O slideshow foi denunciado.
Utilizamos seu perfil e dados de atividades no LinkedIn para personalizar e exibir anúncios mais relevantes. Altere suas preferências de anúncios quando desejar.

Sandler Training How To Grow Your Business 50% In The Next 12 Months Presentation

10.070 visualizações

Publicada em

How To Grow Your Business 50% In The Next 12 Months

Publicada em: Educação, Negócios

Sandler Training How To Grow Your Business 50% In The Next 12 Months Presentation

  1. 1. How to Grow Your Sales 50% in the Next 12 Months! Strategic Partners: Presented by: Albert Bellington “Since attending your training I have already Closed the two largest accounts in my lifetime. My earnings from these two accounts alone represent over 50% of my last year’s earnings.” (Ralph Fratus, Jr., LUTCF, Designed Benefits Group)
  2. 2. Sandler Training Institute at a Glance Founded: 1967 Commercialized: 1985 Training Centers 220 Globally Industries Trained 200+ People Trained 500,000+ 5 Year Average Growth 35% Entrepreneur Magazine Rating #1 (2005, 2006. 2007. 2008 2009, and 2010!) 2009 Hour Training in Our Facility 407 ISO 9000 Certified Course Provider Our Mission: We are dedicated to helping individuals and organizations measurably increase their sales and client development performance by “growing closer to their true potential”. We achieve this goal by applying our proven methodology to the sales process vs. the traditional approach still used by most organizations today. We feel the most important step in the process is helping our clients recognize that a change in attitudes and behaviors must be ongoing, reinforced and supported and requires a commitment and investment of time, money, risk of failure and a belief in themselves.
  3. 3. ALBERT A. BELLINGTON - Biography Albert Bellington, Executive Vice President of Sandler Sales Institute, brings over 15 years of direct sales and sales management experience to the firm's clients. He provides an experienced, hands- on approach to all audiences who are, seeking to improve their overall sales and sales management processes, increase the overall number of sales, increase territory management and efficiency, along with enhancing recruiting accuracy and client development. During his career, he has worked with a variety of companies and industries and successfully increased their profitable revenue and client development through the implementation of personal and organizational behavioral changes. As a Certified Sandler Trainer, he provides innovative public seminar training courses through a variety of effective methodologies. In addition, with his vast embodiment of sales training with industry leaders like Xerox Corporation, and IKON Office Solutions, he has been blessed with the best training and mentoring possible, and has been successfully transferring his knowledge to sales reps and managers, in all facets of business, for many years. Many of the sales reps he has mentored have become very successful in business and have gone on to be leaders in the companies they are employed at today. He is a graduate of Adelphi University School of Business, where he majored in Business Administration, with Sales Management as his focus.
  4. 4. “SALES 101 . . . Blocking & Tackling” “ SALES IS GETTING SOMEONE TO TAKE ACTION, CONSISTENT WITH ACTION THEY BELIEVE THEY SHOULD TAKE FOR THEIR BENEFIT, AND FOR WHICH THEY WILL PAY ME MY PRICE.” – The Definition of Sales “Bernie Cronin, Managing Partner, Sandler Training Institute”
  5. 5. BIRTHING ORDER FIRST BORN (50% U.S. Presidents) YOUNGEST (Only 2 U.S. Presidents) • Perfectionist (needs mother’s approval) • Manipulative • Conscientious • Entertainer • Charming • Overachievers, workaholics (50% U.S. Presidents) • Show Off • Reliable “Word is bond” • Have a good time • Critical • Risk Taker • Serious • Innovative and experimental • Relate to older people • Easy going • Open minded • List Maker • Lose a lot of sales because of • Takes Great Notes their “need for approval” • Squeeze toothpaste at bottom ONLY CHILD • Fold money in like denominations • Worse than First Born • Hang on to selling possibilities • My friend is married to one (he gets up at MIDDLE CHILD night to go to the bathroom and she • Mediator makes the bed) • Avoids conflict • Independent KNOWING THE TYPE OF PERSON YOU ARE DEALING WITH • Many friends CAN BE THE DIFFERENCE IN WINNING OR LOSING THE SALE! • Extreme loyalty to peer group • Holds cards close to vest NOTE: First Borns run for mother’s approval – Last Borns run for crowd approval • Doesn’t open up easily to others Recommended Reading: “The New Birth Order” by Kevin Leman • Can break relationships easily
  6. 6. Improving Your Attitude, Behavior, and Technique We believe there are 3 elements that determine success in sales: A • ATTITUDE • BEHAVIOR SUCCESS • TECHNIQUE B T ATTITUDE is the top point of the “SUCCESS TRIANGLE”. Why is Attitude on top? Your attitude drives everything. People will only perform in a manner that is consistent with how they see themselves conceptually. BEHAVIOR. Without behavior nothing happens. Prospects don't just knock on your door ready to buy; you have to actively engage them. TECHNIQUE. Ultimate success is determined by how well you perform when in front of prospects. Using a consistent approach to quickly qualify prospects and efficiently move through the buying process will improve your performance. Of all three points on the SUCCESS Triangle, Attitude is the most important. As we focus on this, we hope you will begin to see areas for improvement. And, this awareness will help maximize your sales performance.
  7. 7. Sandler… More than technique training. ATTITUDE (I - 10) How You Feel Rule: A •I/R “It’s not how you feel that •Self Image •Self Concept determines how you act… •Self Worth SUCCESS •Self Confidence It’s how you act that determines how •Self Talk TRIANGLE •Self Doubt you feel.” B T BEHAVIOR (R - 10) What You Do TECHNIQUE (Sandler Submarine) How You Act •Dials •OK/Not OK •No’s •Asking Questions •New Contacts •Active Listening •Appointments Booked •Reversing •Face-to-Face •Colombo •Closed File Calls •Negative Reverse •Clear Future •Dummy-Up •Referrals •Disturbing Questions •SOLD Quote: “What you say is overwhelmed by how you behave.” (Ralph Waldo Emerson)
  8. 8. “POWER PROSPECTING The Heart & Soul of Sales” “You never have to stand in line to make a Cold Call.” (David Sandler)
  9. 9. PROSPECTING CLOSING PERCENTAGES Cold Call - 1% Lead - 15% Referral - 50% Introduction - 80% “Make your client a part of your sales force.” (Bernie Cronin)
  10. 10. “WHY SALESPEOPLE FAIL . . . and what to do about it” “Salespeople fail because Sales managers Fail. Sales Managers fail because they are not given the skill sets to recruit, interview, hire, onboard, coach and grow their people” (Bernie Cronin)
  11. 11. “HANDLING STALLS & OBJECTIONS & CLOSING” “Objections are merely requests for more information…no objections no interest.” (Bernie Cronin) “The only one who can overcome the objections is the prospect……no objections no interest!” (David Sandler)
  12. 12. 3 MAJOR SALES WEAKNESSES 1. Buy Cycle – not one you ride! 2. Need for Approval 3. Talking Money
  13. 13. 3 REASONS MOST SALES PEOPLE FAIL 1. Fear of Rejection 2. Fear of Failure 3. Fear of Success
  14. 14. 5 Positive Results from a Sales Call 1. Yes 2. No 3. Lesson THINK IT OVER 4. Clear Future 5. Referral NOT ACCEPTED!
  15. 15. In EVERY Selling Situation, there are 2 Systems at work… The Traditional System: 1. Qualify 2. Present 3. Handle Objections 4. Close This is the system Corporate America teaches its salespeople and has been doing so for 50 years.
  16. 16. In EVERY Selling Situation, there are 2 Systems at work… The Prospect’s System: 1. Lie #1 – about what’s going on 2. UNPAID CONSULTING – so they can shop you 3. Lie #2 – they may need you to do more work later on 4. Run & Hide – VM, OTL, OOT, OOS This is the system Corporate America uses to buy and has been in use for 5,000 years of recorded history!
  17. 17. Will you be one of the “HAVES”? Having your own system… OR Will you be one of the “HAVE NOTS”? Not Having a System of your own and falling into their system?
  18. 18. In Our System: You get Pain, Budget, & Decision, before you Present/Close! Our System: 1. Bonding/Rapport 2. Upfront Contract 3. Pain 4. Budget This is where you will determine if you will fall into 5. Decision their system or follow your own system. 6. Presentation/Close 7. Post Sell/Referrals
  19. 19. Wimp Junction® Get the Pain, get the Money, and get the Decision Process on the table, THEN do your Presentation. Our System: 1. Bonding/Rapport 2. Upfront Contract 3. Pain 4. Budget 5. Decision 6. Presentation/Close 7. Post Sell/Referrals
  20. 20. Wimp Junction® The Prospects System: Our System: 1. Lie #1 1. Bonding/Rapport 2. UNPAID CONSULTING 2. Upfront Contract 3. Lie #2 3. Pain 4. Run & Hide 4. Budget 5. Decision 6. Presentation/Close 7. Post Sell/Referrals You are going to get a lot of pressure to cough it up early. It is at that point that you will be WIMPING!
  21. 21. "You'll have the same problems when I walk out as you had when I walked in... unless you let me take your problems with me." (Ben Feldman) Albert Bellington Executive Vice President Sandler Training Institute 1000 W. McNab Rd., Suite 315 Pompano Beach, FL 33069 Office: (954) 781-9647 781- Cell: (954) 701-6472 701-