Recessive Environment

Sales Strategies to Succeed in a Recessive Environment Presented by: John Asher Chairman and CEO ASHER Strategies, Inc.

Sales Strategies ,[object Object],[object Object],[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES

Four Strategic Decisions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES

M&A Action Steps ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES

Case Study – Arrow Electronics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES

Case Study – Arrow Electronics (continued) ,[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES

Focus on Current Customers ,[object Object],[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES

Best Practice Customer Feedback Process ,[object Object],[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES ,[object Object],[object Object]

Best Practice In-Office Customer Feedback Questions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES

Case Study: How General Electric Uses Customer Feedback ,[object Object],[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES 0-6 Detractors 7-8 Passives 9-10 Promoters

GE Customer Feedback Example ,[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES Customer Score Category A 7 Passive B 5 Detractor C 9 Promoter D 8 Passive E 9 Promoter F 6 Detractor G 7 Passive H 9 Promoter I 10 Promoter J 8 Passive Category Percentage Promoter 4 (40%) Passive 4 (40%) Detractor 2 (20%) NPS = 20%

What GE Does With The Results ,[object Object],[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES

Make Strategic Hires ,[object Object],[object Object],[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES ,[object Object],[object Object]

Increase the Spending on Professional Development ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES

Tactical Decisions ,[object Object],[object Object],[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES

Focus On The Customers Who Can Buy Your Products ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES

Explore New Markets ,[object Object],[object Object],[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES

Improve The Referral Process ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES

The Problem with Referrals ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES

Top Salespeople always Ask ,[object Object],[object Object],[object Object],[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES

Best Practice Referral Follow-up Process ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES

Rebalance the Sales Force ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES

Audit the Sales Force ,[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES ,[object Object],[object Object],[object Object],[object Object],[object Object]

The Five Factors for Sales Success ,[object Object],[object Object],[object Object],[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES 50% of sales results

Knowledge is Power ,[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES

The Great Salespeople ASHER | GLOBAL LEADERS IN SALES STRATEGIES BORN OR MADE?

Sales Aptitude (Bell Curve) ASHER | GLOBAL LEADERS IN SALES STRATEGIES 60% (Moderate) 20% 0 30 40 50 20% (Low) 27 20% (High)

Sales Aptitude Case Study: MetLife ASHER | GLOBAL LEADERS IN SALES STRATEGIES 60% (Moderate) 20% 0 30 38 40 50 20% (Low) 27 20% (High) MetLife

Case Study of Three Distributors (Building Products Industry) ASHER | GLOBAL LEADERS IN SALES STRATEGIES Company % of Sales Force with High Aptitude Growth Rate in 2006 Company A 90% 70% Company B 30% 30% Company C 10% 4%

The Top-Ten Skills of the Super Salespeople ASHER | GLOBAL LEADERS IN SALES STRATEGIES

The Top-Ten Sales Skills CONTINUED ASHER | GLOBAL LEADERS IN SALES STRATEGIES

The Top-Ten Sales Skills CONTINUED ,[object Object],[object Object],[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES

Highly Motivated Salespeople ,[object Object],[object Object],[object Object],[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES ,[object Object],[object Object],[object Object]

Sales Processes (OBJECTIVES) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES

Vistage Expertise ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES

Strategic Action Summary ,[object Object],[object Object],[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES

Tactical Action Summary ,[object Object],[object Object],[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES

Sales Strategies ,[object Object],[object Object],[object Object],[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES

Asher Strategies (A Vistage Resource) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],ASHER | GLOBAL LEADERS IN SALES STRATEGIES

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