Summary of Sales Skills Series 10th July 2013
17
SUMMER EXAMS for sales people
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Transcript of Summary of Sales Skills Series 10th July 2013
SUMMER EXAMS
for sales people
Knowledge
Attitude
Skills
Habits
Job specification
Product / Service / Industry / Compliance / Self
Customer / Competition / Systems / Key Account Mgt
Feedback
Recognition
Reward / Incentives
Goals / Responsibilities
Routines
Rituals
Time Management / Prioritising / Activity
Stop and start listings
KASH: Maximising performance of any individual
Sales / Up selling / Cross selling / Networking
Customer service / Telephone skills
Persuasion & influencing / Negotiation skills
Communication
Presentation
Computer / Technical skills
There are only 4 possible reasons
why people don’t perform well:
1) They don’t know what they are supposed to do
2) They don’t know they are not doing it
3) They can't do it
4) They won’t do it
Sales Managers
CAN THEY?
WILL THEY?
Focus
Commitment
Application
• Conduct your own Performance Appraisal
• Which parts of KASH could you improve?
• Which factors covered are satisfactory, which are excellent?
• Value your time? Passenger or pilot?
• If things do not change, they stay the same!
12, Oaklands Avenue, Swords, Co. Dublin. Telephone: (353-1-8403059, (353 -87-2523930,
Fax: (01) 8403059, email: [email protected]. www.mcconkey.ie
IN SUMMARY
SUMMER SELLING
Some’re not!
Do You Have All The Information You Need?
50% Of Sales Opportunities Are Undermined By
Missing Information*
*Seller’s own assessments of 10,549 opportunities
© The ASG Group 2013
What InformationShould You Have?
So, what haven’t they told you?
They are talking to another two suppliers
It will need to go to competitive tender
He doesn’t have the authority to sign it off
Procurement will be in the negotiation
The process is likely to take up to 6 months
A strategy of supplier consolidation is coming
There is a competing purchase/project
We may do it in-house
What Information Are you Missing?
© The ASG Group 2013
100s of tips & tools at:
buyerinsights.comRight of Use: These slides are copyright of The ASG Group and should not be copied, distributed or shared without expressed permission.
For more visit: www.buyerinsights.com [email protected]@theasggroup.com
Effective insights for managing tough, knowledgeable and demanding
customers
Negotiating for Results
Martin Whyte
Negotiation Principles
1. Position Your Product/Service
2. Set High Targets
3. Maintain Information Skilfully
4. Know the Full Range and Strength of Your
Power
5. Satisfy Customer Needs Over Wants
6. Concede According to Plan
• Don’t make a concession unless you have to.
• Don’t make any concessions unless the other party makes a concession first
• When you give a concession, get one in return.
• If you make concessions, make sure that the way you do sends the right message
• Give up things which have high value to the other party but low cost to you.
Concession Rules
www.mbwtraining.ie
+353(42) 9662363+353(87) 2807378
Martin Whyte
Resilience, Motivation and Willpower
Neil O’Brien
timetofly.ie
