Post on 23-Jan-2015
description
“How to Grow Your Sales by 48% to 100% in the Next 12
months”
3 Rules
Play Full Out
www.askstevey.com
3 Rules
&
Energy
Full Focus
www.askstevey.com
3 Rules
Have Fun - Flexibility!
Selling Today - Problem 48% OF SALES PEOPLE NEVER FOLLOW UP
WITH A PROSPECT
25% OF SALES PEOPLE MAKE A SECOND CONTACT AND STOP
12% OF SALES PEOPLE ONLY MAKE THREE CONTACTS AND STOP
ONLY 10% OF SALES PEOPLE MAKE MORE THAN THREE CONTACTS
2% OF SALES ARE MADE IN THE FIRST CONTACT
3% OF SALES ARE MADE ON THE SECOND CONTACT
5% OF SALES ARE MADE ON THE THIRD CONTACT
10% OF SALES ARE MADE ON THE FOURTH CONTACT
80% OF SALES ARE MADE ON THE FIFTH TO TWELTH CONTACT
Selling Today - Problem
“80% OF SALES ARE MADE ON THE
FIFTH TO TWELTH CONTACT”
Selling Today - Problem
YYour Sales DNA our Sales DNA
WWhat is your goal? hat is your goal?
YYour Sales DNA our Sales DNA
….D Desire….D Desire
FEAR OF LOSS
DESIRE FOR GAIN
The Stress Gap
Kevin Davey
Pain – Pleasure
Write 200 reasons what will it cost you?
Write 200 reasons what you will gain?
VisionVision
“HIGH ACHIEVERS HAVE BIGGER VISIONS”
Jack Canfield
“Always dream big dreams. Big dreams
attract big people”Dave Linger – Re/Max
What is Your Vision?
EdisonEdison
Wright Brothers
Screen of your mind
YYour Sales DNA our Sales DNA
….D Desire….D Desire….E Educate….E Educate
SECRET # 2 “E” EDUCATE
Buyers Pyramid
Education Based Marketing
What can you Educate Your Customers about?What problem do they have?What generic problem does the market have?
STOP SELLING YOUR PRODUCT START SELLING AN EDUCTION….
Strategy to Double Your Sales
Identify List Top 100 Customers – Dream Customers Direct mail piece every 2 weeksPhone follow up Goal to meet all 100 over 12 months Goal to convert 30% into sales
GGet anyone on the Phone et anyone on the Phone
Tonality has 5 times more impact than the words you use
• The prospect’s subconscious picks up every subtle nuance in your tonality
Phone Selling
Get to the point Pace there rhythm Don’t let them rush youAttitude and confidence is important – “I'm
going to get what I want”
One Minute Visualisation
Close you eyes and relax Visualise the prospect being happy to take you
call, receptive to whatever you want to say.Visualise the prospect being happy after your
call, feeling like he or she has benefited and got something they wanted.
Visualise yourself feeling grateful
Strategic Alliances
Strategic Alliances/ Partners
In one event create over €200,000 income and still creating Income
In one weekend create €100,000 income Advertising worth €60,000 at no costStrategic alliances Sunday Business PostBartering Arrangements for Services
Strategy Alliances/ Partners
Write a list of 10 Strategic Partners/ Alliances Identify why you want to partner with them? Identify what's in it for them?Write a Letter or Send an Email of Introduction Phone ask for meeting Meet and present your case….IT’S EASY….
Use Mindstorming ”How can I get Free Advertisement in national media”?
YYour Sales DNA our Sales DNA
….D Desire….D Desire….E Educate….E Educate….S Strategic Selling ….S Strategic Selling
SECRET # 3Strategic Thinking
Vision
Who is My Competition?
External Internal
Action Item: After answering these questions, what changes will I make in
my business and by when?
What is Your Areas of Excellence?
What makes me and my business special?
Action Item: After answering these questions, what changes will I make in
my business and by when?
6. What are My Critical Constraints?
External Internal
Action Item: Knowing them, how will I remove them?
YYour Sales DNA our Sales DNA
….D Desire….D Desire….E Educate….E Educate….S Strategic Selling ….S Strategic Selling ….I Ideal Customer ….I Ideal Customer
“Focus at the TOP OF THE
PYRAMID, 20%
Customers will give you 80%
of Your Results”
Who is My Customer?Who is my ideal customer?
Revenue Personality Style
Geography Industry Verticals
Action Item: After answering these questions, what changes will I make
in my business and by when?
Am I targeting them? Watch for “referrals”
“Get in front of Customers ONE HOUR EXTRA EACH DAY,
and Ask them to buy TWICE AS
MUCH”Bob Proctor
What is my Competitive Advantage?
What makes me and my business special?
Action Item: After answering these questions, what changes will I make in
my business and by when?
YYour Sales DNA our Sales DNA
….D Desire….D Desire….E Educate….E Educate….S Strategic Selling ….S Strategic Selling ….I Ideal Customer ….I Ideal Customer ….R Results….R Results
Leads •Quotations €•Quotations #
Conversion •Conversion
Pipe Line •Sales Intake
Pool •Order Pool
Forecast •6 Monthly Forecast
WIP •WIP
Sales •Invoiced Sales
Define Your Marketing Strategy
1. Increase the number of Leads2. Increase Conversion rate 3. Increase Average Sale 4. Increase Transaction Frequency - get more residual value from each client
30%
900
100
*
=
*
2
€180,000
*
=
3,000 3,300 3,990
33% 39.9%
1,089 1,592
110 133
2.2 2.66
€263,538 €563,217
46.4 %
Increase in Sales
300%
Increase in Sales
Leads
Average
Sale
Conversion
%
#
Customers
Repurchase Frequency
Average
Sale
* *
= =
**
* *
= =
4 Ways to Double Your Sales Current Business 10% Improvement 33% Increase
Lead Generation
Marketing ParthenonIncrease Your Leads
SMS Marketing
Example • #FirstName#
Book Your FREE 1 Hr Mastering Your Business Strategy Call
Reply YES to Book.ThanksThe High Achievers ClubOptout: Visit http://tx.vc/o/17f5e
Created over €20,000 in Income
Example
"Decisiveness is a characteristic of High-Performance" Brian Tracy
Your FREE Invite to "The High Achievers Club Event" 21st Nov 7-10pmDetails Text Yes & Email
Created over €12,000 in Income
Others methods to use to Generate Leads
CRM Database – Zoho, SalesforceEmail keep in Touch Strategy Facebook Fan PagePay Per Click Advertisement FacebookReferral Program in PlaceSeminars
YYour Sales DNA our Sales DNA
….D Desire….D Desire….E Educate….E Educate….S Strategic Selling ….S Strategic Selling ….I Ideal Customer ….I Ideal Customer ….R Results….R Results….E Emotion….E Emotion
VisionSECRET # 6EmotionalSelling
EMOTIONALREASONS TO
BUY
LOGICALREASONS TO
BUY
Start Stop ExerciseKWINK: Knowing what I know now about growing
my ?… These are 3 things I must START doing now…
1.When:
2.When:
3.When:
1.When:
2.When:
3.When:
These are 3 things I must STOP doing now…
1. By When:
2. By When:
3. By When:
4. By When:
5. By When:
Action Plan in Review!
My Top 5 Action Items Are: