260 27
Priceless! Priceless! Priceless!
1,860!
Your Value Each Year!
Special Bonus for Today! Kick-Start! My 10
Day intensive e-Course to kick-start your
results!Free Lunch Referral Letter Guaranteed
to get you more referrals!
You pay only 47 a month!!!