get your 2010 back on track
DESCRIPTION
Don\'t fall victim to the latest economic news! Nancy Bleeke and Alice Kemper, Co-Founders of Sharpenz.com share key sales techniques that will help your salespeople make their sales and meet their goals. Key points: 2 Critical Needs to Get Your 2010 Back on Track - how to get your salespeople to want to take actions that lead to more sales - and when they do, how to turn what they do and what they offer into success. 3 Simple Steps to Succeed - by occupying the attention and efforts of your sales team, giving your team members the resources they need, and helping them find their motivation.TRANSCRIPT
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Get Your 2010 Back on Track
Welcome! Click through the presentation for effective ideas to strengthen your
team’s sales!
Got Questions?Call us at:
414.235.3064
www.sharpenz.com
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Alice Kemper and Nancy Bleeke
• 37 years serving clients: Motorola, CVS-Caremark, MassMutual, Rexnord, RW Baird, Times Shamrock• Sales leaders and training professionals who live the ‘sales game’!• Thousands trained• 5-25% sales increases typical
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How To Tips
2 Critical Needs
3 Simple Steps to Succeed
Why MONEY isn’t the main motivator – and what IS
5 skills critical to success in this economy
A 4-step process to build better selling habits
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Success Today
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Spectrum
Up 20%
though
customers are down.
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Critical Needs
Will Skill
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The Will
“So many of our dreams at first seem impossible, then they seem improbable,
and then when we summon the Will, they soon become inevitable.”
Christopher Reeve
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3 Steps to Build Skill and Will
EquipEquip EngageEngage
EnergizeEnergize
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Equip
Tool
[tül] – noun
Something that aids in accomplishing a task
Something necessary in the practice of a vocation or profession
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Equip Action
Your Situation:
List 2-3 activities or skills
you want your sellers to be doing now.
Click to see others’ results
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Critical Skills for Today
1. Prospecting
2. Working Through Objections
3. Articulating Value
4. Problem Solving
5. Following a Sales System
Equip
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Prospecting
The activity of proactively initiating contact with prospective buyers.
Equip
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Work Through Objections
Stop
Roll
Drop
Equip
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Articulating Value
WiifT
What’s in it for Them?
Equip
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Problem Solving
“You will be compensated to the level that you solve problems for other people.”
Ron Willingham
Equip
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Sales System
“Practice does not make
perfect. Only perfect
practice makes perfect.”
Vince Lombardi
Equip
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Systems
• Repeatable• Roadmap• Consistency• Predictable• Teachable
Equip
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Systematize
Identify the system that works Teach the system Coach to the system Reinforce the system and skills
Equip
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Critical Skills for Today
1. Prospecting
2. Working Through Objections
3. Problem Solving
4. Articulating Value
5. Following a Sales System
Equip
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Study shows:
45%
satisfied with their jobs
17%
actively disengaged
What does this Cost????Engage
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Engage
Engagement:
“The extent of commitment, both emotional and intellectual, to accomplishing the work, mission and vision of the organization.”
Criteria for Performance Excellence
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A mere 1/10th point increase in
employee engagement scores
An Additional
operating income
Best Buy Results
$100,000
=
Engage
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Make the Invisible Visible Engage
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Show Me The Money? Engage
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Measure
Engage
Engage
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Provide Feedback
Engage
Timely
Specific
Balanced
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What’s
in it
for
THEM
???
Engage
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Engage Recap
• Clarify goals
• Measure
• Coach to identify the WiifT
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Energize
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Opportunity to ‘Connect’
Energize
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Find Success
Energize:
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Boosting Sales Takes
Skill and Will• 3 E’s Equip, Engage, Energize
• The Right Motivator
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Sales boosting training kits!
Save Time
Easy to Implement
Proven Formula that will Equip, Engage and Energize in just 30 minutes!
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Valuable Resource
Sales Leaders Say:
Before the session I thought “30-minutes, how can you get anything accomplished in 30 minutes?” I was absolutely surprised.
Jean, South Florida Bank
I downloaded the "Better Questions" training session a half hour before my meeting. As stated, it took about 20 minutes to prepare. The sales meeting was a complete success. The Advisors complimented the meeting by describing it as "fun" and "best meeting ever".
Rick K. Alamo Capital
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Valuable Resource
5 Category Library
1. Prospecting2. Selling Skills3. Marketing Tools4. Problem Solving/Creativity5. Personal Development
Sharpenz Kits include: Leader’s Outline Copy-ready handouts for your sellers Reinforcement Tips Success Set-up Tips to guarantee your results!
http://www.sharpenz.com/2010backontrack/library/
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33 Skill and Will boosting Kits!!!
For just $28 a booster, you can
Equip, Engage and Energize your team
http://www.sharpenz.com/2010backontrack/library/
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One Final Tip
Habitual Success Takes
Awareness
Assessment
Application
Adoption
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Individual Goal Setting
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Discover
Energize: