hhc 2014: the 10 commandments of $ales

Presented by:Janie WiltshireDue West Company313 Jungle Road, Edisto Beach, SC 29438(843) [email protected]

Hoosier HospitalityMarch 11, 2014

TTTTTHEHEHEHEHE T T T T TENENENENEN

CCCCCOMMANDMENTSOMMANDMENTSOMMANDMENTSOMMANDMENTSOMMANDMENTS

OFOFOFOFOF S S S S SALESALESALESALESALES

Janie Wiltshire • Due West Company • (843) 869-5252 • www.janiewiltshire.com • [email protected]

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I. THOU SHALI. THOU SHALI. THOU SHALI. THOU SHALI. THOU SHALT MAKE MANYT MAKE MANYT MAKE MANYT MAKE MANYT MAKE MANY

OUTSIDE SALES CALLS EVEROUTSIDE SALES CALLS EVEROUTSIDE SALES CALLS EVEROUTSIDE SALES CALLS EVEROUTSIDE SALES CALLS EVERY WEEKY WEEKY WEEKY WEEKY WEEK

“THERE IS A DIRECT CORRELATION BETWEEN OUTSIDE SALES CALLS AND PROPERTY SUCCESS.”

Outside Sales Calls ________________________.

Why?___________________________________________________________________________________________________________________________

II. THOU SHALII. THOU SHALII. THOU SHALII. THOU SHALII. THOU SHALT DOCUMENT YT DOCUMENT YT DOCUMENT YT DOCUMENT YT DOCUMENT YOUROUROUROUROUR

AAAAACTIVITIES DCTIVITIES DCTIVITIES DCTIVITIES DCTIVITIES DAILAILAILAILAILYYYYY, WEEKL, WEEKL, WEEKL, WEEKL, WEEKLY AND MONTHLY AND MONTHLY AND MONTHLY AND MONTHLY AND MONTHLYYYYY

“KNOW THE TRUE VALUE OF TIME. SNATCH, SEIZE AND ENJOY EVERY MINUTE OF IT.”- LORD CHESTERFIELD

3 Reasons Why Documentation Is Important

1. ________________________________________

2. ________________________________________

3. ________________________________________


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When should I check them? __________________________________________

“LEARN THE FUNDAMENTALS OF THE GAME AND STICK TO THEM.BAND-AID REMEDIES NEVER LAST.”

- JACK NICKLAUS

III. THOU SHALIII. THOU SHALIII. THOU SHALIII. THOU SHALIII. THOU SHALT REVIEW YT REVIEW YT REVIEW YT REVIEW YT REVIEW YOUROUROUROUROUR

ARRIVARRIVARRIVARRIVARRIVALS LIST EVERALS LIST EVERALS LIST EVERALS LIST EVERALS LIST EVERY DY DY DY DY DAAAAAYYYYY

IVIVIVIVIV. THOU SHAL. THOU SHAL. THOU SHAL. THOU SHAL. THOU SHALT LEARN CONTINUOUSLT LEARN CONTINUOUSLT LEARN CONTINUOUSLT LEARN CONTINUOUSLT LEARN CONTINUOUSLY TOY TOY TOY TOY TO

IMPRIMPRIMPRIMPRIMPROOOOOVE YVE YVE YVE YVE YOUR KNOOUR KNOOUR KNOOUR KNOOUR KNOWLEDGE AND SKILLSWLEDGE AND SKILLSWLEDGE AND SKILLSWLEDGE AND SKILLSWLEDGE AND SKILLS

“IT’S WHAT YOU LEARN AFTER YOU KNOW IT ALL THAT COUNTS.”- JOHN WOODEN

The dynamics of your market is constantly __________.

Are you changing your skills and knowledgeat the same pace?


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The 80/20 Rule is alive and well!

______ of your business comes from_______ % of your customers.

Are you tracking them and ________________ them?

“IF YOU DON’T TAKE CARE OF YOUR CUSTOMERS, SOMEONE ELSE WILL.”

VVVVV. HONOR Y. HONOR Y. HONOR Y. HONOR Y. HONOR YOUR TOP AOUR TOP AOUR TOP AOUR TOP AOUR TOP ACCOUNTS AND HACCOUNTS AND HACCOUNTS AND HACCOUNTS AND HACCOUNTS AND HAVEVEVEVEVE

A STRA STRA STRA STRA STRONG RELAONG RELAONG RELAONG RELAONG RELATIONSHIP WITH THEMTIONSHIP WITH THEMTIONSHIP WITH THEMTIONSHIP WITH THEMTIONSHIP WITH THEM

VI. REMEMBER YVI. REMEMBER YVI. REMEMBER YVI. REMEMBER YVI. REMEMBER YOUR COMPETITIONOUR COMPETITIONOUR COMPETITIONOUR COMPETITIONOUR COMPETITION

AND SHOP THEM OFTENAND SHOP THEM OFTENAND SHOP THEM OFTENAND SHOP THEM OFTENAND SHOP THEM OFTEN

“MY SUCCESS EVOLVED FROM WORKING HARD AT THE BUSINESS AT HAND EVERY DAY.”- JOHNNY CARSON

Your competition ______________________________.

Do you want _________________________ business?

Do you have a _______________ _______________?

It takes a ____________ ______________ to succeed!


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Do you have an action plan to

_______________________________?

It takes _________ touches, as a minimum, to steal!

“YOU MAY HAVE TO FIGHT A BATTLE MORE THAN ONCE TO WIN IT.”- MARGARET THATCHER

VII. THOU SHALVII. THOU SHALVII. THOU SHALVII. THOU SHALVII. THOU SHALT STEAL YT STEAL YT STEAL YT STEAL YT STEAL YOUR NEIGHBOR’SOUR NEIGHBOR’SOUR NEIGHBOR’SOUR NEIGHBOR’SOUR NEIGHBOR’S

BUSINESS BY PRBUSINESS BY PRBUSINESS BY PRBUSINESS BY PRBUSINESS BY PROSPECTING DOSPECTING DOSPECTING DOSPECTING DOSPECTING DAILAILAILAILAILYYYYY

VIII. THOU SHALVIII. THOU SHALVIII. THOU SHALVIII. THOU SHALVIII. THOU SHALT NEVER FORT NEVER FORT NEVER FORT NEVER FORT NEVER FORGET TO CLOSEGET TO CLOSEGET TO CLOSEGET TO CLOSEGET TO CLOSE

A SALE OR PRA SALE OR PRA SALE OR PRA SALE OR PRA SALE OR PROCEED TO A NEXT STEPOCEED TO A NEXT STEPOCEED TO A NEXT STEPOCEED TO A NEXT STEPOCEED TO A NEXT STEP

The “C” in CLOSE stands for

_____________________,

otherwise, you only have _________.

“WHEN THE CAUTION FLAG GOES OUT, I FLOOR IT!”- STIRLING MOSS


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The best salespeople learn to _________________.

W _____ A _____ I _____ T _____?

Do I prepare____________________________before every client interaction?

“THE DEEPEST NEED FOR THE BODY IS AIR.THE DEEPEST NEED FOR THE HEART IS TO BE UNDERSTOOD.

WHEN YOU LISTEN TO ANOTHER PERSON, IT IS THE EQUIVALENT OF GIVING THE SOUL AIR.”- STEPHEN COVEY

IX. THOU SHALIX. THOU SHALIX. THOU SHALIX. THOU SHALIX. THOU SHALT LEARN TO LISTEN TO ANDT LEARN TO LISTEN TO ANDT LEARN TO LISTEN TO ANDT LEARN TO LISTEN TO ANDT LEARN TO LISTEN TO AND

PRPRPRPRPROBE YOBE YOBE YOBE YOBE YOUR PROUR PROUR PROUR PROUR PROSPECTS AND CLIENTSOSPECTS AND CLIENTSOSPECTS AND CLIENTSOSPECTS AND CLIENTSOSPECTS AND CLIENTS

X. THOU SHALX. THOU SHALX. THOU SHALX. THOU SHALX. THOU SHALT KEEP A POSITIVE AT KEEP A POSITIVE AT KEEP A POSITIVE AT KEEP A POSITIVE AT KEEP A POSITIVE ATTITUDE,TTITUDE,TTITUDE,TTITUDE,TTITUDE,

EVEN WHEN IT IS NOT EASYEVEN WHEN IT IS NOT EASYEVEN WHEN IT IS NOT EASYEVEN WHEN IT IS NOT EASYEVEN WHEN IT IS NOT EASY

Why is this so difficult?____________________________________________________________________________________________________________________________________

How do I get positive and stay positive?________ ________ ________ ________ ________

Staying positive is a ____________ ____________.

“THERE IS NOTHING EITHER GOOD OR BAD, BUT THINKING MAKES IT SO.”- SHAKESPEARE


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I .I .I .I .I . THOU SHALTHOU SHALTHOU SHALTHOU SHALTHOU SHALT MAKE MANY OUTSIDE SALEST MAKE MANY OUTSIDE SALEST MAKE MANY OUTSIDE SALEST MAKE MANY OUTSIDE SALEST MAKE MANY OUTSIDE SALESCALLS EVERCALLS EVERCALLS EVERCALLS EVERCALLS EVERY WEEKY WEEKY WEEKY WEEKY WEEK

II.II .II .II .II . THOU SHALTHOU SHALTHOU SHALTHOU SHALTHOU SHALT DOCUMENT YT DOCUMENT YT DOCUMENT YT DOCUMENT YT DOCUMENT YOUR AOUR AOUR AOUR AOUR ACTIVITIESCTIVITIESCTIVITIESCTIVITIESCTIVITIESDDDDDAILAILAILAILAILYYYYY, WEEKL, WEEKL, WEEKL, WEEKL, WEEKLY AND MONTHLY AND MONTHLY AND MONTHLY AND MONTHLY AND MONTHLYYYYY

III.III.III.III.III. THOU SHALTHOU SHALTHOU SHALTHOU SHALTHOU SHALT REVIEW YT REVIEW YT REVIEW YT REVIEW YT REVIEW YOUR ARRIVOUR ARRIVOUR ARRIVOUR ARRIVOUR ARRIVALS LISTALS LISTALS LISTALS LISTALS LISTEVEREVEREVEREVEREVERY DY DY DY DY DAAAAAYYYYY

IVIVIVIVIV..... THOU SHALTHOU SHALTHOU SHALTHOU SHALTHOU SHALT LEARN CONTINUOUSLT LEARN CONTINUOUSLT LEARN CONTINUOUSLT LEARN CONTINUOUSLT LEARN CONTINUOUSLY TOY TOY TOY TOY TOIMPRIMPRIMPRIMPRIMPROOOOOVE YVE YVE YVE YVE YOUR KNOOUR KNOOUR KNOOUR KNOOUR KNOWLEDGE AND SKILLSWLEDGE AND SKILLSWLEDGE AND SKILLSWLEDGE AND SKILLSWLEDGE AND SKILLS

VVVVV..... HONOR YHONOR YHONOR YHONOR YHONOR YOUR TOP AOUR TOP AOUR TOP AOUR TOP AOUR TOP ACCOUNTS AND HACCOUNTS AND HACCOUNTS AND HACCOUNTS AND HACCOUNTS AND HAVE AVE AVE AVE AVE ASTRSTRSTRSTRSTRONG RELAONG RELAONG RELAONG RELAONG RELATIONSHIP WITH THEMTIONSHIP WITH THEMTIONSHIP WITH THEMTIONSHIP WITH THEMTIONSHIP WITH THEM

VI.VI.VI.VI.VI. REMEMBER YREMEMBER YREMEMBER YREMEMBER YREMEMBER YOUR COMPETITION ANDOUR COMPETITION ANDOUR COMPETITION ANDOUR COMPETITION ANDOUR COMPETITION ANDSHOP THEM OFTENSHOP THEM OFTENSHOP THEM OFTENSHOP THEM OFTENSHOP THEM OFTEN

VII.VII.VII.VII.VII. THOU SHALTHOU SHALTHOU SHALTHOU SHALTHOU SHALT STEAL YT STEAL YT STEAL YT STEAL YT STEAL YOUR NEIGHBOR’SOUR NEIGHBOR’SOUR NEIGHBOR’SOUR NEIGHBOR’SOUR NEIGHBOR’SBUSINESS BY PRBUSINESS BY PRBUSINESS BY PRBUSINESS BY PRBUSINESS BY PROSPECTING DOSPECTING DOSPECTING DOSPECTING DOSPECTING DAILAILAILAILAILYYYYY

VIII.VIII.VIII.VIII.VIII. THOU SHALTHOU SHALTHOU SHALTHOU SHALTHOU SHALT NEVER FORT NEVER FORT NEVER FORT NEVER FORT NEVER FORGET TO CLOSEGET TO CLOSEGET TO CLOSEGET TO CLOSEGET TO CLOSEA SALE OR PRA SALE OR PRA SALE OR PRA SALE OR PRA SALE OR PROCEED TO A NEXT STEPOCEED TO A NEXT STEPOCEED TO A NEXT STEPOCEED TO A NEXT STEPOCEED TO A NEXT STEP

IX.IX.IX.IX.IX. THOU SHALTHOU SHALTHOU SHALTHOU SHALTHOU SHALT LEARN TO LISTEN TO ANDT LEARN TO LISTEN TO ANDT LEARN TO LISTEN TO ANDT LEARN TO LISTEN TO ANDT LEARN TO LISTEN TO ANDPRPRPRPRPROBE YOBE YOBE YOBE YOBE YOUR PROUR PROUR PROUR PROUR PROSPECTS AND CLIENTSOSPECTS AND CLIENTSOSPECTS AND CLIENTSOSPECTS AND CLIENTSOSPECTS AND CLIENTS

X.X.X.X.X. THOU SHALTHOU SHALTHOU SHALTHOU SHALTHOU SHALT KEEP A POSITIVE AT KEEP A POSITIVE AT KEEP A POSITIVE AT KEEP A POSITIVE AT KEEP A POSITIVE ATTITUDE,TTITUDE,TTITUDE,TTITUDE,TTITUDE,EVEN WHEN IT IS NOT EASYEVEN WHEN IT IS NOT EASYEVEN WHEN IT IS NOT EASYEVEN WHEN IT IS NOT EASYEVEN WHEN IT IS NOT EASY

TTTTTHEHEHEHEHE T T T T TENENENENEN C C C C COMMANDMENTSOMMANDMENTSOMMANDMENTSOMMANDMENTSOMMANDMENTS OFOFOFOFOF S S S S SALESALESALESALESALES

PROGRAM EVALUATION

Consistent with the idea that you don’t have to be bad to get better, please take a few moments to complete this evaluation form and return it to us before you leave. Thank you. Janie

1. How did this program meet your expectations? More than I expected. About what I expected. Less than I expected.Comments: ______________________________________________________________________________________________________________________________________

2. How would you rate the content and material presented? Informative and useful Informative, but not very useful for my job Not very informative or usefulComments: ______________________________________________________________________________________________________________________________________

3. How would you rate the speaker? Interesting and knowledgeable Interesting, but could be more educational Knowledgeable, but could be more interesting Not very interesting or knowledgeableComments: ______________________________________________________________________________________________________________________________________

4. What did you like best about this program?________________________________________________________________________________________________________________________________________________________________________________________________________________________

5. What do you think would make the program better?________________________________________________________________________________________________________________________________________________________________________________________________________________________

Comments:________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

Name ______________________________ Title ___________________

Property ________________________ City/St _________________________

Presented by:Janie WiltshireDue West Company

(843) [email protected]

10 Commandments - Hoosier 3-11-14

hhc 2014: the 10 commandments of $ales

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