1 / 31

Selling in a Service Culture 301

Selling in a Service Culture 301. Objectives. Developing a Sales Mentality Brian McCulloch - West Region Manager Understanding the Sales Process Eric McCulley - Great Lakes Region Manager Hiring, Training and Managing a CSR Holly Finnigan - Southeast Region Manager. Sales Mentality.

adele
Download Presentation

Selling in a Service Culture 301

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript


  1. Selling in a Service Culture 301

  2. Objectives • Developing a Sales Mentality • Brian McCulloch - West Region Manager • Understanding the Sales Process • Eric McCulley - Great Lakes Region Manager • Hiring, Training and Managing a CSR • Holly Finnigan - Southeast Region Manager

  3. Sales Mentality • Starts with you • Everyday communication • Managing through the sales process

  4. Need for Change • The changing landscape • Need to differentiate • Need to leverage relationships

  5. Push vs. Pull • Investigate: Don’t present • Talk less listen more • Focus on referral provider wants/needs • Ask better questions

  6. Sales Process

  7. Needs Discovery Solution Gain Commitment Relationship

  8. Building Relationships • Core • Trust • Two Levels • Personal: Provider Centric • Professional: Client Centric • Outward Focus • Viral • …we do so at our ultimate competitive peril. • --Stephen Covey

  9. Sales Process Needs Discovery Relationship

  10. Needs Discovery • Learning What Matters • Perception of Value • Active Listening • Thoughtful Questions • Provider/Client Centric • Open Ended • Clarifying

  11. Sales Process Needs Discovery Solution Relationship

  12. Solution • Illumination • “Buying” vs. “Being Sold” • Two Criteria • Tied to a verbalized need • Value defined by referral provider

  13. Sales Process Needs Discovery Solution Gain Commitment Relationship

  14. Gain Commitment • Action Oriented Agreement • Mutual Accountability • Reflection of Partnership

  15. Sales Process Needs Discovery Solution Gain Commitment Relationship

  16. Hiring When to hire Defining your “A” Player Competencies Compensation plans Interviewing Process Confidence

  17. Training • Structured 90 day training plan

  18. Training • Structured 90 day training plan • Internal Orientation • Client Focus • Learning Sales Process • Role Playing • Shadowing Owner

  19. Managing Goal Setting & Accountabilities Creating a Marketing Plan Critical Number Review Coaching Meetings

  20. video

  21. Gain Commitment What are you going to do? • Communicate the Sales Mentality with Staff • Talk the language • Attend ongoing training seminars • Consider hiring a PR Firm • Listen to Education Campaign webinars • Meet weekly and monthly with CSR • Review critical #’s weekly

  22. Questions & Answers

More Related