The power series seven habits of highly successful salespeople 2020

1. Power Series
Seven Habits of
Highly Successful
Salespeople
by Richard Mulvey

2. The Power Series 2020
Week 1 - Getting New Customers
Week 2 - Selling over the Telephone
Week 3 - Sales Proposals and Presentations that Win
Week 4 - Handling Objections/Closing the Sale
Week 5 - Sales Negotiation
Week 6 - Key Account Management
Week 7 - 7 Habits of Highly Successful Salespeople
Week 8 - Selling at your Higher Price
Week 9 - How to help the Customer to Buy
Week 10 - Customer Service - Creating Raving Fans

3. Seven Habits of Highly Successful Salespeople
In 2018, Pipedrive.com surveyed on over
70,000 organisations, across 34 different
countries and 10 industries

6. What are we going to discuss today?

7. Habit 1
Product Knowledge
Selling Skills
Customer Knowledge
Know your stuff. Know who you are
stuffing, then Stuff ‘em
Brian

8. Know your Products
What is your Product?

9. 7 ways to get Product Knowledge
1. Be consistent
2. Features - Needs - Benefits
3. Get your hands dirty
4. Put learning into practice
5. Incentivise
6. Get out of the office
7. Competition

10. 7 Key Selling Skills
1. Implement roleplay
2. Public speaking - Toastmasters
3. Find a mentor
4. Review every sales call
5. Listen to feedback
6. Track your progress
7. Listen to the customer

11. 7 More Key Selling Skills
1. Practice
2. Become goal orientated
3. Focus on the customer
4. Maximise your time
5. Have an objective for everything
6. Become the industry expert
7. Polish your online presence

12. 7 ways to get Customer Knowledge
1. Build a Community or Group
2. Connect with LinkedIn
3. Host a Webinar
4. Co-Create
5. Celebrate Together
6. Hold an Event
7. Conduct Surveys

13. Habit 2
Every Day is Prospecting Day
Feed the Pipeline

14. The Sales Pipeline
Research
Face 2 Face
Survey
Proposal
Negotiation
Close

15. 7 ways to feed the Pipeline
1. Ask for referrals
2. Networking
3. Re-contact old customers
4. Partner with complementary businesses
5. Promote your expertise
6. Speak at event gatherings
7. The law of Reciprocity
Don’t get complacent

16. Habit 3
Admin is Critical
82% of top salespeople cite CRM
tools as “critical” to their ability to
close deals but which CRM
System?

17. 7 things to have in your CRM system
1. Lead Management
2. Flexible Profiles
3. Email and Marketing
4. Links to the Accounting Package
5. Third Party Integration
6. Sales Forecasting
7. Reporting and Analytics

18. 7 CRM systems that work
1. SalesForce ($25 - $300)
2. Hubspot CRM ($0 - $113)
3. Zoho CRM ($12 - $35)
4. Pipedrive CRM ($13 - $99)
5. Less Annoying CRM ($10)
6. Bitrix24 CRM ($0 - $99)
7. Apptivo CRM ($0 - $20)

19. 7 steps to introduce a new CRM System
1. Ensure management and sales team buy-in
2. Appoint a knowledgeable project manager
3. Invest time in detailed training
4. Define a set of rules that we all live by
5. Clean and Import existing
information
6. Launch with a fanfare
7. Make CRM system part of the
reporting structure

20. 7 steps to run the CRM System
1. Keep data up to date
2. Synchronise your email with your CRM
3. Input all phone calls
4. Input all information gathered
5. Input information on the fly
6. Look before you meet
7. Use CRM to manage your pipeline

21. Habit 4
Move to Mobile
Diary
CRM System

22. Habit 4
Move to Mobile
Diary
LinkedIn
Card Scanner
Zoom
Your CRM
Otter
Dropbox
Keynote/PowerPoint
WhatsApp
Skype
DocuSign
Doc Scan
Google Maps
Uber
What Else?

23. Habit 5
Careful Listening
Listen intently
Use attentive Body Language
Prompt the Speaker
Empathise
Repeat using your own words

24. Habit 6
Look After Yourself
Gym
Eat Well
Sleep Well
Take Regular Breaks
Meditation

25. Habit 7
Develop a Winning Attitude

26. Peak Performance
What does it take to be a
Peak Performer?
Skills &
Attitude

27. Coue’s Law
“When your imagination
and willpower are in
conflict it is always your
imagination that wins”
The Placebo Effect

28. Mulvey’s Law
“You always get what
you don’t want, if you
focus on not getting it”
The Placebo Effect

29. Calls per day
Strike Rate
Appointments
Strike Rate
Close
+100%
The Number’s Game
20
25%
5
20%
1
+5%
25
30%
8
25%
2
+5%
+5

30. 7 Ways to improve your attitude
1. Focus on your passions
2. Think positively
3. Set goals high
4. Make sure you can commit
5. Don't ever give up
6. Make no excuses
7. Surround yourself with the right people

31. Next Week
Selling at your Higher Price
It is Easier to
Sell the Higher
Priced Product

32. Slides
http://bit.ly/Seven-Habits

33. Summary

34. Any
Questions

35. Power Series
Seven Habits of
Highly Successful
Salespeople
by Richard Mulvey