Sales Strategies from the Top The Very, Very Top with Bill Hinely.

Sales Strategies from the Top

The Very, Very Top

with Bill Hinely

The Average SalespersonDoes not exist!

• One large Retailer• 200+ Salespeople• Average commission - $34,800 year

• Average commission - $34,800year• Bottom 90% $32,700• Top Ten % $45,900• TOP ONE % $131,100

• Toyota Dealer (1995)• 16 Salespeople• Average income - $43,800 year• Top Salesperson (Elliott)

$294,000 per year

10 Secrets of the TOP 1%

1. They Devote 100% to Selling• Not waiting for a customer• Selling, Prospecting, Preparing,

Following Up or Practicing• Not just at work – All the Time!

10 Secrets of the TOP 1%

2. Have ACTIVITY Goals and Plans• Specific by day, week, month, etc• They Sweat the Details• Don’t Trust Their Memory

10 Secrets of the TOP 1%

3. They are Farmers• Farming – Focused Prospecting

– Market Segment– Geographic Area

• Objective – Establish and Nurture Relationships

• Become the “Go To” person in their Farm!

10 Secrets of the TOP 1%

4. Centers of Influence• Stay in touch with 100 influential people.

– Regular contact: (Email, phone, USPS, etc.)– Objective - Referrals

• 30 “Key” Influencers– Frequent Face-to-Face contact.

• Don’t trust their memory

10 Secrets of the TOP 1%

5. Organizational Skills & Discipline• Focus & work their plan daily

– No matter how boring

• Take responsibility for every commitment

– To anyone including themselves

• Don’t trust their memory– Capture every commitment in writing

10 Secrets of the TOP 1%

6. They have Entrepreneurial Initiative

• Always looking for opportunities to:– Improve their skills– Improve their product knowledge– Improve their selling environment– Contact a Customer or “Center of

Influence”

10 Secrets of the TOP 1%

7. Know Their Product Cold!• Theirs and Competitors

– Inventory– Features– Operation– Pricing– Accessories

Provide Their Customers with

Three UnexpectedExperiences

10 Secrets of the TOP 1%

Provide Three Unexpected Experiences

8. A Positive Buying Experience• Always Prepared – Ready for the Customer• Practice “Customer Driven Selling”• Provide Incredible Service• Always recommend what is best for the

Customer!

10 Secrets of the TOP 1%

Provide Three Unexpected Experiences9. Highly Orchestrated Delivery

Experience• Insure Satisfaction• Establish Relationship• Develop potential “Center of Influence”

10 Secrets of the TOP 1%

Provide Three Unexpected Experiences10.After Sale/Delivery Contact• Hard Copy - Hand Written - Thank You• Identify problems – insure complete

satisfaction• Invitation: Come back – refer others.

The Top ONE Percent

• Provide far more service to far more people.

• Make much more than others, because they earn much more than others.

• Enjoy a very nice view from the Top.

Where it’s not so crowded

Sales Strategies from the Top

Thanks for Attending

with Bill Hinely