how to make more money selling - 2014

1、Terry Kew,MAKE MORE MONEY SELLING,,,© TERRY KEW,Introduction Why Do Sales People Fail? Qualities Of Successful Sales People,,Effective systems & processes are vital for a business to be successful.These sys

2、tems and processes must be executed consistently well (everyday).Become a “conscious competent” – get to know what you need to know,© TERRY KEW,jj,,© TERRY KEW,,,,,,,,,CONTACTS,RESEVOIR OF NEW BUSINESS EVERY

3、DAY[WHO TO CONTACT],NEW APPOINTMENTS,POS REFERRALS,PRESENTATIONS FROM APPTS,SALES,,,,,,25,7,3,2,,CLUB,2,INTRODUCE TO FITNESS,SALES PROCESSES,CENTRAL,NEW CHANNELS,?,,20,SERVICE CALLS,Online / B2B / MX,Lead management,Ma

4、rketing,Outreach / Casual leasing,,NEW LEADS,20,ADVOCACY,Introductions,Minimum Daily Performance Expectations Per Sales Person,,© TERRY KEW,Appt For Today,Appt For Tomorrow,Future Appt,Attempted Contact,Contact,Lead

5、s,Presentation,Sale,Follow Up,Attempted Contact Ratio,Contact To Appt Ratio,Referral Ratio,Close Ratio,Show Ratio,Contact To Sale Ratio,Diagnosing A Problem / Converting Activity Into Sales,,,Achtung baby!,Sales activit

6、y,Processes,Skills ratios,,,© TERRY KEW,Introduction Why Do Sales People Fail? Qualities Of Successful Sales People,,Why Sales People Fail,,© TERRY KEW,LACK OF DISCIPLINEDESIRE WITHOUT DISCIPLINE = DISAP

7、POINTMENT, DISILLUSIONMENT & DEPRESSION,In daily planning and preparation; In the way you present yourself (i.e. personal grooming); Untidy and cluttered work space (pride in what you’re doing); Getting bored with

8、 success; Being tardy (late for work, appointments, training, etc); Lethargic in gaining new business.,,Prospecting,Qualifying,Relationship Building,Uncover Needs,Proposal,Closed – Won or Lost,ACTIVITY VS ACCOMPLISHM

9、ENT,Why Sales People Fail,© TERRY KEW,POOR ATTITUDE Inflexible to handle change or growth; Incapable of effectively dealing with obstacles and challenges; Create a negative environment for others – worthless to

10、the sales team,LACK OF ENTHUSIASM,LACK OF PERSONAL AND PROFESSIONAL GOALS,POOR PRODUCTIVITY OR “TIME MANAGEMENT”,LACK OF DISCIPLINEDESIRE WITHOUT DISCIPLINE = DISAPPOINTMENT, DISILLUSIONMENT & DEPRESSION,In daily

11、planning and preparation; In the way you present yourself (i.e. personal grooming); Untidy and cluttered work space (pride in what you’re doing); Getting bored with success; Being tardy (late for work, appointments,

12、training, etc); Lethargic in gaining new business.,,Why Sales People Fail,DO YOU HAVE A SELF-IMPOSED MENTAL HANDICAP? Does this sound familiar?,I cant get him on the phoneShe won’t return my callsHe won’t give me an

13、 appointmentShe didn’t show for our appointmentI cant get him to commit,ANSWER = FOCUS,Stop blaming circumstances for your situationStop blaming other peopleGet to know your customer or prospect better everydayPer

14、sist until you gain an answerWork on your skills everydayBecome solution-orientated,,© TERRY KEW,Why Sales People Fail,,© TERRY KEW,Introduction Why Do Sales People Fail? Qualities Of Successful Sales Pe

15、ople,,© TERRY KEW,SELF-CONFIDENCE A “no limitations” belief in themselves; To develop this, use skills training and practice; Use positive affirmations (CBT).,,POSITIVE ATTITUDE,ENTHUSIASM Staying positive when

16、 others are negative,ENDURANCE Run the race to win.,DETERMINATION Saying “Yes” when everyone is else is saying “No”,Take responsibility for your own enthusiasm; Act your way into feeling; Believe in your product; Be

17、lieve in your goals; Spend time with enthusiastic people; Practice, it’s contagious (so start an epidemic),Qualities Of Successful Sales People,© TERRY KEW,SELF-CONFIDENCE A “no limitations” belief in themselves

18、; To develop this, use skills training and practice; Use positive affirmations (CBT).,,POSITIVE ATTITUDE,ENTHUSIASM Staying positive when others are negative,ENDURANCE Run the race to win.,DETERMINATION Saying “Yes”

19、 when everyone is else is saying “No”,POSITIVE SELF-IMAGE A pleasure to be with; Look successful; Be successful,GOAL ORIENTATED,ORGANISED,HONEST AND SINCERE,Qualities Of Successful Sales People,,Don’t skip a SINGLE op

20、portunity to address under-performance SUCCESS becomes a HABIT So does FAILING,,,,Be consistent with your management of the team’s performanceHold them accountable to their goal(s),,,,,,,,“What do we need to do diff

21、erently to get a different outcome?”“How can I support you?,“NEVER, NEVER, EVER GIVE UP”Winston Churchill,48% of all salespeople make one call and stop. 25% of all salespeople make two calls and stop. 15% of all