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Sales I s A Contact Sport

Sales I s A Contact Sport. A Contact Sport???. You Must Make Contact How Do I Do That? Once I Make Contact – Then What? How Do I Keep Contact? What If This Lasts for Months or Years?. What We Will Address. How Do I Connect?

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Sales I s A Contact Sport

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  1. Sales Is A Contact Sport

  2. A Contact Sport??? • You Must Make Contact • How Do I Do That? • Once I Make Contact – Then What? • How Do I Keep Contact? • What If This Lasts for Months or Years?

  3. What We Will Address • How Do I Connect? • How do I Get in Front of and Stay in Front of my Prospects – with Value? • Preparing for the Interaction • Establishing a Sales Process • Objectives for Advancing the Sale • Effective Messaging

  4. Your Individual Situation • Phone Contact (Inbound or Outbound) • Face to Face Sales Calls • Cold Sales Calls • Networking

  5. Connecting with your Prospect • Connection before Content • Personalize your Approach • Listen & Ask Questions • Find a common ground • Present a Specific Idea • Instead of Features & Benefits

  6. The “Good Old Days” • Prospect Needs Information – Call You • Make Phone Contact – Talk to Assistant • Access Was Easier • Less Competition • No Web • No Voice Mail

  7. SOME ALARMING FACTS!!! • The #1 Reason for Failure Is Not Being Involved With Prospects When They Want to Buy! • 60% of the Buying Steps are completed before the salesperson is ever connected. • 80% of Sales Close After the 5th Attempt • 48% of All Reps Quit AFTER One Attempt • 87% of All Leads Are NEVER Pursued • 45-63% of All Leads Eventually Buy

  8. The Seller’s Conundrum • Concurrent Prospecting And Selling • Increased Non Sales Tasks • Pressure To “Commoditize” • More “Fizzled” Sales • Less Support • Higher Goals • Income Pressure

  9. Today’s Decision Makers • Gets 3,000 touches daily • Take 17 calls daily • Meets 4.8 reps weekly • Insecure / Fear of Change • Avoids risk • Voice Mail – Don’t Answer Phones • Shop at Your Desk • Buyer not TARGET

  10. Enabling Competitive Advantage for the Interaction • Insight • Collaboration • Evaluation • Impact

  11. Phone Messaging & Emails • Prepare, Prepare, Prepare • Objective of the Call • Why Should I Call You Back / Reply to You? • Rehearse & Adjust • Content of Message “I have and idea…” • Phone Message / Immediate Email

  12. How is Your Message Landing? • Valued? • Compelling? • Be Very Clear on Your Offer & How It Has Helped Others • Measure Results & Adjust Your Approach

  13. Dynamics of a Sales Call • TRUST • CREDIBILITY • EXPERTISE • RELIABILITY • INTIMACY

  14. All Calls End Predictably… WAIT (Stay In Touch) ATTEMPT YES NO

  15. Sales is about Maintaining Relationships “Top Of Mind Awareness” is Key Obtaining and maintaining the maximum number of relationships while providing value will result in maximum sales. Making the most contacts will not.

  16. TOMA……..… • Is about regular communications • With suspects, prospects, and customers • It is a persistent process • It's about creating dialogs • It allows you to demonstrate your capabilities • It demonstrates your value

  17. Developing a Process • Why a Process? • Define Critical Steps • Objectives of Each Call / Interaction • Where Am I with this Prospect?

  18. It’s Not the People It’s the Process • 91% of Deals Don’t Close as Expected • 85% of Companies Don’t Have a Formal Process • 51% of Sales People Missed Quota • Processes Implemented = More $$$

  19. The Facts • Somebody is Buying Something – From Somebody … Somewhere!!! • 84% New Purchase Start on the Web

  20. Referrals • Are You Asking For Them? • Cold Calling has a 98% Failure Rate • Referrals Lead to 70-90% Close Rate • TOMA • Identify Your Ideal Client • Work Your Database

  21. Takeaways • What Will You Do Differently Tomorrow? • What Would You Like More Information On? • What One Or Two Ideas Did You Gain?

  22. Questions??? THANK YOU !!!! Robert W. Zinsser robert@getinthegamese.com 904-472-3706 www.getinthegamese.com

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