The Champion Sales Professional

THE CHAMPION SALES PROFESSIONALTips – Tools – Concepts – Stories about creating an excellent selling experience04/11/2023

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Are You Smarter than A 5th Grader?

Information 10 sets of instructions Complete the exercise as a group Team that finishes first … Team that finishes last …

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FIVE THINGS THAT ARE WATCHED FIVE THINGS THAT HAVE TO BE PLUGGED IN

FIVE TYPES OF MUSIC FIVE THINGS YOU USE IN THE KITCHEN

FIVE THINGS MADE OF WOOD FIVE MAKES OF CARS

FIVE MEANS OF COMMUNICATION FIVE EXCUSES TO MAKE WHEN WIFE ASKS FOR SHOPPING

FIVE TOURIST ATTRACTIONS IN YOUR CITY FIVE REASON YOU LIKE YOUR JOB

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Let’s Get Started Setting Standards

What setting you want today? Formal or Informal?

What learning environment would you prefer? Lecture-based or interactive?

Would you like others to talk on the phone during the program?

Would you like to receive rewards for good performance?

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Program Frequency

Setting Standards Not a training program This is an EXPERIENCE

– Learning Experience for ALL of us

Be ready to give and receive constructive criticism

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My Intro6

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My Intro7

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My Intro8

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PRACTICE SELLING

Your team runs a dating/marriage website. You have an audience of single males and females who obviously are potential customers. Present a two-minute pitch as to why they should join your website – why should they buy your service as opposed to the competitors’?

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It’s a little thing that goes a long way!

The Selling Attitude10

04/11/2023Learn - Energize - Inspire11Must have targets – must have them broken down

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Numbers are in the volume – just do the Math


“kabhi kay din bare – kabhi kee raatain”

Law of Averages


Help those who can’t help you

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Don’t Have a ‘Destination Unknown’

Start with the End in Mind15


The Columbus Syndrome

• He left but he didn’t know where he was going• When he got there he didn’t know where he was• When he got back he didn’t know where he had been• ….. And he did this three times in seven years

IMPORTANCE OF SETTING GOALS

In the words of Zig Ziggler – video

Also notice the presentation style of Zig Ziggler

S

•Specific

M

•Measurable

A

•Actionable

R

•Realistic

T

•Time bound


Using SMART for Sales

• Be very specific about your target• Identify a criteria to measure the success of your

objective (number, %)• Devise the actions that will help you achieve this

objective• The inward Action Loop• Perform the Reality Check• What’s the time limit on the goals?

TEAM EX – PREPARE THE SMART

1. Assign a number to your average sale – lets say it is Rs 20002. Lets assume your turnover ratio is 2 to 103. Lets assume your stranger-to-pitch ratio is 4 to 104. Lets say your target is RS 400,000 a month and there are 24 working days in a month5. How many strangers will you have to approach each day?

TRANSLATING YOUR REVENUE TARGET INTO SIMPLY ‘CONTACTING CUSTOMERS’

22How good / bad are you?

Sales Audit

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Can You Do Your Selling Skills Audit

?

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Choose five aspects of your selling skills and perform a sales audit to see what level of sales

skills you have!

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It ain’t any fun if you keep calling and they never response

Getting a Response25

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Getting them to Respond

Get down to business right away

“Dear Khalid, we had a conversation on Thurs about your interest in our pumps….”

Reference any referrals upfront “Dear Ms Ansa, Mr

Ahmed Arsalan at ABC Co. has been a trusted partner for over two years now. He suggested that I connect with you to see how we our teams can collaborate …”

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Show you have done your homework

“I was on your website and observed … ”

“Our team is working with 5 other firms from the FMCG sector and we realize the most pressing challenges …”

Relate to the time Make sure your

message relates to the current time and ongoing events

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Show a strong VP A VP connects the

clients’ needs to a desirable outcome through your offering

“Sir, our product has a track record of reducing costs by 25% …”

Share fresh perspectives Try to add some new ideas

into your pitch Share new research and

new ideas related to your area of business

“We have conducted new research into the problems faced by the quality auditors ..”

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Don’t show off too much

The more you talk about your systems and methodologies, the more you turn your customers away

Sound like their partner A partner is someone

who shares the risks as well as returns

Share insights and complementary consulting, advisory services – act like their partner – not just a salesperson

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Hold them accountable

End your e-mail/letter with two definite options for meeting, conference call or their e-mail response

Create a language that invites them to respond to your offer

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Accentuating the Positives

Positive Communication31

Communication

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Practice The company policy makes it necessary for all employees to submit Travel

Form before they can be reimbursed for their travel expenses

Starting next month, the company will offer you a better computer workstation so you can enhance your work speed

Mr. X, our company has finally decided to accept your request. We have extended your credit limit by the amount you had requested for.


Practice After fighting your case for hours, I am happy to inform you that I have

negotiated a better deal on your behalf

We understand that the new company e-mail system is a little difficult for some to understand. If you have any problems using your e-mail account, just let me know.

If you submitted a travel request , as you claim, we have failed to receive it


Practice I am delighted to tell you that we have chosen you as one of our summer interns.

You will definitely enjoy working here.

Your comments on the survey are completely confidential. Nothing you write will be used against you in any way.

Don’t worry about missing the deadline for this month’s newsletter. We are still short of articles, so we will gladly add yours.

You will pay Rs 1000 more if you wait till after January 1 to register for the conference.


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Effective Listening

10 Listening Skills Be slow to disagree, argue or criticize There is always criticism, argument and disagreement in the workplace.

But when you engage in such behavior you cannot hear what the other person is trying to say. With this behavior you continuously try to get your point across and become less of a listener. Skillful listeners will allow others to speak and say what they need to say.

Pay special attention to the need for control If two or more people are talking at the same time, there is often a

subtle power struggle that happens. When such conversations arise, it is really an exercise in one-upmanship and competition for control. But if you learn to selectively attend to content and emotional tone this will allow you to hear the deeper needs that are expressed by the speaker.

10 Listening Skills Get comfortable with silence Silence is critical to becoming a skillful listener. It is in silence where ideas

unfold because people get to think. A listener allows others to discover what they think, feel, want and how one can be of service. In silence, you not only listen to others but you also listen to yourself and discover what it may take to perform more fully.

Avoid letting your story take over their story When listening, you often have similar thoughts and experiences that make

you want to tell your own stories. You must resist this impulse because it doesn’t work. When you tell your own story, you cut off the speaker and shift the focus away from him. When this happens, you change the mood of the conversation to something worse. By interrupting, you imply that what you have to say is more important, even if this is not what you want to project.

10 Listening Skills Listen for Six Sigma opportunities Six Sigma is a problem solving method for business and organizational

performance. It was developed by Bill Smith and Bob Galvin and several other Motorola engineers for quality improvement initiative in the 1980’s. The 5 Six Sigma steps are to define, measure, analyze, improve and control. Always be aware of these opportunities as you listen.

Break the “I” habit The word “I” creates problems by always shifting the topic to

yourselves. Thus, creating a barrier in learning anything new from conversations. It hinders creative partnership, teamwork and finding new ways to fulfill other’s needs. The word “you “ will open up a new world in conversations that are limited by “I.”

10 Listening Skills Listen for differences In general, people don’t want to hear differences in opinion or way of

thinking. Differences make people uncomfortable. Skillful listeners however will try to look for these differences because these differences interest them as it presents the individuality of each and every person. From this process of learning to listen for differences we begin to honor the special uniqueness of each person.

Listen with a soft belly When we listen to viewpoints that differ from ours we often tense up and

become irritated. Listening with a soft belly is to take slow breaths all the way down into your belly enough to push out all the air. By relaxing during a disturbing conversation it allows us to be open to new and creative solutions.

10 Listening Skills Use intention clarification When in break of a heated discussion, ask the person regarding the intention

of their communication? They may not be able to give an answer immediately but after a few minutes they will be able to tell you what. Inquiring about a person’s intention helps them get back on track; they think about it then come up with a response. At the same time, the listener is able to gather thoughts on how to further the discussion.

Give up the need to be right Many business conversations end up in head-to-head arguments on who is

wrong and who is right. Skillful listeners recognize the benefits of not always having to prove themselves right. The insatiable need of always having to be right creates a fear of being wrong. Skillful listeners initiate, invite and help manage it for themselves and others as skillfully as possible.

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The Art of Pitching

AIDA42

Attention

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Interest


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Desire


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Action


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TEAM EX – DEVELOPING A MARKETING COMM

1. You are in the marketing department of the company that wants to launch a new product. The company CEO has asked for your help in designing the product and its initial marketing communication. 2. Keeping the target market in mind, design the product and highlight ONLY its benefits to the customers. Tell them why they should buy your product.

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The Champion Sales Professional