Post on 14-Dec-2014
description
The Steel Method
SALESMANAGEMENT
Stop Hiding Start Managing
2.0
The Steel Method
What You’ll Learn:
How to make your current team better
The 3 principals of disconnection
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READY?
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LET’S START BY DISPELLING SOME MYTHS.
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FIRST Sales people are not greedy.
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SECONDSales people are not lazy.
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FINALLY Sales people are not self centered.
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So what exactly is a sales person?
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A sales person is a tool to get
your offering out to prospects
and/or customers.
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It’s true we can control the offering and
we can shape the message presented.
But it’s the Sales person’s style, presentation and skills that will determine how the customer or prospect will feel about us.
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In other words…
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IT’S NOT WHAT YOU SAY IT IS.
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IT’S HOW THEY SAY IT.
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AND THAT COULD BE VERY SCARY.
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VERY, VERY SCARY!
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DO YOU HAVE THE RIGHT SALESPEOPLE?
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WOULD YOU KNOW WHO IS THE RIGHT ONE?
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YOU SHOULD KNOW.
HJAHuman Job Assessment
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SO WHAT CAN YOU DO?
Know your team.
Don’t leave hiring up to chance.
Work on strengths not weaknesses.
Build a well rounded team.
Never stop training.
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FIRST Know their Personality.
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SECOND Know their skills.
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FINALLY know what they are saying.
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YOU NEED TO KNOWYOU NEED TO KNOW.
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EVEN IF IT DOESN’T LOOK GOODEVEN IF IT DOESN’T LOOK GOOD.
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DON’T WORRY, IT USUALLY DOESN’T
LOOK GOOD.
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LET’S GET TO KNOW YOUR TEAM.
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READY?
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WHAT ARE THEY LIKE?
AssertiveDrivingCompetitiveForcefulInquisitiveDirectSelf Starter
InfluentialPersuasive
FriendlyVerbal
CommunicativePositive
CompliantCarefulSystematicPreciseAccuratePerfectionistLogical
DependableDeliberate
AmiablePersistent
Good ListenerKind
Dominance(Power)
Influence(People)
Compliance(Policy)
Steadiness(Pace)
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WHAT DO THEY LIKE TO DO?
Cold Call(Prospect)
Network(People)
Negotiate(Complex Sale)
Support(Existing Business)
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WHAT DO THEY LIKE TO DO?
Cold Call(Prospect)
Network(People)
Negotiate(Complex Sale)
Support(Existing Business)
WHAT DO YOU WANT THEM TO DO?
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Salesmanship is a Skill.
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Product Knowledge
SellingSkills
ObjectionHandling
They Don’tHave a Clue
WHAT SKILLS DO THEY HAVE?
SpinSelling
Cold Calling
NeedsAssessment
PrimarySellingIndustry
Training
School ofHard Knocks
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If you do not believe In Sales Training
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and it is working, do nothing
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else Start Training!
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There is only one placeto evaluate a sales rep.
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In the field.
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Then you will know what you are paying for.
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Fix
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Before you Fire!
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ANY SALES TEAM CAN BE GREAT.
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EVENYOURS!
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Don’t be afraid to
hire new reps.
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HOW DO YOU FIND THE RIGHT ONE?
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THERE ARE SO MANY CANDIDATES
HOW DO YOU CHOOSE THE “RIGHT” ONE?
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Your gut instinct?
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Their likeability?
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Your pocketbook?
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In other words…
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You guess!
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What’s even worse…
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THE PERSON YOU ARE SEEKING MAY NOT BE THERE.
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IF THEY ARE, YOU MAY BE DOING A
LOT OF SEARCHING TO FIND THEM.
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YOU NEED TO KNOW WHERE TO LOOK.
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AND YOU NEED CLARITY.
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TO FIND THEM..
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HOW DO YOU KNOW WHEN YOU FIND THE RIGHT PERSON?
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TEST.
PPAPERSONALITY PROFILE ASSESSMENT
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PPAPERSONALITY PROFILE ASSESSMENT
HJAHuman Job Assessment
=
THE RIGHT PERSON.
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THEPERSON
PERSONALITY PROFILE ASSESSMENT
THEJOB
Human Job Assessment
=
AGAIN IN ENGLISH.
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DOES YOUR CURRENT TEAM MATCH?
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PROBABLY NOT.
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and
that’s OK.
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REMEMBER: YOU’RE BUILDING A TEAM
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YOU WOULDN’T WANT ALL YOU WOULDN’T WANT ALL QUARTERBACKSQUARTERBACKS.
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A STRONG TEAM.
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@@ SCHOOL
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WE WERE TAUGHT: WORK ON THEIR WEAKNESSES.
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WHY NOT:ENCOURAGE THEIR STRENGTHS.
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NOT ALL PEOPLE ARE GOOD AT ALL TASKS.
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FIND THE TASKS THAT THEY ARE GOOD AT.
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AND MAKE THEM BETTER.
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STRENGTHS NOT WEAKNESSES.
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Before you Fire
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FIX!
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TRAIN!
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TRAINING MAKES PEOPLE BETTER.
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MYTH:
GREAT SALES PEOPLE ARE BORN THAT WAY.
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FACT:A PERSON IS BORN A
GOOD SALES PERSON,
AND TRAINS TO BE A
GREAT ONE.
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PPAPERSONALITY PROFILE ASSESSMENT
ASAll Star
= + TTRAINING
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DISCONNECT PERSON DOES NOT MATCH THEIR JOB.
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BE FLEXIBLE.
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CONNECT CHANGE THEIR JOB
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DISCONNECTTHE JOB DOES NOT MATCH THEIR COMPENSATION.
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BE FLEXIBLE.
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CONNECTCHANGE THEIR COMPENSATION.
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DISCONNECT THE TASKS DON’T MATCH THEIR GOALS.
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BE FLEXIBLE.
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CONNECT CHANGE THEIR TASKS AND/OR THEIR GOALS.
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THE KEY IS FLEXIBILITY.
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ASALL STAR
=DT
DAILY TASKS
+ RCRIGHT
COMPENSATION
GGOALS
THE FLEX EQUATION.
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It is better to have a well rounded
team than one that only thinks and
acts one way.
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REMEMBER-TEAMREMEMBER-TEAM.
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PROBLEM
In most companies, Flexibility
Is subordinate to Standardization
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Standardization.
Easy to administer
Easy to manage
Does not allow creativity
Adversely affect moral
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Flexibility.
Attract All Stars
Increase Productivity
Goal Focused
Result Driven
Time Consuming
Difficult to Manage
Promotes individuality
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MAKE YOUR TEAM Better.
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MAKE THEM BETTER INDIVIDUALS.
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The Sum is greater than
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the Parts!
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Question:
What is most important to sales people?
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Hint:
It is the same kind of things that are important to your customers.
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The first motivator is MONEY.
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TIME is equally as important.
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And let us not forget RECOGNITION..
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THE PRIMARY NEEDSTHE PRIMARY NEEDS.
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FINANCIAL
IMAGE
EFFICIENCY
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Question:
What is most important to YOUR sales people?
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Answer:
If you don’t know, you need to askthem.
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Sales people will work for less money if you pay them in other ways
Enough money
Too Much Money
There is a minimum amount of money people will work for, once that is reached they need more to make them happy
Living expenses
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What makes sales people seem lazy?
Question:
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It begins with a
Hint:
C
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Commission based compensation.
Answer:
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Work hard when you start off and thenall you have to do is maintain the customer.
Why?
Because that is what you are telling them to do.
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Why Not?
Set a goal and pay them for achieving it.
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Paying on Achievement.
In the long run you and the sales person are happy with the results.
You pay more in the beginning.
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UpperManagement
Management Sales PersonGoal
OLD WAY OF SETTING EXPECTATIONS
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UpperManagement
Management Sales PersonGoal
NEW WAY OF SETTING EXPECTATIONS
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You NEED TO BE INVOLVED!
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YOUR TEAM NEEDS TO BE INVOLVED!
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ABOUT THE AUTHOR
David Steel is the President of New Jersey-basedsales consultancy, The Steel Method, LLC. The SteelMethod supplies the “glue” that holds your sales teamtogether: education, programs, seminars, workshops,
compensation, and more
Visit www.thesteelmethod.com