Are You Ready for Sell

8/6/2019 Are You Ready for Sell

1/24

AREARE YOUYOU

READY TOREADY TO

SELLSELL??

This information provided byBill Hoopes, Grass Roots Training/Consulting

www.trainandkeeppeople.com

Blog: www.trainingchamp.wordpress.com


2/24

To maximize customer

growth

You need a realistic plan.

Answer these KEY QUESTIONS:-How big?

-How fast?-How will youHow will you

make it happenmake it happen?


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growth

You need a realistic planrealistic plan.

The point, think, decide, plan.

BEFOREBEFORE you pull theyou pull thetrigger!trigger!


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growthHow you sell matters.

High pressureHigh pressure selling yields a lesscommitted buyer, higher cancels and

lower lifetime customer values.

Sales based on wants/needsSales based on wants/needs lead to

longer term relations, lower cancels,

higher lifetime customer values.


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First, A MARKETING PLAN

Your marketing plan identifies the

market universe to which you will sell

and size of your campaign.

Details lead generation plans/timing.

Communicates your value proposition.

The Sales staff makes it happen!The Sales staff makes it happen!

Sets customer expectations.


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Sales Management

It takes a processYour choices.

Flip coin

Staffing plan reflects

marketing activity, by week

Hire for attitude

Train for skill Manage daily


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Sales Management

One assumption:

Marketing/Sales plans exist:

-Lead generation plan set

-Staff needs determined

-Sales projections set [close rate, pacing]

If the above assumption is incorrect, lets talkIf the above assumption is incorrect, lets talk

later.later.


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1. PeoplePeople: Who will do your selling?

2. PreparationsPreparations: How will they be

trained? When and by whom?

3. Generating/running leadsGenerating/running leads: DM,TM, Block leading, Cancels, Rejects

[NIs], Referrals, Prayer!

Sales ManagementSales Management With a realistic

plan in placeits allEXECUTION

!


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4. Sales room setSales room set--upup: Is it efficient,

workable?

5. Sales day processSales day process: Organized with

clear priorities/procedures?

6. Sales room managementSales room management: Do youhave a prepared, formal leader who

knows what to do, how and when?

Sales ManagementA multi-part

process addressing six key factors.


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1. PeoplePeople: Building your sales team


process.

Who will sell most effectively?

High pressure sales? Takes a closer

Needs based, consultative selling? Use

field staff! They understand how to help.

New green sellers - learn OTJ vs. veterans?

Fact: Best plan start with veteran core!


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PeoplePeople: Building your sales team


process.

Recruiting checklist:

Clear, precise position description

Recruiting plan for the Gen Y seller

Candidate interview setting and plan

Performance based questions that ID potential

Fact: Effective recruiting = beyond classifieds!


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2. PreparationsPreparations: Skill training


process.

Training checklist:Select a trainer who wants the job!

Start early..its a marathon.

Provide a designated training space & times.

Fact: Small Bite training works best.

Start with a formal script, adlib later!

Focus on benefits with constant RPs!


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3. Running leadsRunning leads: Organization/process


process.

Lead management checklist:Start with previous cancels/rejects

Ease into the flowfocus on quality/accuracy.

Dont waste expensive DM leads on new folks.

Fact: Quality leads close higher [one exception]

Lead content must provide continuity withmarketing message! [needs vs. discounts]


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4. Sales room setSales room set--up:up:


process.

Checklist:

Must have designated sales area for calls.

If joint space, field staff moves out early!

Room for essentials [3-4 feet, well lighted].

Fact: Best sales rooms are highly organized.

No clutter! Sales tools/info only at workspace.

Paper flow process [sales, rejects, auditing?]


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Sales Management

Sales room

The physical setting:


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Sales Management

Sales room

The physical setting:1. All open pending leads

in daily file

2. Price sheet/calculator

3. Competitive info4. Sales program sheets

5. What about music/lights?


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Sales Management

Sales room

The physical setting:

What about paper flow?

Daily sales bin

Daily reject bin

Special instructions for

sales reps [notes]

What else?


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Sales Management

All reps leave from office at ?

Daily assignments include ?

Return to office by ?Your turn.what happens now?

Describe the balance of the calling session

Sales meetingRP practiceOn phones by X

Breaks?

Paper flow process

Audits?Next day prep and

end of session

5. Sales day process:Sales day process:


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Sales Management

Listening/coachingTracking/encouraging!

Butis it happening?

Ever use a phone

monitor to train?

6. Sales room management:Sales room management:

What exactly

is this persondoing?


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Sales Management

Balloon pop!

Poker

Card toss [in the hat]

Next one is the big one

Having some fun!!

Lets identify

games/contests!You first.

Negativepeople

not wantednot wanted


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Sales Management

Tracking sales activitySummary:

Assigned leads

Leads run

Contacts

Solds/rejects [day, week, month, YTD]

Average revenue/sale

Average application price

Type programs sold


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1. PeoplePeople: Who will sell?

2. PreparationsPreparations: How will they be trained?

3. Generating/running leadsGenerating/running leads: Source, pacing?

Sales ManagementSales Management With a realistic

plan in placeits allEXECUTION

!

4. Sales room set-up: Organized for effeciency?

5. Daily sales process: Productive plans?

6. Sales room management: Disciplined process?


23/24

AREARE YOUYOU

READY TOREADY TO

SELLSELL??


24/24

This information provided by

Bill Hoopes

Grass Roots Training/Consultingwww.trainandkeeppeople.com

Blog: www.trainingchamp.wordpress.com

Documents

Are You Ready for Sell