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External Sales Conference 25-27 May 2017

ALWAYS MORE. External Sales Conference 25-27 May 2017. INTRODUCTIONS & OUTLINE. AGENDA. MURRAY FITZPATRICK. INTRODUCTIONS & OUTLINE. Reflect on results - How did you go? Increase internal relationships- get the rules straight, they generate surveys, we do them, it ’ s a cultural thing!

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External Sales Conference 25-27 May 2017

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  1. ALWAYS MORE External Sales Conference 25-27 May 2017

  2. INTRODUCTIONS & OUTLINE AGENDA MURRAY FITZPATRICK

  3. INTRODUCTIONS & OUTLINE • Reflect on results- How did you go? • Increase internal relationships- get the rules straight, they generate surveys, we do them, it’s a cultural thing! • Understand our brand and how we can use it for effect- redesign our approach to have strong messaging in the house • Refocus on how we show our difference- Redesign our messaging on international. • Be more efficient with our time – Learn self management techniques. • Increase international conversion- better our working knowledge on pricing international jobs. • Increase storage and ancillary revenue- negotiate harder to win storage and add specialised services to type 7 accounts • To create better relationships with Mobility and to work as a team- recommitt to the new type 5 process • To recognise greatness , • Create incremental gains in insurance revenue- look at individual insurance approach and to see where we can improve • To re-align our values and what we stand for- A new culture! • To set our goals & push each other- 60% goal---- 45%in 2010- 56% 2017- 2018 60%???? MURRAY FITZPATRICK

  4. The Grace Experience https://www.youtube.com/watch?v=O2cOXKq7L4k&t=60s

  5. THE GRACE EXPERIENCE WHAT IS IT? WHY DO WE HAVE IT HOW DO I SHOW IT MURRAY FITZPATRICK

  6. How do we explain “Always more” to a customer? Examples • Always more understanding of what you need to do an easy move • Always more value to what we deliver • Always more service during your move • Always more attention to wrapping packing loading andunloading • Always more followup than otehrs to ensure an easy move • Always more communication with you MURRAY FITZPATRICK

  7. INTERNATIONAL MESSAGING What can you explain to a customer to differentiate our international offer • FIDI Platinum member for training dedication • Dedicated sailing times, only one in industry • Preferred partner program –best in class around the world MURRAY FITZPATRICK

  8. NEGOTATION SKILLS TIPS from High Performers • Add 10 % when indicatively quoting • You only get 1 chance to give your number • Hold, Hold your number, then give in a little • Always more than the competition, don’t meet them, we are better so charge more. • Know your value and express it to customers MURRAY FITZPATRICK

  9. I need to think about it? ` • John , most people who need to think about it or need more time its really 1 of 2 things, they are not interested in using us and that’s ok or they are interested but not sure ? • Not sure for 1 of 3 reasons • Service we are offering, are you ok with the service. • Dates and timings, are these lining up ok with you. • Or the investment. • Which one is it? So lets just go over the cost/investment/money to make sure its right for you.

  10. Your price is too high? • Compared to who? • Know your reasons why you are more. • Ensure Apples for apples, but be careful • Findout what they liked about you and Grace • Tell your story? • Ask for them to move with you?

  11. Can you give me a better Price? Allied is cheaper! • I would expect that. • Would you prefer to use us? Reconfirm. • What do you want us to take out? A line item? • Discounting • Ask for something in return ill give you a discount but you need to help me,

  12. Killer Closing- Trial closing as a summary • $ Explain clearly • Now can you see how we set it out in line items for you to confirm with a tick • Dates are the 21st and delivery on the 30th, is that right? • And you can see that it explains a part pack by us for the kitchen • Are you still keen oon the car getting there on the day before? • Whats going to happen with the cleaning , Are you still considering it or will we take that out?--OPTION

  13. Killer Closing • Confirm arrangements- • Get clear on the dollars • Explain what we will do from here on • Future pace the questions John will you be there on delivery? • Ask a dumb question • Discuss if they have thought anymore about an specialised service- gardening cleaning, car, valet • Ask for the commitment.

  14. KILLER CLOSING • Just ask • Assumptive • The Alternative close • Closing on a small issue • The pressure close • The objection close- isolate it, cover it and close • The trial close- summarises and ask

  15. SALES CULTURE MURRAY FITZPATRICK

  16. THE SALES CULTURE • We own our results and targets as an individual, team, branch and company • Pricing and margin flexibility is encouraged to differentiate a proposal • Individual sales targets to be set, planned, communicated and coached by Sales Manager • We have a buddy system to help us remain focused and efficient • We value feedback on our performance and recognise achievement • We continually strive to better our skills at communicating the Grace experience to customers • We use GCS "If its not there it didn't happen". Special instructions are our value propositions • We set our ops teams up for success • We sell the full solution • We are international and insurance experts MURRAY FITZPATRICK

  17. SALES CULTURE GROUP ACTIVITY MURRAY FITZPATRICK

  18. OWNERSHIP & RESPONSIBILITY

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