Introduction to Sales

1. SALES 101
Man, I wish someone would have told
me that!
1

2. STRATEGIC
PLANNING
Make the most of your moments! 2

3. CARPE DIEM
While you were watching that video,
$1,440 was deposited into your bank
account.
3

4. WHICH IS MORE VALUABLE, TIME OR
MONEY? IF YOU LOSE THEM BOTH,
WHICH ONE CAN YOU GET BACK?
Life bank account
4

5. I JUST DON’T HAVE TIME
▪We make time and find the
resources to do the things we really
want to do.
5

6. HOW DO I SEIZE THE DAY?
Put a little steak sauce on it.
6
“It is wise to keep in mind that neither success nor failure is ever
final.”
~Roger Babson

7. GOOD TIME MANAGEMENT
▪Get more done
▪Be more rested
▪Feel more satisfied
▪Be in control
7

8. BUDGET YOUR TIME
▪Financial budget – telling your money
where to go rather than wondering
where it went.
~ John Maxwell
▪Isn’t the same true with our time?
8

9. 9
I.
Important
and
Urgent
II.
Important
but not
Urgent
III. Not
Important
but Urgent
IV. Not
Important
and not
Urgent
▪ 4 quadrants that consume our time.

10. BREAK
Take 5! 10

11. PLAN YOUR WORK
▪“If you spend 15 minutes planning your
day, you will add 20% to your
productivity.”
▪As productivity increases, job
satisfaction increases.
▪Traction = Satisfaction!
11

12. 12

13. SLOW DOWN TO GO FAST
PPPPPPP
13

14. CALENDAR
Plan out your whole year on your
calendar.
14

15. THINGS TO DO
▪ Begin the day by making a list of what needs to
get done.
▪ Prioritize the list:
▪ A = must get done today
▪ B = what should be done soon
▪ C = good ideas
15

16. THERE IT IS
▪Next, look at all of the A’s and decide which of these
absolutely the most important to get done first today.
▪Label it A1(Steak sauce)
▪The next most important is A2
▪Continue with B’s and C’s
16

17. BEWARE!
A test will come within the first hour of
the day.
17

18. HOW DO I INCREASE SALES, PROFIT, AND MORALE?
▪Results are generated by activities.
▪If I manage my activities, results will naturally
follow.
▪Don’t focus on the symptom, solve the problem.
18

19. ELIMINATE DISTRACTIONS
▪ Don’t allow anything or anyone to prevent you
from accomplishing your goal for the day.
▪ Time wasters are leaches.
▪ Allow your high productivity to encourage
others to be more productive.
19

20. DE-CLUTTER YOUR DESK OR OFFICE
▪Your physical desktop represents the
organizational condition of your mind.
▪Messy desk does not = hard worker.
▪Reality check:
1. No, you don’t know which stack it’s in.
2. No, you are not artistic or creative.
20

21. BREAK
Take 5! 21

22. TOUCH IT ONCE
▪Handle the paper load by completely and
thoroughly addressing each piece of paper one
time.
▪Then, get rid of it. File it, forward it, or trash it.
▪Temporary file on your desk
▪Go through this file weekly and re-evaluate
22

23. NEVER DRIVE PAST AN OPPORTUNITY
▪If you come upon an opportunity on your way to
an appointment, stop!
▪You never know when you will pass that way
again.
▪You are already there! Save time and money
by taking a minute to stop in!
23

24. QUESTIONING
Probe to get a good understanding 24

25. QBQ
The question behind the question.
~ John Miller
25

26. QUESTION FOR
UNDERSTANDING
What is the project?
26

27. UNCOVER THE
REAL ISSUE
“I need a better price.”
27

28. PROVIDE VALUE
Give them a reason to want to see
you
28

29. THE BEST SALES
CALL
When you are not selling anything
29

30. PLAN YOUR
MEETING
Maximize every moment of their time.
30

31. DEVELOP A
VISION MATCH
Ensure that what they want and what we
want align.
31

32. ASK 4 THE
BUSINESS
Too much time and effort has been
invested to not close the deal
32

33. SALES 101
You don’t have to be an expert to be
effective.
33