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Lowes Sales Training Workbook
1.
Russell Cummings www.shifft.com.au LOWES SALES
TRAINING 10 October 2018
2.
2 © Shifft 2018 SHIFFT Lowes
Sales TrainingPREVIOUS WORKSHOP ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________
3.
3 © Shifft 2018 SHIFFT Lowes
Sales TrainingPREVIOUS WORKSHOP ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________
4.
4 © Shifft 2018 SHIFFT Lowes
Sales Training NOTES THE BUSINESS ENVIRONMENT
5.
5 © Shifft 2018 SHIFFT Lowes
Sales TrainingTHE SHIFT IN SALES ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________
6.
6 © Shifft 2018 SHIFFT Lowes
Sales TrainingTHE CHALLENGER SALE ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________
7.
7 © Shifft 2018 SHIFFT Lowes
Sales Training NOTES SPOT BUYERS
8.
8 © Shifft 2018 SHIFFT Lowes
Sales Training NOTES OUR RESPONSES
9.
9 © Shifft 2018 SHIFFT Lowes
Sales TrainingSALES GAPS ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________
10.
10 © Shifft 2018 SHIFFT Lowes
Sales TrainingSALES MINDSET ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________
11.
11 © Shifft 2018 SHIFFT Lowes
Sales Training NOTES CUSTOMER VOLUME
12.
12 © Shifft 2018 SHIFFT Lowes
Sales Training NOTES OUR COMPETITIVE SALES PROCESS
13.
13 © Shifft 2018 SHIFFT Lowes
Sales Training NOTES CHALLENGER SALES PROCESS
14.
14 © Shifft 2018 SHIFFT Lowes
Sales Training NOTES TEACH & LISTEN
15.
15 © Shifft 2018 SHIFFT Lowes
Sales Training NOTES SPIN QUESTIONS
16.
16 © Shifft 2018 SHIFFT Lowes
Sales Training NOTES REFRAMING
17.
17 © Shifft 2018 SHIFFT Lowes
Sales Training NOTES SALES COMPETENCIES
18.
18 © Shifft 2018 SHIFFT Lowes
Sales Training SALES COMPETENCIES NOW WHERE GAP PROFESSIONAL Tactical Planning Analysis Judgement Follow through Independence IT Knowledge Teamwork Organised/Attention to detail BUSINESS Customer Knowledge Product Knowledge Organisational Knowledge Organisational Vision & Purpose BEHAVIOURAL Self-Promotion (Call reluctance) Energy Influencing & Sales Ability Oral Communication Written Communication Customer Service Orientation Goal Orientation Taking Responsibility Resilience COMPETENCY AUDIT
19.
19 © Shifft 2018 SHIFFT Lowes
PetroleumRESILIENCE ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________
20.
20 © Shifft 2018 SHIFFT Lowes
Sales TrainingGROWTH MINDSET ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________
21.
21 © Shifft 2018 SHIFFT Lowes
Sales Training FIXED MINDSET GROWTH MINDSET (-5 to +5) • Something you’re born with • Fixed • Come from hard work • Can always improve • Something to avoid • Could reveal lack of skill • Tend to give up easily • Should be embraced • An opportunity to grow • More persistent • Unnecessary • Something you do when you are not good enough • Essential • A path to mastery • Get defensive • Take it personal • Useful • Something to learn from • Identify areas to improve • Blame others • Get discouraged • Use as a wake-up call to work harder next time GROWTH MINDSET AUDIT SKILLS CHALLENGES EFFORT FEEDBACK SETBACKS
22.
22 © Shifft 2018 SHIFFT Lowes
Sales TrainingGROWTH HABITS ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________
23.
23 © Shifft 2018 SHIFFT Lowes
Sales Training BELIEF BEHAVIOUR MODEL ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________
24.
24 © Shifft 2018 SHIFFT Lowes
Sales Training NOTES BELIEF BEHAVIOUR MODEL
25.
25 © Shifft 2018 SHIFFT Lowes
Sales TrainingTIME MANAGEMENT ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________
26.
26 © Shifft 2018 SHIFFT Lowes
Sales Traning NOTES YOUR 4 THINGS
27.
27 © Shifft 2018 SHIFFT Lowes
Sales Training EMAIL TIPS ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________
28.
28 © Shifft 2018 SHIFFT Lowes
Sales TrainingEMAIL TIPS ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________
29.
29 © Shifft 2018 SHIFFT Lowes
Sales Training NOTES NEXT STEPS
30.
30 © Shifft 2018 SHIFFT Lowes
Sales TrainingONE PAGE PLAN
31.
31 © Shifft 2018 SHIFFT Lowes
Sales Training About Russell Cummings, Business Consultant Company Principal, Russell Cummings, has over 33 years’ comprehensive experience as a Management Consultant and Coach to family business, industry organisations, corporations and government. He has worked with clients in a wide range of sectors including: agriculture, manufacturing, horticulture, Defence, public utilities, dairy, meat processing, IT, printing, environmental, service industries, R&D bodies, Local Government organisations and Industry Associations. Russell is an accomplished facilitator, coach and trainer with a clear focus on converting Strategy into Action. Until 2004, he was also a Director of changedrivers, an innovative firm specialising in change implementation services. He moved to Bundaberg 13 years ago for family and a lifestyle change. Russell has particular expertise in business development and strategic planning. His main areas of strengths include: • Strategic plans, • Business growth and improvement programs • Business coaching • Large group facilitation • Effective leadership development programs Specifically, Russell brings a pro-active approach to business and leadership development based on a strong understanding of strategy, leadership, strategic marketing, business profitability and efficiency. He is currently working with clients in all Australian states, New Zealand and the United Kingdom - geography is no boundary. M: 0414 929 585 W: www.shifft.com.au E: russell@shifft.com.au WHO IS RUSSELL CUMMINGS?
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