everyone is in sales ppai expo january 10, 2016 las vegas, nv the... · what type are you? •1)...

Everyone is in SalesPPAI EXPO

January 10, 2016Las Vegas, NV

Ryan T. SauersPresident/Owner

Sauers Consulting StrategiesRyanSauers.com

© Ryan T. Sauers @RyanSauers

Overview: Everyone is in Sales (EIS)

• Reframe: SALES to COMMUNICATIONS (2 way)

• Why? “Sales” often seen as pushy/gimmicky

• Name Repetition

• Body Mirroring

• Power Handshake

• Persistent= YES… Pest= NO…

• We all communicate differently: Handwriting EX:

• Adaptive Communications to meet needs


What Buyers are Saying!

They say things like…

•I am drowning

•I am slammed

•I am buried

•I am running ragged

• I am swamped

• I am covered up

• I am in the weeds

• I am snowed under

• EIS mindset= provides them headache relief…


Sales= Constantly Connected

TIME= 168 hours/week

Didn’t have time vs. Didn’t make time

Total

Inundation

Multimedia

Everyday

Busy/noisy/short attention span world

Sales message must stand out


What buyers want

• Make their lives easier/stress relief

• Provide creative solutions

• Make the process simple

• Want insightful- information/content

• People they TRUST

• 7 touches in communications

• Dialogue (2 way) “S” not monologue (1 way)


Communications

Everyone is in Sales is not…B2B or B2C…

But… Human to Human (H2H)

•Develop a PACT to sell more/better

•PACT: “A formal agreement between people”

•P= Passion

•A= Authenticity

•C= Creativity

•T= Trust


Sales Strategy

• Are you focused on the right things?

• Are you doing things the best way?

• Are you putting last things last?

• Start Doing List

• Stop Doing List

• Someone will get and/or keep the client.

• Will it be you?


9 C’s of Effective Sales

1. Credible= truth

2. Consistent= Online/offline

3. Compelling= irresistible

4. Concise = 140 characters

5. Committed= #Allin


9 C’s of Effective Sales

6. Caring = always

7. Content= king

8. Character= trust

9. Clarity= KISS


Blind Spot= Sales Performance Tool


Sales StrategyTo improve sales blind spot: 360 feedback

And, set SMART goals

Specific

Measurable

Attainable

Relevant

Timebound

Goal EX: I want to grow my sales? Yes or No.


In Sales: Your Brand Makes the Difference

• Everyone has a brand in sales

• Not if you have but what you do with it

• Your brand is NOT what you say but

what others say it is

• Brand is built on TRUST

• Perception IS Reality (pen twirl)


Brand Acronym

Baseline ReputationAttributesName Distinctiveness

•To best communicate “brand” in sales we must use Adaptive Communications Model


5 groups: Adaptive Communications(Group 1) Driver VS. Rider

• Focus on the WHAT.

• What needs to be done? What is timeline? What is bottom-line?

• GOAL: GET IT DONE!

• Goal: How fast can they get from POINT A to POINT B?

• They Are-> Fast paced/Outspoken AND Questioning/Skeptical


(Group 1) Driver VS. Rider

Focus on the HOW?

How is it done? How it impacts others? How they help?

GOAL= GET ALONG!

Desire to support efforts so things run smoothly-

from POINT A to POINT B

They are-> Cautious/Reserved AND Accepting/Warm


(Group 1) Driver VS. Rider

• Driver (more)

• Dominant

• Direct

• Results oriented

• Firm

• Strong willed

• Forceful

• Rider (more)

• Even tempered

• Accommodating

• Humble

• Patient

• Tactful

• Steady


Adaptive Communications: (Group 2)Speak first, think later VS. Think first, speak later

• FOCUSED on the person

• Tuned in to what is going on around them

• Live by “thinking out loud”

• Oops…why did I say that?

• Prefer to communicate verbally

• Have wide variety of interests (less depth)


(Group 2) Speak first, think later

•Work ideas out by talking them out loud

•Sociable/expressive

•Learn best by discussing things

•Great emphasis on many relationships

•Get energy from people & outside stimuli


(Group 2) Think first, speak later

• FOCUSED on the concept

• Are often asked: why didn’t you say anything?

• Tend to reflect in deeper manner

• Usually think of what they wanted to say later

• In tune w/ inner world of ideas/experiences

• Prefer to communicate in writing


(Group 2) Think first, speak later

•Prefer to reflect on things before commenting

•Learn by thinking things through internally

•Focus in depth on fewer areas of interest

•Get energy from having time alone/reflection on their thoughts/feelings

•Like time w/ fewer people (go more in depth)

•Tend to be more private


(Group 3) Big Picture VS. Just-the-facts

Focus= relationships/connection between facts

See patterns & how dots connect in new ways

2 x 2= 4= example of multiplication

Miss journey from focus on destination

Oriented toward future possibilities

Love “WHAT IF” thinking


(Group 3) Big Picture

•Creative and imaginative

•Thoughts-- jump from thought 1 to 7

•Love to brainstorm of “what could be”

•Trust hunches and sixth sense

•Move quickly toward conclusions


(Group 3) Just-the facts •Present focused

•Trust 5 senses (what they see and know)

•Touch, taste, see, feel (tangible things) are appealing

•2 x 2= 4= is multiplication fact

•Can get caught up in minutia

•Can’t see forest for the trees

•Oriented toward the present and NOW


(Group 3) Just-the-facts

•Observe and notice details/specifics

•Trust their experience (past)

•Focus on what is actual/tangible/real

•Like factual and concrete data

•Develop their thoughts logically one step at a time—toward conclusion

•Love “WHAT IS” thinking


(Group 4) Head VS. Heart

• Analytical/Objective/Focused on facts

• Fairness: want all treated fair (the same)

• Make decisions and can keep out emotion/impact on people out of

• Can come across lacking emotion

• Strive for an objective standard of truth

• Can remove themselves from a situation and look at it: logically


(Group 4) Heart

• Empathetic/compassionate

• Tend to insert themselves into decision making process (SUBJECTIVE)

• Tend to make decisions-- based on their own personal values

• Assess a decision’s impact on people

• Want everyone treated as an individual

• (no standard of truth= exceptions)


(Group 5)5 o’clock sharp VS 5’o clock somewhere

• Focused on living in a planned orderly way.

• Seek to make decisions/come to conclusions

• Focused on getting things finished/decided

• Scheduled/Systematic

• Methodical and plans things out

• Seeks to avoid last minute changes (stressful)


Group 5: 5 o’clock somewhere

•Seeks to avoid detailed (locked down) plans

•Casual/Open ended/Spontaneous

•Adaptable/changes course

•Likes to keep options open

•Energized by last minute pressures/changes

•Best work at 11th hour• EX: Vacation planning exercise


What type are you? • 1) Driver OR Rider

• 2) Speak first, think later OR Think first, speak later

• 3) Big Picture OR Just-the-facts

• 4) Head OR Heart

• 5) 5 o’clock sharp OR 5’o clock somewhere

Understanding/adapting our styles (to meet needs of others) makes for better sales/communications

Great “sales/communications” are vital in all we do

• In ANY position or role in organization


Adaptive Comm. Competence Levels

• Stage 1) Unconsciously incompetent

• Stage 2) Consciously incompetent

• Stage 3) Consciously competent

• Stage 4) Unconsciously competent

• 2 options: moving forward or going backward…

• Where are you in sales? • Growth (stretch exercise)


Sales Concepts to Consider

• Behind every obstacle lies a sales opportunity

• Paralysis by Analysis is not a sales plan

• Could’ve, Should’ve, Would’ve… huh?

• If you want it bad enough you will find a way

• Decision by Indecision is not a sales strategy

• Deliberate/Purposeful/Intentional in sales


3 Types of Salespersons

1. Those who- make things happen...

2. Those who- watch things happen…

3. Those who- wonder what happened…

•EIS people= make things happen people

•#MakeItHappen

•Q and A


Let’s Connect:

Ryan T. Sauers- President/OwnerSauers Consulting Strategies

Twitter: @RyanSauersYoutube.com/RyanTSauers

Linkedin.com/in/RyanSauersFacebook.com/SauersConsulting

[email protected]

678-825-2049


mailto:[email protected]

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