Copyright 2010 | REV Sales Ltd Struggle Free Selling Workshop Cape Town & J’Burg Mike Clark November 2011
Copyright 2010 | R
EV
Sales Ltd
Struggle Free Selling Workshop
Cape Town & J’BurgMike Clark
November 2011
Agenda
1. Sales Challenges
2. Unconscious Beliefs
3. Sales vs Marketing Processes
4. BUYER & SALES Cycle
5. Turn Your Sales Process Into An Asset
6. Closing Techniques
Copyright 2010 | R
EV
Sales Ltd
Unconscious Beliefs
Quantify - How are your negative Unconscious Beliefs affecting your business?
Copyright 2010 | R
EV
Sales Ltd 1. Book
Appointment
2. Sales Appointment / Presentation
3. Proposal
4. Sale
Marketing vs Sales
Marketing Funnel
Sales Process
Setting Meaningful Targets!
Daily Weekly Monthly Quarterly Annual
£2,000 £10,500 £42,000 £125,000 £500,000
Step 1
Determine your Financial Targets
Setting Meaningful Targets!
Daily Weekly Monthly Quarterly Annual
£2,000 £10,500 £42,000 £125,000 £500,000
Step 1
Determine your Financial Targets
You now know you need to make 2 sales a day of your £1000 P/S
Advanced Numbers to Know
Step 2
Determine your Activity Targets
Ratios Name Conversion Rate Daily Activity
Appointment : Sales
Sales Rate50%
4 Sales Appointments/day
Contacts :Appointments
Appointment Rate 50%
Book 8 Appointments/day
Calls : Contacts
Contact Rate50%
32 Calls/day to contact 16ppl
Advanced Numbers to Know
Daily Weekly Monthly Quarterly Annual
£2,000 £10,500 £42,000 £125,000 £500,000
4 sales appBook 8 appCall 16 leads
20 sales appBook 40 appCall 80 leads
80 sales appBook 160 appCall 320 leads
240 sales appBook 480 appCall 960 leads
960 sales appBook 1920 appCall 3840 leads
Step 2
Determine your Activity Targets
Copyright 2010 | R
EV
Sales Ltd
Case Studies
Steps in the process Result
Attend a Webinar / Event 100Invite to a 1:2:1 session 30%Show Up to 1-2-1 20 of 30Sales Appointment 40%Sales 8
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EV
Sales Ltd
Exercises
1. Review your sales process & discuss new insights with your buddy
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EV
Sales Ltd
Exercises
1. Review your sales process & discuss new insights with your buddy
2. In pairs, list out the Benefits of having a clearly defined, documented and replicatible sales process
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EV
Sales Ltd
Benefits of a well structured Sales Process
Set Meaningful Targets Increased ability to Hit Targets (Financial & Activity)
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EV
Sales Ltd
Benefits of a well structured Sales Process
Set Meaningful Targets Increased ability to Hit Targets (Financial & Activity)Team has clarity of what’s expected of them
Copyright 2010 | R
EV
Sales Ltd
Benefits of a well structured Sales Process
Set Meaningful Targets Increased ability to Hit Targets (Financial & Activity)Team has clarity of what’s expected of themSubconscious and Unconscious leadership
Copyright 2010 | R
EV
Sales Ltd
Benefits of a well structured Sales Process
Set Meaningful Targets Increased ability to Hit Targets (Financial & Activity)Team has clarity of what’s expected of themSubconscious and Unconscious leadershipTurns your sales process into an Asset for your business!
Copyright 2010 | R
EV
Sales Ltd
Benefits of a well structured Sales Process
Set Meaningful Targets Increased ability to Hit Targets (Financial & Activity)Team has clarity of what’s expected of themSubconscious and Unconscious leadershipTurns your sales process into an Asset for your business!Others can sell your products/services
Copyright 2010 | R
EV
Sales Ltd
Benefits of a well structured Sales Process
Set Meaningful Targets Increased ability to Hit Targets (Financial & Activity)Team has clarity of what’s expected of themSubconscious and Unconscious leadershipTurns your sales process into an Asset for your business!Others can sell your products/servicesAllows you to focus on Higher Value Activities
Copyright 2010 | R
EV
Sales Ltd
“Within months we saw a 660% increase
We are now the UK’s largest Business Mentoring Org.
Copyright 2010 | R
EV
Sales Ltd
“Within months we saw a 660% increase
We are now the UK’s largest Business Mentoring Org.
We have created JVs that give us Nation-wide exposure & 1000’s leads a month”
Copyright 2010 | R
EV
Sales Ltd
They’re sales team went from 1 sales from 60 leads for a £1500 sale...
Copyright 2010 | R
EV
Sales Ltd
They’re sales team went from 1 sales from 60 leads for a £1500 sale...
To 12 sales from 25 leads - 48% conversion rate!
Copyright 2010 | R
EV
Sales Ltd
They’re sales team went from 1 sales from 60 leads for a £1500 sale...
To 12 sales from 25 leads - 48% conversion rate!
From £1.5k to £18,000 in less than 2 months
Copyright 2010 | R
EV
Sales Ltd
Discussion Time...
By yourself or in pairs, create Questions or
Insights you have about the BUYER or SALES Cycle
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EV
Sales Ltd
Turn Your Sales Process Into An ASSET For Your Business!
Know the Steps of your Sales Process
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EV
Sales Ltd
Turn Your Sales Process Into An ASSET For Your Business!
Know the Steps of your Sales Process
Be able to articulate it so ANYONE can follow it
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EV
Sales Ltd
Turn Your Sales Process Into An ASSET For Your Business!
Know the Steps of your Sales Process
Be able to articulate it so ANYONE can follow it
Document it!
Copyright 2010 | R
EV
Sales Ltd
Turn Your Sales Process Into An ASSET For Your Business!
Know the Steps of your Sales Process
Be able to articulate it so ANYONE can follow it
Document it!
Make it leverage-able
Copyright 2010 | R
EV
Sales Ltd
Turn Your Sales Process Into An ASSET For Your Business!
Know the Steps of your Sales Process
Be able to articulate it so ANYONE can follow it
Document it!
Make it leverage-able
Clear strategic plan to tap into new markets
Copyright 2010 | R
EV
Sales Ltd
Turn Your Sales Process Into An ASSET For Your Business!
Know the Steps of your Sales Process
Be able to articulate it so ANYONE can follow it
Document it!
Make it leverage-able
Clear strategic plan to tap into new markets
Activate Dormant Revenue Streams
Copyright 2010 | R
EV
Sales Ltd
Turn Your Sales Process Into An ASSET For Your Business!
Know the Steps of your Sales Process
Be able to articulate it so ANYONE can follow it
Document it!
Make it leverage-able
Clear strategic plan to tap into new markets
Activate Dormant Revenue Streams
Create the ‘Environment’ to Grow a sales team
Copyright 2010 | R
EV
Sales Ltd
Turn Your Sales Process Into An ASSET For Your Business!
Know the Steps of your Sales Process
Be able to articulate it so ANYONE can follow it
Document it!
Make it leverage-able
Clear strategic plan to tap into new markets
Activate Dormant Revenue Streams
Create the ‘Environment’ to Grow a sales team
Objective vs Subjective Sales Management
Copyright 2010 | R
EV
Sales Ltd
Exercises
Quantify in Rands...
1.If you don’t have this in place, what is it costing you?
Copyright 2010 | R
EV
Sales Ltd
Exercises
Quantify in Rands...
1.If you don’t have this in place, what is it costing you?
2.If you had this in place what value would that add to your business?
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EV
Sales Ltd
Closing Techniques
FABEC1. Use their words2. Provide certainty3. Pre-frame important questions
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EV
Sales Ltd
Closing Techniques
FABEC1. Use their words2. Provide certainty3. Pre-frame important questions4. Describe relevant benefits ONLY
Copyright 2010 | R
EV
Sales Ltd
Closing Techniques
FABEC1. Use their words2. Provide certainty3. Pre-frame important questions4. Describe relevant benefits ONLY 5. Future-Paced Conversation
Copyright 2010 | R
EV
Sales Ltd
Closing Techniques
FABEC1. Use their words2. Provide certainty3. Pre-frame important questions4. Describe relevant benefits ONLY 5. Future-Paced Conversation6. Ask for the business twice
Copyright 2010 | R
EV
Sales Ltd
Closing Techniques
FABEC1. Use their words2. Provide certainty3. Pre-frame important questions4. Describe relevant benefits ONLY 5. Future-Paced Conversation6. Ask for the business twice7. Alternative close
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EV
Sales Ltd
Exercise
With the person next to you create two different types of
‘Future Paced’ Conversations to can have to close your deals