Abridged presentation for good sales people who could be great

1. Creating Sales - Generating Business
Creating Sales, Generating Business

2. Who is Richard Hoy?
 Father
 Salesman
 Businessman
 Enthusiast
 Presenter
 Leader
 Motivator
 Coach
richard.hoy@compasspeak.com

3. The Art of Possibility
A shoe factory sends two marketing scouts to a region of
Africa to study the opportunities for expanding business.
One sends back a telegram saying:
……SITUATION HOPELESS , NO ONE WEARS SHOES
The other one writes back triumphantly:
……GLORIOUS BUSINESS OPPORTUNITY , THEY HAVE NO SHOES
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4.  Are you Tigger or Eeyore

5. The secret of selling
Be Brilliant
 The customer wants
you to be great
 Most people are boring
 Customers like to talk
 Know why you are
meeting
 Ask for the business

6. Whether you think you can or you think you
can’t ……..
You are PROBABLY RIGHT!
Henry Ford

7. The Science of Selling
Life is change. Growth is optional.

8. Is sales,
science or art?
• Do sales people matter?
• SALES PEOPLE ARE DIFFERENT!
• Sales is the science of being lucky often
• What makes a good sales person?

9. Selling
ACTIVITY X FOCUS X SKILLS
= RESULT
COURAGE X LUCK

10. My 5 Secrets
 Say why you are there
 I like selling
 Don’t be boring
 Don’t stop
 Ask for Money

11. Where should we be?
Productivity
Profitability
Customer Intimacy
Cost Management

12. Quadrant Model
Important Not Important
1
Not Urgent
4
2 3
Urgent
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13. Prioritisation
Big Small
Easy
Difficult

14. Business Planning
TIME PERSONAL
PLANNING PLANNING
TEAM PLANNING
DEAL ACCOUNT
PLANNING PLANNING
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15. Business Planning Model
In the Perfect World What
Start Here Does Good Look Like?
What are the Values of
Good?
Develop Plan & Review Current State
Execute Leading verses Good
People
Managing
Information
Development Areas Strengths (Supporting
(Restraining Factors) Factors)
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16. Key Performance Indicators
Thank you
Creating the Premier Sales Organization

17. KPIs - Formula for Success
Phase KPI Style
Number of Apts
Activity CEO Apts Trend
Apts on Message
Account Planning
Focus Deal Planning Size
4X Funnel
30 Day 95% Outlook
Skills 100% On Plan
Specific

18. The Selling Meeting
• Create the meeting
• Set the scene
• Set the expectations
• ALERT
• SCOTSMAN
• Earn the right
• Agree next steps

19. Strategic SellingNeed Creation
ALERT Selling –
Selling in the boardroom

20. The Opening -Agenda
 Why are you there?
 What do you want?
 What should happen
 Their Role
 NEVER……………..

21. Listen to your customer
What?
Where?
How?
Why?
Start with a big
question
When?

22. Hierarchy of Questions
What is important to you?
What is important to you
regarding your business?
What is important to you
regarding your businesses
reputation?
What is important to you
regarding your businesses
documents?
What is important to you
regarding your printers and
photocopiers?

23. Features don’t matter!

24. Business Challenges – Common
Pains
Increase
revenues Cash Burn
Long sales Weak Business
Cycles Funnel
Decrease Increase
costs productivity
Poor Sales
Performance Scheduling
inefficiencies
Weak business Low customer
Poor Sales
undermines satisfaction
Skills
credibility

25. Transaction
 Summarize
 Never say summary
 The key message
 Ask for something
 Ask for the business
 Agree next steps
 Don’t accept No
 Enjoy the Moment

26. Sales Process
 Agenda
 Listen
 Explore/Examine/Evaluate
 ROI
 Transaction

27. Thank you Objections
Managing

28. Objection Handling
Listen
Test Understanding
Gain Commitment
Doubt Misunderstanding Genuine Disadvantage
Proof Apologize Maximize Benefits
Clarify
Close

29. The High Points

30. You make the difference

31.  The road to success
is always under
construction

32.  Success is simply a
matter of luck. Ask
any failure

33.  The Harder I work the luckier I get

34.  You can choose your reaction to any
stimulus

35.  The definition of insanity is to continue to
do what you have always done and expect
a different outcome

36.  Sales is a simple job complicated by idiots

37.  Eighty percent of success is showing up

38.  A successful man is one who can lay a
firm foundation with the bricks others have
thrown at him.

39.  Dare to be different

40.  Pick the low hanging fruit

41.  There is nothing as sweet as the taste of
success

42. Thank you