Sales - Craig Pickering

SalesCraig Pickering

Bendigo Bank - 3Cs Consulting

Know Your Company & Your Market

Responsibilities of Salespeople

Prospecting

Appointments

Follow up

Sales Meetings

© Craig Pickering 2012

Your Company Message(30 second elevator speech)

1. Why are we?Your core values, why you exist, “We believe…”

© Craig Pickering 2012

Your Company Message(30 second elevator speech)

2. How do we?Your mission statement, purpose

© Craig Pickering 2012

3. What we do

Your Company Message(30 second elevator speech)

© Craig Pickering 2012

Our entire focus is on making complex

technology simpler, easier, child’s play

Wanna buy a computer?

We believe technology should be easy to use,

intuitive.

Your Company Message(30 second elevator speech)

© Craig Pickering 2012

Left click, right click menu, multitasking, interface, 100MGHZ

Wanna buy a compatible PC?

Intel inside, Spreadsheets, PowerPoint, x386

processors, 4GB RAM

Your Company Message(30 second elevator speech)

4. Why should people do business with you?Your value proposition

Do your salespeople know all this?

© Craig Pickering 2012

Know Your Competitors

• Who are our competitors?

• What do they do?

• What do they bring to the table?• Strengths & weaknesses?

© Craig Pickering 2012

Responsibilities of Salespeople

• Understand your products and services

• Drive sales of your products and services

• Always be prospecting

• Update and expand your current database

• Achieve then exceed your agreed sales quota

• Represent the company in a professional manner

© Craig Pickering 2012

Types of Salespeople

© Craig Pickering 2012 © Craig Pickering 2012

Prospecting & Lead GenerationDatabase mining

• Identify current customer base

• Rate each client (A, B or C)

• Identify and rank prospects

• Schedule sales calls

© Craig Pickering 2012

There’s gold in them there databases!

Social Media!

Don’t cold call, social call Connect then meet for a coffee Network (online and in person) Set at least one goal

LinkedIn Adelaide Open Networkers Adelaide Word of Mouth Networking in Adelaide

© Craig Pickering 2012

www.socialnomics.net

Appointments

• Establish rapport

• Ask open questions about their business

• Define and then confirm prospect’s objectives

• Review their business need

• State your next step

© Craig Pickering 2012

Appointments - Following up

• Send summary email message or letter to prospect Thank prospect for appointment Recap meeting Review agreed-upon next steps & deadlines State future intentions

• Ask internal resources for assistance if required

• Update client account file

• Follow up!

© Craig Pickering 2012

Sales Statistics

2%3%5%10%

80%

Sales made on 1st contactSales made on 2nd contactSales made on 3rd contactSales made on 4th contactSales made on 5th-12th contact

© Craig Pickering 2012

Sales Statistics

48%

25%

12%10%

Never Follow UpStop after 2nd contactStop after 3rd contactMore than 3 contacts

© Craig Pickering 2012

Documentation

• Prepare appropriate documents

Presentation folder

Corporate brochure

• Take time to review documents with the prospect, don’t just hand them over

© Craig Pickering 2012

Ask for the business!

“Would you like to go ahead today?”

“We could deliver either next Tuesday or Wednesday?”

“Which plan (product) do you prefer?”

then..

• Reinforce timeframes

• Keep client informed of progress

• Follow up after delivery/completion

• Ask for referrals!

© Craig Pickering 2012

Sales Meetings

Agenda

Rules

Timing

Environment

Peer Pressure

Recognition

Motivation

© Craig Pickering 2012