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Slide 1
How to be Successful Brian Forte Mitchell 1/Snap-on
CONFIDENTIAL
Slide 2
How to be Successful as a Mitchell 1 Rep 1.Get Organized
2.Learn your Market 3.Learn your Products 4.Prepare to Succeed
5.Work your Calendar 6.Generate Referrals 7.Measure your
Progress
Slide 3
1. Get Organized Determine which CRM system to use Sales Logic
Microsoft Outlook Act by Sage
Slide 4
1. Get Organized CRM SYSTEMs Sales Logic a)Provided by Mitchell
1 FREE !!! b)Evolving Product Designed for ISRs c)Access from
anywhere Internet is available including smart phones
https://eslx.mitchell1.com/SlxClient/Login.aspx
Slide 5
1. Get Organized CRM SYSTEMs Microsoft Outlook a)Limited
Technology b)Functional System but time consuming
Slide 6
1. Get Organized CRM SYSTEMs Act by Sage a)Complete Solution
b)Integrates well with maps, google, Outlook, and E-Marketing
Solutions c)Create and Save easily linked templates (Newsletters,
Emails, Quotes) d)Data importer and exporter for easier lists
(Excel lists) e)Save and Track Client history (including complete
emails as Attachment) M-1 Goal to get Sales Logic (created by Sage)
to this level of CRM
Slide 7
1. Get Organized CRM SYSTEMs Act by Sage a)Complete Solution
b)Integrates well with maps, google, Outlook, and E-Marketing
Solutions c)Create and Save easily linked templates (Newsletters,
Emails, Quotes) d)Data importer and exporter for easier lists
(Excel lists) e)Save and Track Client history (including complete
emails as Attachment) M-1 Goal to get Sales Logic (created by Sage)
to this level of CRM
Slide 8
2. Learn Your Market Research your Territory for Suspects
1.Sales Logic 2.Google Search a)Auto Repair Shops b)Truck Repair
Shops c)Dealers (Used and New) d)Fleet Service e)Technical Schools
3.Yellow Pages.com 4.Sales Genie 5.State Website
Slide 9
2. Learn Your Market Research your Territory for Suspects 1.Add
all Suspects into your 1 CRM system. 2.Organize by Market (county
and zip) 3.Map Suspects
Slide 10
2. Learn Your Market Research your Territory for Suspects 1.Add
all Suspects into your 1 CRM system. 2.Should have a minimum of
2500 per Territory
Slide 11
2. Learn Your Market Research your Territory for Suspects 2.
Organize by Market (county and zip)
Slide 12
2. Learn Your Market Research your Territory for Suspects 3.
Map Suspects
Slide 13
3. Learn Your Products Management Estimating Repair - Marketing
- Add-Ons New Rep Training nrt120.com (veterans should review as
well) Product Training Videos RepHelp.com Manager Forum Performance
Center RepairCert.com
Slide 14
4. Prepare to Succeed 1.Entrepreneur Attitude 2.Set Goals
3.Dress for Success 4.Understand Budget 5.Understand Bonus
Plan
Slide 15
4. Prepare to Succeed 1.Entrepreneur Attitude a)Believe you
will Succeed (You have everything you need) b)Knowledge will give
you Confidence c)This is YOUR Business (Not a JOB) d)In Business
for Yourself but not BY YOURSELF e)Continuing Education (Books,
CDs, Functions) f)Your ATTITUDE will determine Your ALTITUDE
Slide 16
4. Prepare to Succeed 2.Set Goals GET SMART When Setting Goals
S Specific M Measurable A Action Plan R Realistic T Time
Specific
Slide 17
4. Prepare to Succeed 3.Dress for Success You ONLY have 1
Chance for a GOOD FIRST IMPRESSION a)Clean Shaven b)Dress 1 level
above Prospect c)Represent Yourself d)Represent Mitchell 1
Slide 18
4. Prepare to Succeed 4.Understand Budget a)Review Daily,
Weekly & Monthly Goals every Day b)Review your Budget Daily
c)Adjust your Actions as needed to Succeed d)Dont neglect Renewals
(could be as much as 40% of income)
Slide 19
4. Prepare to Succeed 6.Understand Bonus Plan Can Make up for
10% + of your Income Target your Budget plus $4700.00 every month
Must be at 95% in Total Quarterly Budget to Qualify 1 of 3 Targets
@ 100% 2% 2 of 3 Targets @ 100% 4% 3 of 3 Targets @ 100% 6% Bonus
Accelerator Exceeds Quarterly Sales Volume by $3000-$9000 2%
Exceeds Quarterly Sales Volume by $9001-$14000 4% Exceeds Quarterly
Sales Volume by $14001 or greater 6%
Slide 20
5. Work your Calendar If you FAIL TO PLAN / You should PLAN TO
FAIL 1.Schedule Phone Calls 2.Schedule 10 Cold Calls per Day
3.Schedule Follow Ups 4.Schedule Presentations (normally done on
the go) 5.Schedule Manager Trainings (1 hour per week for 4 weeks
after Install) 6.Schedule Current Client Goodwill Visits 7.Work
Geographically (work zip codes when possible)
Slide 21
5. Work your Calendar If you FAIL TO PLAN / You should PLAN TO
FAIL
Slide 22
5. Work your Calendar If you FAIL TO PLAN / You should PLAN TO
FAIL 1.Schedule Phone Calls a)Schedule Presentations b)Schedule
Partner Meetings and Ride-A long's c)If you want a better closing
rate NO PHONE FOLLOW-UPS d)It is much easier for a Prospect to Say
No over the Phone
Slide 23
5. Work your Calendar If you FAIL TO PLAN / You should PLAN TO
FAIL 2.Schedule 10 Cold Calls per Day a)Schedule by Zip Codes b)Use
a map program to keep you efficient
Slide 24
5. Work your Calendar If you FAIL TO PLAN / You should PLAN TO
FAIL 3.Schedule Follow Ups a)Go Back and see Prospect b)Overcome
Objections I know how you feel, I had felt the same way but this is
what I found. c)Ask 3 questions Do you see how this tool will make
you $$$ ? Do you see how this tool will save you time ? Do you want
to join the 40% of the shops that use this tool ? d)ASK FOR ORDER !
Be prepared with Contract already done ! Is there any reason for us
not to get started and Schedule your Installation and Personalized
Training ?
Slide 25
5. Work your Calendar If you FAIL TO PLAN / You should PLAN TO
FAIL 4.Schedule Presentations Know your calendar and be flexible to
Schedule the $$ Making Appointments Be Prepared to show all
products at time of Appointment (Manager, Estimator, Repair, Social
CRM & Bolt-On) Show all whenever possible so that Prospect
knows we have it when competition calls ! At Presentation ASK FOR
ORDER 3 Yes Questions ASK FOR REFERRALs Dont be afraid to tell
prospect that you recently set up his competition down the street.
(Fear that competition has more then him)
Slide 26
5. Work your Calendar If you FAIL TO PLAN / You should PLAN TO
FAIL 5.Schedule Manager Trainings 1 st Week Schedule 3 hours
Installation and Training Basic work flow and set up Partner
Credentials and set up 2 canned jobs. ASK for REFERRALs 2 nd Week
Schedule 1 hour Review Invoices and History Go over reports Teach
Part Kits and more Canned Jobs ASK for REFERRALs 3 rd Week Schedule
1 hour Verify System Knowledge ASK for REFERRALs 4 th Week Schedule
15 minutes ASK for REFERRALs
Slide 27
5. Work your Calendar If you FAIL TO PLAN / You should PLAN TO
FAIL 6.Schedule Current Client Goodwill Visits Schedule 15 minute
appointments Give Support and talk about new products Set Up with
ProDemand and review with client Validate everything going alright.
It is best to stop by at least once every 3 months Shops will not
buy if you only go by to SELL. Renewals can count for as much as
40% of your income ! People Dont Care How Much You Know Until They
Know How Much You Care !!!
Slide 28
6. Generate Referrals 1.Communicate with Parts Partners (
OReilly, CARQUEST, Uni-Select ) Have lunch with Outside Sales Reps
and educate on our Products 2.Ride A long's with Parts Partners
Schedule Parts Partners to Ride Along 3.Join ASA or other Auto
Groups 4.Always ask Current Clients for Referral's (Offer
Incentives) 5.Chamber of Commerce or Other Networking Groups 6.Set
up Your Own Facebook Page 7.Send out Email Updates