Social Sales Training Intensive Part 1

Social Selling Intensive @SocializedTeam© (Sales Models and Process) Bill Gibson and Shane Gibson

Social Selling Intensive

With @ShaneGibson

#SocializedCamp @CeilisVan

Wifi: Ceilis Public

irishnet1

R.O.I. Personal Assets

TimeTime

EnergyEnergy

AbilityAbility

MoneyMoney

ReputationReputation

Short Term / Long Term / Joy

Spend Invest

D - DetachD - Detach

The A B C’s of Targeting

Passive & Lower Relationship Selling

C Convenient

Lower Yield & Smaller

Investment

BBeneficial

Pro-active & High Relationship Selling

A Absolute

High Yield & Larger

Investment

GAINREGAINDEVELO

PRETAIN

NON-USERSUSERSCATEGORY

5th & Onward

Converted

2 of 100

3 of 98

4 of 95

10 of 91

81 of 81

Percentage

(100 Competitor’s Clients Converted)

“It could take 25 calls to convert # 81”

Sales Conversion Ratio

Targeting Criteria Examples

• Number of staff that work for the company

• The volume of income that company generates annually

• Number of staff in a particular division • Business stage or cycle• Web presence

Targeting Criteria Examples

• Organizational attitude toward education, development and training

• Number of locations outlets• Their geographical location• Familiarity with our brand• Access to senior executives• Industry/sector

Targeting Criteria Examples Individual

• By industry

• Geography

• Stage of Career

• Stage of Life

• Age of children

• Need for our offering

• Financial situation or access to finance

Targeting Criteria Examples Individual

• Referral or influence power • High value buyer • History of purchases• Time commitments or availability • Decision making style • External Influences • Career Aspirations •

Criteria1. Potential Funds to Invest

A. $300,000 +B. $50,000 - $299,999C. Under $50,000

2. Cycle of LifeA. Married with or without dependants and / or Within

10 years of retirementB. Single with responsibility – dependantsC. Single and no responsibilities

Criteria Continued…3. Geographic Location

A. Vancouver (within 30 minutes from home or office)B. Metro Vancouver (more than 30 minutes from home or

office)C. Outside of Metro Vancouver

4. Acceptability and/or Natural fit (Relationship, Culture, Gender, Social Styles, Politics, Ethics)

A. Easy to approach/Excellent natural fitB. Somewhat easy to approach/Some fitC. Awkward to approach/Not a good fit

Criteria Continued5. Financially Responsible

A. VeryB. SomewhatC. Impulsive, Bad Credit, not a planner at all

6. Level of Maintenance Needed:A. Busy, calls for updates/with questions once in a while, tends

to follow-through on mutually agreed upon strategies. Light monitoring of portfolio.

B. Calls us with quite a few questions, is somewhat in-decisive at times, does value our opinion most of the time. Regularly checks their stocks and investments.

C. Lots of spare time, calls us constantly, changes their mind and investment strategy a lot. Usually second guesses us, doesn’t value our time. Full time job is to make sure we’re on track.

Criteria Continued7. Profession, Occupation, Job Position

A. Graduate & professional people, senior executive, successful entrepreneur, realtors, public figure, producers etc.

B. Middle manager, supervisor, trades person, small business owner, teacher, civil servant,

C. Support staff, admin staff, clerical workers, etc.

Retain Strategy• Pro-active servicing

• Incentives for loyalty

• Special treatment

• Frequent contact

• Relationship building

• Some developing

• Close monitoring

Retention Facts

In banking, a 20 Year customer is worth 85% more in profits than a 10

year customer

In most businesses, boosting retention by 2% has the same effect on profits

as cutting costs by 10%

Relationship Building Model

TimeFrequen

cy Length

Genuine Assistance

(TLC) ( Entertainment)

++Relationship==

Commitment from Both PartiesCommitment from Both Parties

Retain Strategy – Risk List

• Political differences between two companies• Poor service• Competitors are aggressively pursuing them• Turned down for finance etc.• Unhappy with price, rate or policy• Hasn’t been visited for quite some time• Change in their management• Change in our sales representative handling

them• Not enough personal attention

Develop Strategy

• Needs analysis• Add-on, up selling and cross sell

strategies• Pro-active selling & servicing• Relationship marketing• Special Treatment• Frequency of contact

Regain StrategyRenewing of the relationship strategies• Presenting something new• Correcting situations and being

humble where the relationship ended due to problems

• Frequency of calling• Making them part of the VIP strategy

once they are on side

Gain Strategy• “Be seen” where these potential clients are• Utilise frequency of contact and be of real help• Build a funnel through social media engagement• Treat these potential A-group clients as if they

are already a heavy user of your services• Utilise your network for introductions and

referrals• Continual prospecting (CCIC)• Be a “pro” at rapport building• Be unique

CorporateGroup

Most Wanted ListPage

A 1 of 1

Date : Product : Social Selling System Sales Person : Shane Gibson

Main Criteria : 50 or more sales people in the company. Person/company responsible for handling training for the company.

Secondary Criteria :

Actually changing from passive to pro/active marketing and selling. Invests more than 100,000 annually in sales training. Volume – 50 million annually/person/company excellent contacts

Heavy UsersRetain

Light UsersDevelop

Non – UsersRegain

Non – UsersGain

FordACLCMA CGACorning

Liberty Life – SASage Life – SAHomenet – SAWakefileds – SAMax Prop – SAAida – SAFraser Real Estate – CanadaSask Ins Corp - CanadaJustin – Avon – SANBS Bank – SAFirst National Bank – SAIBM

SeaboardManagement Recruitment – USATriple A Employment – USARemax – CanadaInd Ins Agents of MichiganToronto Dominion Bk – CanadaRoyal Bank – CanadaC/B of CanadaHong Kong Bank of CanadaCalifornia Credit Union League

Sanlam – SAOld Mutual – SAFedlife – SAABSA Brokers – SACentury 21 – CanadaSA BreweriesDouglas GreenPersetelMecedes - SAToyota - SA

Successful Sales and Personal Marketing

“Creating an environment where an act of faith can take place.”

Credibility

• Being seen as a peer and business person not simply transaction focused.

• Asking intelligent questions– Doing our research– Having a “natural” process for needs analysis

• Being passionate and confident in:• Our self• Our company• Our industry• Our solution

• Keep Commitments

In Most Transactions

“If two people do not like and respect each other ... the

details won’t matter because there probably

won’t be a transaction”

Myth“Use

relationship skills

to get the deal”

Today’s Truth

“The relationship is

the deal!”

What “do you” or “would you” expect, or want, from someone close to you in a

long term relationship?e.g. Spouse, significant other,

boyfriend, girlfriend, son, daughter, business partner

What do you expect or want in your own personal banking relationships for you to be very happy in

the long term as a customer?

1. Attraction

2.Exploration

3.Development

4.Commitment

5.Unity Stage

The 5 Relationship Development Stages

Flirtation A Few Dates Steady Dates Engagement Marriage

A Stranger An Acquaintance

An Associate

A Friend A Best Friend

The 5 Relationship Development Stages

1. Attraction

2.Exploration

3.Development

4.Commitment

PotentialSupplier

Short TermSupplier

DevelopingSupplier

Trusted LongTerm Supplier

Trusted Advisor & Partner

Watching Testing Bonding Trusting Entrusting

5.Unity Stage

Frequency Selling (Data Base)

Reach 50 of the Right Potential Clients

20 Times with the Right MethodsRather than

1000 Potential Clients ONCE

(100 Competitor’s / Our Clients Converted)

Sales Conversion / Retention Ratio

5th & Onward

Converted

2 of 100

3 of 98

4 of 95

10 of 91

81 of 81

Percentage

Why Frequency Works• 48% of all sales people make one call and

after a solid “NO” from a potential client - they stop calling

• 25% make two calls and stop

• 15% make three calls and stop

• 12% make three calls and continue. These people are responsible for 80% of all sales

– National Dry Goods Assoc. USA

Primary Tools

• Personal sales calls• Personal lunches / dinners / etc• Invitations to functions and events• Co-incidental encounters• Telephone calls• Web conference / Skype /

Hangouts

Secondary Tools

• Team member contact• e-mail• Text• Twitter, Facebook, Linkedin,• Personal thank you’s• Gifts or promotional items

Other Tools• Congratulations• Greeting Cards• Post Cards• Articles written by you or articles

of interest• Your/Company blog posts• Curated relevant content• Endorsements

“I have never heard someone listen their way out of a deal…”

- Zig Ziglar

Needs Analysis Approach

• Forces you to listen• It makes the client think and explore• Pertinent questions are not missed• It leads the client• Sufficient information is gathered• Sales points are suggested and tied to the

answer• Adds Value

Needs Analysis Approach

• Really get to know their

Likes Problems Objectives

Dislikes Achievements Values

Fears Dreams Goals

Beliefs Challenges Motivations

No fit = referral = credibility = referral

The Power of Interviewing Questions

• If they are asked correctly, 80 % of your vital information should come from 20% of your questions

• The other 80% help to build flow and rapport

The Power of Interviewing Questions

• Intelligent questions:– Demonstrate you are a professional– Show you are competent– Build trust– Prove you are concerned about the

client’s needs

The Needs Analysis Questionnaire

20 % of the questions

80% of the vital information

20 % of the questions

80% of the vital information

General Standard Easy Questions

More focused opinions that begin

to tell a story

In the beginning

At the end of the questionnaire

Confidential Personal Financial

Remember When Asking Questions

• The use of a mixture of types of questions will make it more comfortable for the client, allowing variation in their style of answering

• Some times it is not the words you say when asking questions but how you say it that will determine its effectiveness.

Social Sales Training Intensive Part 1

shane gibson

process bill gibson

socializedteam sales

social styles

sales conversion ratio

time job

lots of spare time

support staff

Business

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