Selling Resources

The 4 Biggest Hurdles Facing the SalesforceConsidering the best ways to help your salespeople? Here’s what you need to know

Areas Covered

Amazing trends uncovered in the sales profession

The 4 challenges, to profitable growth, facing every salesforce

Critical skills every organization must master in order to thrive

Researched and produced as a service to our industry

Top 5 sales presentation mistakes

1. No clear purpose

2. No audience benefit

3. No clear flow

4. Too much detail

5. Too long winded

Top 5 errors

Most presentations only convey data

• Presentations should persuade

• Most are data dump

• Persuasive means “no brainer”

No differentiation means lower price

• Presentations that don’t differentiate are commodities

• If you don’t contrast, you might as well sell for the competitor

Reps don’t prove their claims

• 70% of presentation is proof

• There are 4 ways to prove it

• Most reps don’t prove any

• That’s when price prevails

#4 Need:

Executing on Lead Activities

No one is focused on the lead indicators

• Marketing generates leads

• Management is focused on #s

• Sales reports are lag indicators

• Who focuses on lead activities

Strategies & initiatives fail due to execution

• Strategies are easy to set

• Human behavior is not

• New Sales initiatives require accountability

Low retention of sales training

• 87% of training is lost in 1st 30 days

• On-the-job coaching is key

• Fewer than 20% measure beyond 1-page smiley sheet

The 4 Biggest Hurdles Summary

Establishing Trust Quickly

Creating Customer Urgency

Making Persuasive Presentations

Executing lead activities

However, there are steps and strategies that lead to major breakthroughs

4 Steps to Success

Design Unique Value Proposition Story

Develop Selling Process

Disciplined Execution

Upgrade Selling Skills

Design Rapport & Trust Vehicle

Step #1

When we start selling we break rapport

• Don’t sell features & benefits

• Customer’s are not interested

• They’re interested in themselves

• Educate them on their market

• Education builds rapport

Specifically educate them on their market

• Immediately gain interest

• Position rep as expert

• Develop a natural rapport

• Deliver value to client

Dig your well before you need it

Educational briefings raise rep credibility

• Educate, don’t push product

• Market research, not features

• Buyer focused, not benefits

• Creates dialogue, not solution

“As rep’s credibility goes up, customer’s apprehension goes down”

Questions that create urgency

Step #2

Most customers don’t know their own needs

• Selling too soon is fatal

• When rep asks right questions . .

• Customer discovers problems

• Most reps ask poor questions

• Do NOT offer a solution

Proper questions move customers to urgency

Learn to Present Persuasively

Step #3

You must grab attention in first 90 seconds

• Grab ‘em with opening remark

• Claim your unique value

• Prove it!

• Explain why they should care

We are programmed to recognize contrast

• Buyers decide by comparison

• Boldly claim your difference

• Demonstrate how it cures pain

• Make it memorablePeople are hard-wired to recognize contrast

70% of presentation is dedicated to proof

• There are 4 powerful proofs

• Most reps use one to none

• Rep must validate claims

• 1st proof - 3rd party validation

Retention is execution key

Step #4

Without on-the-job coaching, retention fails

Specific lead activities change lag indicators

• Leading sales indicators . . .

• Move lag indicators

• Leads are predictable

• Acting on leads gets results

Execution program is key to achieving sales results

Accountability to lead indicators

• Weekly accountability to leads

• Insures no one gets stuck

• Mastery is not doing 1,000 things

• Mastery is doing 4 things 1,000 times

“That which is easy to do, is also easy not to do”

4 Steps to Success Summary

Design Rapport & Trust Vehicle

Questions that Create Urgency

Learn to Present Persuasively

Retention is Execution Key

Experts recommend outsourcing to 3rd Party….

51Source: ES Research Group

What to look for in sales-training company

1. Customized Sales Methodology

2. Interactive Instructional Design

3. Facilitator Preparation & Presentation Experience

4. Facilitator’s Professional Experience

5. Ability to Measure and Support After-The-Event

Probability of achieving a new initiative

• Hear an Idea = 10%

• Decide to adopt = 25%

• Schedule it = 40%

• Plan how to do it = 50%

• Commit to another = 65%

• Account to another = 95%

Achieving remarkable sales results for your paint company

Introducing . . .

JimMcBrayer@ProgramOnPersuasion.com(678)610-6509

History

• Founded by paint executive

• Customers include largest paint companies

• We speak paint

What our clients are saying . . .

“Feedback from the team was that your presentation and role-playing were the best they had ever been a part of. We look forward to more REAL training in the future”

ProgramOnPersuasion.com

“There is only one word to describe Jim McBrayer’s training course . . .WOW! Instant credibility from the start . . . Best training in 30 years in the industry. The follow-up is what differentiates and is the key to the success”.

Dean Worley, VP – Single Source Inc

“We doubled our sales one year after we went through the training. Like most, we were reluctant to set aside the time to train, but we are so much better off that we did.

Andy RobbinsA&K Painting Charlotte, NC

“This training was the shot in the arm we needed, we now have an edge over our competition. We landed the largest contract in our 20+ year history using what we learned!”

Terry Mathison- Specialty Finishes Inc

“Since we implemented the sales techniques that we learned . . . Sales have increased 15%! I would recommend Program On Persuasion to anyone that wants to improve the results of their sales team”.

Fred ChapmanBaker Paint

I attended the “Program on Persuasion” presented by Jim McBrayer in December of 2009. It wasn’t about talking anybody into anything. It was all about how to really understand others, and how to listen to their needs. It will not only improve your sales performance, but will improve your relationships, both business and personal. It is the best investment you can make of both your money and your time.

Tony Collins Chairman EonCoatWilson, North Carolina

Achieving remarkable sales results for your paint company

Take our Free Sales Assessment

JimMcBrayer@ProgramOnPersuasion.com(678)610-6509

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