Transcription
TheRainmakerSalesMasteryProgram 2014 ModuleOne nmyawardwinningfull- ldforindividualusenottobeloanedorresold.2014 TheSalesExpertsLtdhttp://www.thesalesexperts.com1
TheRainmakerSalesMasteryProgram 2014 ModuleOne havemadeapositivecontributiontomysellingskills. .2014 TheSalesExpertsLtdhttp://www.thesalesexperts.com2
TheRainmakerSalesMasteryProgram 2014 ModuleOne WeekOne Vocabulary PublicSpeakingSkills Voice Fitness Confidence Grooming GeneralKnowledge Patience Focus Presentation Gravitas Charm Planning f- ‐improvement.Ithasnotjustbeenaninterestinself- �thavetimeforself- dividualusenottobeloanedorresold.2014 TheSalesExpertsLtdhttp://www.thesalesexperts.com3
TheRainmakerSalesMasteryProgram 2014 ModuleOne individualusenottobeloanedorresold.2014 TheSalesExpertsLtdhttp://www.thesalesexperts.com4
TheRainmakerSalesMasteryProgram 2014 ModuleOne WeekOneHereisanoverviewofthefourweeksWeekOne Developingawinningattitude Thepowerofintention TheSalesProcess Whywebuy Personalpresentation Wherethemoneyis ThePowerofSocialMedia LinkedIn Howtoreallynetwork ThePowerofCustomerRelationshipManagement(CRM) SpecialModule–HowtoSuccessfullyColdCallWeekTwo CreatingaSalesPipeline Howinconsistencycreatessalesrollercoasters SellingSmarterNOTHarder Creatingawarenessofyourpersonalbrand Howtobuildahugenetwork enottobeloanedorresold.2014 TheSalesExpertsLtdhttp://www.thesalesexperts.com5
TheRainmakerSalesMasteryProgram 2014 ModuleOne WeekOne Creatinganaudience tions Negotiatesalesandpricing Destroyingsalesobjections MonetizeyourofferWeekThree Doubleyourincomefast Changeyourthinkingandchangeyourresults Monetizeeveryaction Becomeruthlesslyefficient Leveragetechnology Simplify,Simplify,Simplify Spreadthegoodnews Bookallthemeetingingyouneed Closing EliminatingfearWeekFour CreateaMiracleMindset Maintainingresultsforthelonghall Getstronger–ThePowerofDiscipline Health,FitnessandMoney Createasuccessplan 10thingsthatalwayswork oanedorresold.2014 TheSalesExpertsLtdhttp://www.thesalesexperts.com6
TheRainmakerSalesMasteryProgram 2014 ModuleOne WeekOne irlivesbutwhoseaggressive,self- senottobeloanedorresold.2014 TheSalesExpertsLtdhttp://www.thesalesexperts.com7
TheRainmakerSalesMasteryProgram 2014 ModuleOne nvenient,well- ‐designed,one- oldforindividualusenottobeloanedorresold.2014 TheSalesExpertsLtdhttp://www.thesalesexperts.com8
TheRainmakerSalesMasteryProgram 2014 ModuleOne uthardworkalone- tobeloanedorresold.2014 TheSalesExpertsLtdhttp://www.thesalesexperts.com9
TheRainmakerSalesMasteryProgram 2014 ModuleOne lespeoplehaveadeep- ldforindividualusenottobeloanedorresold.2014 TheSalesExpertsLtdhttp://www.thesalesexperts.com10
TheRainmakerSalesMasteryProgram 2014 ModuleOne sold.2014 TheSalesExpertsLtdhttp://www.thesalesexperts.com11
TheRainmakerSalesMasteryProgram 2014 ModuleOne hesamenine:1) Leads2) QualifiedLead3) Prospects4) ColdCalling/Engagement5) Pitch6) Objections7) Trialclose8) Close9) omponentsseparately.1) adsthathavethepotentialtobuy.2) ads.3) orindividualusenottobeloanedorresold.2014 TheSalesExpertsLtdhttp://www.thesalesexperts.com12
TheRainmakerSalesMasteryProgram 2014 ModuleOne ades.Nowthesellingstarts.4) ater.5) fCoca- ngagement.Ifyouareunabletoengage–whetherin- fidence,presentatrustingimageandengage.6) nottobeloanedorresold.2014 TheSalesExpertsLtdhttp://www.thesalesexperts.com13
TheRainmakerSalesMasteryProgram 2014 ModuleOne is- eedsandthenrephrasingthoseneedsasapitch.7) regood!Don’tfearthem!8) ctionsuntilyoufeelreadytouseanothertrialclose.9) 4 TheSalesExpertsLtdhttp://www.thesalesexperts.com14
TheRainmakerSalesMasteryProgram 2014 ModuleOne tobeloanedorresold.2014 TheSalesExpertsLtdhttp://www.thesalesexperts.com15
TheRainmakerSalesMasteryProgram 2014 ModuleOne edorresold.2014 TheSalesExpertsLtdhttp://www.thesalesexperts.com16
TheRainmakerSalesMasteryProgram 2014 ModuleOne ionsthatsupportmarriagesandlife- usenottobeloanedorresold.2014 TheSalesExpertsLtdhttp://www.thesalesexperts.com17
TheRainmakerSalesMasteryProgram 2014 ModuleOne lusenottobeloanedorresold.2014 TheSalesExpertsLtdhttp://www.thesalesexperts.com18
TheRainmakerSalesMasteryProgram 2014 ModuleOne eak,speakingmoreslowly,andavoidingmulti- tobeloanedorresold.2014 TheSalesExpertsLtdhttp://www.thesalesexperts.com19
TheRainmakerSalesMasteryProgram 2014 ModuleOne ourlifestyle.WhenIfirstbecameself- anufacturersforafixedcommission.When I initially started, I continued doing the same thing that ISoldforindividualusenottobeloanedorresold.2014 TheSalesExpertsLtdhttp://www.thesalesexperts.com20
TheRainmakerSalesMasteryProgram 2014 ModuleOne WeekOnehad been taught as an employee. As an employee, I followed what the senior guysseemed to be doing and of course what I was told to do by management. What wasthat? Organize the sales territory by customer and work out a sales call schedulethat makes the best use of your time. For example, Monday would be spent on theNorth, Tuesday downtown, Wednesday in the East and Thursday in the West, andFriday in South. All of my accounts would be given the same amount of time and Iwould try to fit in a certain amount of cold calling into the weekly cycle.Does it work? Sure it does!I worked hard, kept organized and did pretty well. I was pleased with being selfemployed and was earning just a bit more than I had as an employee – a positivemove.Then, one day, everything changed. I started to spend more time with a few largecustomers who had the potential to be even larger. I listened to their concerns,brainstormed solutions, and met with more of their staff in many different rolesthroughout the company. I soon found my sales were increasing dramatically. Ireorganized my schedule so that I would still see all of the customers on a regularbasis but the smaller accounts received a visit every two or three weeks instead ofevery week.The time I gained was used to work with the larger companies. In fact, I workedeven more hours by adding weekend product demonstrations in their stores. Isupported my brands in their businesses, worked hard to provide ideas andsolutions to help them sell more and make more profit. As a result, I was rewardedwith more sales. I was selling more by selling less!Prior to starting my own business, in the early 1980s, I was earning about 40,000dollars a year – a decent salary at that time. At the end of my second year as a selfemployed salesperson my income had grown to 200,000 and at the end of yearthree it had grown to 400,000. This was as a single self-employed salespersonwith no employees, selling in the same industry as I had worked as an 2014 TheSalesExpertsLtdhttp://www.thesalesexperts.com21
TheRainmakerSalesMasteryProgram 2014 ModuleOne WeekOnesalesperson earning about 40,000. I was earning ten times the averagesalesperson and probably working about 20% more hours. The other sales peoplecould clearly see what I was doing but none of them ever followed my lead. Eventoday, so many years later, they are still selling the same products and calling on thesame customers in exactly the same way.Selling more is NOT about more selling - it never has been.How could it be about more selling? How many hours are in a day? How far can youdrive or how many telephone calls can you make? We are all limited by the numberof hours in the day and if we are going to make more money, we need to worksmarter. Now, I know that we have all heard the expression 'work smarter, notharder' but I wonder how many people really know what that means.Here is a riddle. Take a piece of letter-sized paper. Draw two small dots on each endof the paper. Now connect the two dots without drawing a line between the twodots. How is it done? Well, just fold the piece of paper until the two dots meet, ofcourse!Some may call that a trick question. Not at all – just a different way to look at theanswer.If we are going to sell smarter then we don't need to work harder. We need to thinkharder and ask different questions.In every industry there are the few who are selling six or ten or twenty times whatthe average person is selling. How is that possible? Well, clearly they are notworking twenty times harder - they are working differently.Take a look at your work and pull it apart. Try different things. Look to differentindustries or different countries to see if something is being done differently thatyou might be able to adapt. Experiment, test, measure and evolve the way you dobusiness.There is always a better way.Soldforindividualusenottobeloanedorresold.2014 TheSalesExpertsLtdhttp://www.thesalesexperts.com22
TheRainmakerSalesMasteryProgram 2014 ModuleOne WeekOneMy method of optimizing sales results was to envelop myself in my customer'sbusiness and to understand everything about their business and what made it tick. Igot to know the people – all of the people. I brought donuts to the warehousestaff, cold drinks on the hottest day of summer and pizza on a Friday afternoon.As I understood and learned their business I saw opportunities to help. As I helpedI became trusted, needed and valued. I became part of their businesses and theywanted to deal with me. They looked for opportunities to give me more businessbecause dealing with me was easier than dealing with anyone else.That is working smarter!What does it take to work smarter? It takes hard work. It means taking your workhome with you. Sometimes it requires the support of management who can see thevalue in what is being done. Strangely there are companies that want all theirsalespeople to make the same amount and will cut commissions to those who sellmore than their quota.Working smarter needs to be supported by management but first the
The Rainmaker Sales Mastery Program 2014 Module One Week One Soldforindividualusenottobeloanedorresol
