sales performance motivation

Problemthe

Have your

Dried up?

www.flickr.com/photos/mwichary/3690887427

Come to a sudden stop?

Do you feel like this?

or this?

Solutionthe

erentf

difthink

“All failure is failure to adapt, all success is

successful adaptation.”- Max McKeown, Adaptability: The Art of

Winning In An Age of Uncertainty

See the world through new eyes

www.flickr.com/photos/12023825@N04/2898021822

What is your Sales

Improvement Plan?

NEW WORLD

OLD THINKING

FAIL

X

=

Prisoners of the past

The old Golden Rule in Sales was:

Find out what your customers

want, and give it to them.

Give your customers the ability

to do what they can’t currently

do but would want to if they only

knew it was possible.

The new Golden Rule in Sales is:

Sales success rates go way up

when you identify an “unconsidered

need” that your product or services

uniquely addresses.

www.flickr.com/photos/camdiluv/5788194542

Sell to their right-brains

19

Decision

Drivers

Develop a Winner’s Mindset1

Always be Prospecting2

Double your Conversion Rate3

What are the personal

characteristics of

Top Sales Performers?

Question 1:

Rank in order of importance:

• Creativity

• Tenacity

• Integrity

• Curiosity

• Passion

• Empathy

1. Empathy

2. Integrity

3. Passion

4. Creativity

5. Tenacity

6. Curiosity

…to build rapport

…to build trust

…to build interest

…to build the right solution

…to close the deal

…to build understanding

Research found:

You can’t teach an old dog new tricks

“Attitude is a choice, and its available to all.”

Sales Attitude

- Seth Godin

“What actually separates

winners from losers isn’t talent, its attitude.”

Sharpen your sales attitude

Get

(Make A Difference)



Double your Conversation Rate3

What single attribute determines long term

sustainable over-achievement in sales?

Question 2:

Your personal commitment to….

Always be Prospecting

Building your opportunity pipeline

Knocking on every door

The Sales Cycle

Prospection Qualification Proposal CloseNegotiation

Time

Prospects Conversion Rate

36

P CRx SALES=

P = Number of prospects

CR = Conversion Rate

37

P CRx SALES=

10 33% (Typically 25%-50%)

Example 1

S = 3

38

P CRx SALES=

10 40%

Example 2

S = 4*Requires considerable effort. Not easily sustainable

*

39

P CRx SALES=

33%

Example 3

S = 6*Requires less effort. Is sustainable

20 *

“Eighty percentof success isshowing up.”

- Woody Allen



Double your Conversation Rate3

What 3 things do top

sales achievers that

deliver maximum impact

to their sales results?

Question 3:

1. They are Future Focused

They deal with change

Make strategic choices

Are highly adaptable

Manage ambiguity

2. They have a Sales Game Plan

What is your Calling Plan?

1. Who are you going to meet?

2. When are you going to meet them?

3. What are your sales objectives for the

meeting?

source: www.corporatevisions.com

They lead their customers through the Buyer’s Journey

1 32

They Educate

They Inspire

Give your customers the ability to

do what they can’t currently do

but would want to if they only

knew it was possible.

They systematically practice

the new Golden Rule in Sales:

3. They demystify: Value vs Price

Products ServicesExperienceCustomer

They get their message heard

4. Sell to different Behavioural Styles

Options Preference

Procedure Preference

Then, they create a sense of urgency

They execute consistently

sales performance motivation

Business