Transcription
Sales Leadership: Learn to Build aSales Process That Motivates YourTeam and Wins More Business ThanEverTim ReedReed Marketing LLCMost hearth companies are losing money every year because of ineffective sales techniques—largely due to lack of training. The result is a team of “great information givers” and “mediocresalespeople”. This session will teach you: How to motivate and harness a customer’s momentum with a consistent sales process. Why thinking about the sales pipeline is critical to win more jobs. How to follow up with customers for higher close rates and repeat business.2020 HPBExpo EducationSponsored by:
2 02 0 R E E D M A R K E T IN G L L C3/4/2020SalesLeadershipBy Tim ReedTODAY'S ROADMAP Lay the Groundwork with a Sales Process Develop a Tracking System toManage Opportunities Create a Weekly Play Call for Laser Focus 2020 Reed Marketing LLCOur approach to sales matters more thanever. 2020 Reed Marketing LLC1
3/4/2020Our approach to sales matters more thanever.CONSUMEREXPECTATIONSHAVE CHANGED 2020 Reed Marketing LLCOur approach to sales matters more thanever.CONSUMEREXPECTATIONSHAVE CHANGEDPEOPLE DON'THAVE TO BUYFROM US 2020 Reed Marketing LLCOur approach to sales matters more thanever.CONSUMEREXPECTATIONSHAVE CHANGEDPEOPLE DON'THAVE TO BUYFROM USWE SELL ACOMPLICATEDPRODUCT 2020 Reed Marketing LLC2
3/4/2020Our approach to sales matters more thanever.CONSUMEREXPECTATIONSHAVE CHANGEDPEOPLE DON'THAVE TO BUYFROM USWE SELL ACOMPLICATEDPRODUCTCUSTOMERSVISIT 2 STORES 2020 Reed Marketing LLCPART 1:CREATE ASALESPROCESS Paint lines on the court so your teamknows what game to play Sales people need consistency andfocus A sales process gives you the abilityto provide feedback and coaching Practice makes permanent 2020 Reed Marketing LLCThe Two Critical Questions EveryCustomer is Asking 2020 Reed Marketing LLC3
3/4/20201. WHAT OPTIONS ARE GOINGTO WORK INSIDE OF MYSPACE?1. WHAT OPTIONS ARE GOINGTO WORK INSIDE OF MYSPACE?2. HOW MUCH IS IT GOING TOCOST ME?SALES PROCESS: 2020 Reed Marketing LLC4
3/4/2020SALES PROCESS: 2020 Reed Marketing LLCPART 2:TRACK YOUR OPPORTUNITIES 2020 Reed Marketing LLCTRACK YOUR OPPORTUNITIESH OW MA N Y O P E NO P P O RT U N I T I ES ?A salesperson shouldknow how many openopportunities theyhave going back 6-12months. 2020 Reed Marketing LLC5
3/4/2020TRACK YOUR OPPORTUNITIESH OW MA N Y O P E NO P P O RT U N I T I ES ?W H I CH O N E S A R EBEST?A salesperson shouldknow how many openopportunities theyhave going back 6-12months.Ranking youropportunities on ascale (A - D) will giveyou power and focuswhen it comes tofollow up. 2020 Reed Marketing LLCTRACK YOUR OPPORTUNITIESH OW MA N Y O P E NO P P O RT U N I T I ES ?W H I CH O N E S A R EBEST?TRACK THES TA G E S O F T H EPIPELINEA salesperson shouldknow how many openopportunities theyhave going back 6-12months.Ranking youropportunities on ascale (A - D) will giveyou power and focuswhen it comes tofollow up.Understand whereeach of youropportunities are inthe pipeline and usethis to focus yourattention. 2020 Reed Marketing LLC 2020 Reed Marketing LLC6
3/4/2020 2020 Reed Marketing LLCFOLLOW UPSALES IS 90% COMMUNICATION AND FOLLOWUP 2020 Reed Marketing LLCHow do you build a follow up process? 2020 Reed Marketing LLC7
3/4/2020How do you build a follow up process?SET UP AREGULAR TIMEThis needs to be aregular rhythm in yourweek, not just a onetime occurrence. 2020 Reed Marketing LLCHow do you build a follow up process?SET UP AREGULAR TIMEDON'T BEAFRAIDThis needs to be aregular rhythm in yourweek, not just a onetime occurrence.Sales is a service andyou owe it to yourcustomer to checkin regularly. 2020 Reed Marketing LLCHow do you build a follow up process?SET UP AREGULAR TIMEDON'T BEAFRAIDUNDERSTANDTHE NEXT STEPThis needs to be aregular rhythm in yourweek, not just a onetime occurrence.Sales is a service andyou owe it to yourcustomer to checkin regularly.Don't waffle aroundwhen talking to yourcustomer, be clear withwhat the next step is. 2020 Reed Marketing LLC8
3/4/2020How do you build a follow up process?SET UP AREGULAR TIMEDON'T BEAFRAIDUNDERSTANDTHE NEXT STEPFOCUS YOUROPPORTUNITESThis needs to be aregular rhythm in yourweek, not just a onetime occurrence.Sales is a service andyou owe it to yourcustomer to checkin regularly.Don't waffle aroundwhen talking to yourcustomer, be clear withwhat the next step is.Create a weekly gameplan to identify yourbest opportunities andfocus your attention. 2020 Reed Marketing LLCPART 3:CREATE A WEEKLY PLAYCALLSHEET**The Weekly Playcall Sheet is credited to Bradley Hartmann (Behind Your Back Sales Co.) 2020 Reed Marketing LLC9
3/4/2020A room full of salespeople islike a room full of monkeys.Nearly every act is random.T I M R E T H LA K EGIVE YOUR TEAM FOCUS 2020 Reed Marketing LLCWEEKLY PLAY CALL:10O P P O RT U N I T I ES TO MO V EFROME S T I MAT E TOI N - H O ME V I S I T 2020 Reed Marketing LLC10
3/4/2020WEEKLY PLAY CALL:10O P P O RT U N I T I ES TO MO V EFROME S T I MAT E TOI N - H O ME V I S I T10O P P O RT U N I T I ESTO MO V E F R O MI N - H O ME V I S I TTO D E P O S I T 2020 Reed Marketing LLCWEEKLY PLAY CALL:10O P P O RT U N I T I ES TO MO V EFROME S T I MAT E TOI N - H O ME V I S I T10O P P O RT U N I T I ESTO MO V E F R O MI N - H O ME V I S I TTO D E P O S I T5PA S TC U S TO ME R S TOC A LL A N DTHANK 2020 Reed Marketing LLCYOUR WEEKLY GAME PLAN:10O P P O RT U N I T I ES TO MO V EFROME S T I MAT E TOI N - H O ME V I S I T10O P P O RT U N I T I ESTO MO V E F R O MI N - H O ME V I S I TTO D E P O S I T5PA S TC U S TO ME R S TOC A LL A N DTHANKW E E KLY B I G 3 2020 Reed Marketing LLC11
3/4/2020IN 1 MONTH125EACH TEAM MEMBER WILLHAVE:1007550250Week 1Week 2Week 3Week 4 Followed up with 40 customers to movethem from an estimate into an in-homevisit. Asked 40 customers who had completedin-home appointments (and hadn'tbought yet) to place a deposit. Reached out to 20 past customers tosee how they were doing and thankthem for their business. Knocked out 12 critical things thatneeded to be done. 2020 Reed Marketing LLCNOW, WHAT IF YOU DON'T COMPLETE YOURWEEKLY PLAY CALL EVERY WEEK?An ineffective week with theweekly play call sheet is moreeffective than the best weekever without it. 2020 Reed Marketing LLC12
3/4/2020 2020 Reed Marketing LLCResources to Help You Win:WhyFire.com Generate LeadsSimple EstimatesSales ProcessOpportunity TrackingTools Automated Follow Up Scheduling Software 2020 Reed Marketing LLCFREE RESOURCEST H E F I R E T I ME P O D C A S T: S E A S O N 4LISTEN ON: 2020, Reed Marketing LLC13
3/4/2020YOU CAN TAKE CONTROL OFYOUR SALES TEAM1. Lay the Groundwork with a Sales Process2. Develop a Tracking System toManage Opportunities3. Create a Weekly Play Call for Laser Focus 2020 Reed Marketing LLCTHANK YOU!CONNECT W ITH hyfire.comJ O I N T H E F I R E T I ME N E TW O RKthefiretimenetwork.com14
Sales Leadership: Learn to Build a Sales Process That Motivates Your Team and Wins More Business Than Ever Tim Reed Reed Marketing LLC Most hearth companies are losing money every year because of ineffective sales techniques— largely due to lack of training. The result is a team
