Dermot McConkey - Sales Training event, January 14th

Let’s have a good moan about Sales

Success does not come to you. You go to it!

2016

MOAN My target has gone up …again?

MOAN No one has any money!

2016

How will I ever hit that target? MOAN

MOAN The weather is crap

C-Cri&cismR-Rejec&onA-AssholesP-Pressure

FACTWe have to work harder, faster, more efficiently, for longer hours and with less job security than ever before. That is life today.

FACTThere is no such thing as failure.

Only feedback!

Physicians emphasise the need for hygiene in the prevention of illness. We must wash our hands before eating. Our environment must be clean to discourage the proliferation of pests that spread disease.

FACT The Thinking Parallel

Knowledge

Knowledge

Knowledge

You must prepare the mind for sales. You must positively plan who and how many you target - how and when you approach them- what questions you ask them - how you present your solution/s - how you ask for the business - how you ask for referrals. If you do not….your subconscious mind will take over and convince you its not going to work!

FACT The Sales Thinking Parallel

You know you must … * prepare the mind for sales. * positively plan who and how many you target * how and when you approach them * what questions you ask them * how you present your solution/s * how you ask for the business * how you ask for referrals.

FACT The Sales Thinking Parallel

Sales Fact Thesalesforcearegenerally

responsibleforupto

ofacompany'srevenueand

15% to 25% ofexpenses.

PLANNING for

SUCCESS

•  Unemployment down from 15%+ to 9.4% •  Recruitment growing again •  Pay increases back…plus bonuses •  Consumer confidence up / spending more •  Economy growing •  House prices increasing •  Credit improving…a bit! •  Euros 2016!

Reasons to be positive?

What is your time worth?

If Annual

earnings are

Every hour

is worth

Each minute

is worth

€50,000

€26.00

€0.43

€60,000

€31.00

€0.51

€75,000

€38.00

€0.64

€100,000

€51.00

€0.85

€125,000

€64.00

€1.07

2448hourworkingdays/assuming5dayworkingweek

Work when at work

DEMANDS

Minimum standards

Essential

procedures

Specific

tasks

Responsibility which cannot be delegated

Compliance & Regulation

Business retention and development

Move with

the times

Factors influencing business today

Sales

Targets

Health

& Safety

CONSTRAINTS

Resources

Technology

The

Organisation

Your Manager’s ability

Budget

Performance

Recent history


Interest Rates

Recent history

What is

done

When it is

done

How it is

done

Who does it

CHOICES

Where it is done


Focused email shot campaigns

Public relations: Celebrate anniversaries

Joint mailing exercises

Guest speaking at events

Interview articles with prospects

More industry involvement

CPD

Buy mailing lists and use

same Update your

Website

Write a book / booklet

Consider 3rd party link-ups

Product range diversification

Moving to fee based service

Look at skills improvement for me & staff

Exhibition stands

Compliance and regulation

Advertising

More technological advancements

Conduct more annual reviews

Develop customer service charter

Improve my letter / email / report writing skills

Engage telemarketing Videos eZines

Sponsorship

Develop Notice Board posters

Better teamwork

Consider mergers & acquisitions

Write a regular article for the media

Newsletters

Develop Social media

Develop referrals

Improve time management

Conduct research / publish findings

Run Seminars

1 hour per day

PROSPECTING

Old thinking New thinking

Manage time Manage energyAvoid stress Seek stressLife is a marathon Life is a series of sprintsDowntime is wasted time Downtime is productive timeRewards fuel performance Purpose fuels performanceSelf discipline rules Rituals ruleThe power of positive thinking The power of full engagement

The Power of Full Engagement

Focus Focus Focus Focus Focus

Let’s have a good

M.O.U.N. about Sales

Questions that most will want answered

TheM.O.U.N.Ques&onprocess

Yousaytoyourprospect

“Michelle we conducted a piece of research in this area and you might be

interested in our findings. 4 things jumped at us in particular.


Askyourselfthe4ques&onsAnswerthe4ques&onsyourselfAsktheprospectthe4ques&onsThenpresentyour4answers

TheMOUNQues&onprocess

Mistakes

Overlook

Understand

Need to do or check out

D E C I S I O N

Askyourselfthe4ques&ons,answerthemyourself,asktheprospect,thengivethemyouranswers

No one wants to make mistakes others have made or are making

No one wants to overlook or not consider something of importance

No one wants to misunderstand anything of great importance

Everyone knows they should check out (or do) everything possible before committing to any important decision

today

What types of mistakes do customers tend to make while making this kind of decision? What do customers most frequently overlook or not consider? What are the most difficult things for a customer to understand? What would a customer need to do or check out to reach a fully informed decision?

1

2

3

4

The M.O.U.N. Question strategy


Askyourselfthe4ques&onsAnswerthe4ques&onsyourselfAsktheprospectthe4ques&onsThenpresentyour4answers

Say I’m selling Sales Training

What types of Mistakes do customers tend to make while making this kind of decision? Thinking they could do it better themselves. Not having experienced trainers and educators. Saves money! But…taking people away from their main jobs. Having limited external knowledge of market trends and new ideas. Not having a wide range of skills – telephone, written, F2F, Group presentation. Not having e.g telephone recording or video equipment

MISTAKES?

AMOUNonthesubjectoftraining/development

What do customers most frequently overlook or not consider? The benefit of an outsider giving advice (no political agenda). The benefit of improved performance on the bottom line. Staff retention. It can motivate staff to stay with the company. It builds staff’s confidence eg sales – asking for more orders / or referrals It can be part of a career development plan. Better long-term, customer relationships as a result. Perhaps it could qualify for support funding. It creates consistency across the board. If you think training is expensive, try not training!

OVERLOOK?


What are the most difficult things for customers to Understand? Cost benefit analysis – cost versus an investment? Not understanding how the competition have moved on. The human touch is better than technology – better connections. It creates a “subs bench” of stars to take the place of others in time. It can build motivation levels that leads to increased productivity. It promotes teamwork. It helps identify skills gaps. Provides an incentive to learn and grow. It needs to be continuous (repetition, repetition, repetition). It promotes innovation and creativity eg how to reduce costs. It can attract prime targets to your company.

UNDERSTAND?


What would a customer Need to do or check out to reach a fully informed decision? Pick an experienced professional who’s worked in your industry. Check out their testimonials – what others say about them. Check what they would do before, during and after? Check are they good communicators? Check if they have been published? If so, where? Check if they would they conduct a freebie presentation for you? What does their website say about them? What is their after-sales service like? What are their payment options?

NEED TO DO OR CHECK OUT?


The M.O.U.N. Question strategy could be done on…. Why use your product / service? Why use your company? Why use you as the KAM?

The M.O.U.N. Question strategy could be done on…. Why your product / service? Why your company? Why you as the KAM? On the competition On the timing On the financial implications On the quality of….versus others On the quantity of options open through you

Dermot McConkey - Sales Training event, January 14th

Sales

Transcript of Dermot McConkey - Sales Training event, January 14th