get your 2010 back on track
DESCRIPTION
Don\'t fall victim to the latest economic news! Nancy Bleeke and Alice Kemper, Co-Founders of Sharpenz.com share key sales techniques that will help your salespeople make their sales and meet their goals. Key points: 2 Critical Needs to Get Your 2010 Back on Track - how to get your salespeople to want to take actions that lead to more sales - and when they do, how to turn what they do and what they offer into success. 3 Simple Steps to Succeed - by occupying the attention and efforts of your sales team, giving your team members the resources they need, and helping them find their motivation.TRANSCRIPT
Get Your 2010 Back on Track
Welcome! Click through the presentation for effective ideas to strengthen your
team’s sales!
Got Questions?Call us at:
414.235.3064
www.sharpenz.com
Alice Kemper and Nancy Bleeke
• 37 years serving clients: Motorola, CVS-Caremark, MassMutual, Rexnord, RW Baird, Times Shamrock• Sales leaders and training professionals who live the ‘sales game’!• Thousands trained• 5-25% sales increases typical
How To Tips
2 Critical Needs
3 Simple Steps to Succeed
Why MONEY isn’t the main motivator – and what IS
5 skills critical to success in this economy
A 4-step process to build better selling habits
Success Today
Spectrum
Up 20%
though
customers are down.
Critical Needs
Will Skill
The Will
“So many of our dreams at first seem impossible, then they seem improbable,
and then when we summon the Will, they soon become inevitable.”
Christopher Reeve
3 Steps to Build Skill and Will
EquipEquip EngageEngage
EnergizeEnergize
Equip
Tool
[tül] – noun
Something that aids in accomplishing a task
Something necessary in the practice of a vocation or profession
Equip Action
Your Situation:
List 2-3 activities or skills
you want your sellers to be doing now.
Click to see others’ results
Critical Skills for Today
1. Prospecting
2. Working Through Objections
3. Articulating Value
4. Problem Solving
5. Following a Sales System
Equip
Prospecting
The activity of proactively initiating contact with prospective buyers.
Equip
Work Through Objections
Stop
Roll
Drop
Equip
Articulating Value
WiifT
What’s in it for Them?
Equip
Problem Solving
“You will be compensated to the level that you solve problems for other people.”
Ron Willingham
Equip
Sales System
“Practice does not make
perfect. Only perfect
practice makes perfect.”
Vince Lombardi
Equip
Systems
• Repeatable• Roadmap• Consistency• Predictable• Teachable
Equip
Systematize
Identify the system that works Teach the system Coach to the system Reinforce the system and skills
Equip
Critical Skills for Today
1. Prospecting
2. Working Through Objections
3. Problem Solving
4. Articulating Value
5. Following a Sales System
Equip
Study shows:
45%
satisfied with their jobs
17%
actively disengaged
What does this Cost????Engage
Engage
Engagement:
“The extent of commitment, both emotional and intellectual, to accomplishing the work, mission and vision of the organization.”
Criteria for Performance Excellence
A mere 1/10th point increase in
employee engagement scores
An Additional
operating income
Best Buy Results
$100,000
=
Engage
Make the Invisible Visible Engage
Show Me The Money? Engage
Measure
Engage
Engage
Provide Feedback
Engage
Timely
Specific
Balanced
What’s
in it
for
THEM
???
Engage
Engage Recap
• Clarify goals
• Measure
• Coach to identify the WiifT
Energize
Opportunity to ‘Connect’
Energize
Find Success
Energize:
Boosting Sales Takes
Skill and Will• 3 E’s Equip, Engage, Energize
• The Right Motivator
Sales boosting training kits!
Save Time
Easy to Implement
Proven Formula that will Equip, Engage and Energize in just 30 minutes!
Valuable Resource
Sales Leaders Say:
Before the session I thought “30-minutes, how can you get anything accomplished in 30 minutes?” I was absolutely surprised.
Jean, South Florida Bank
I downloaded the "Better Questions" training session a half hour before my meeting. As stated, it took about 20 minutes to prepare. The sales meeting was a complete success. The Advisors complimented the meeting by describing it as "fun" and "best meeting ever".
Rick K. Alamo Capital
Valuable Resource
5 Category Library
1. Prospecting2. Selling Skills3. Marketing Tools4. Problem Solving/Creativity5. Personal Development
Sharpenz Kits include: Leader’s Outline Copy-ready handouts for your sellers Reinforcement Tips Success Set-up Tips to guarantee your results!
http://www.sharpenz.com/2010backontrack/library/
Webinar Special
Just $947
for
33 Skill and Will boosting Kits!!!
For just $28 a booster, you can
Equip, Engage and Energize your team
http://www.sharpenz.com/2010backontrack/library/
One Final Tip
Habitual Success Takes
Awareness
Assessment
Application
Adoption
Individual Goal Setting
Discover
Energize: