The key to growth is winning more new business and the key to winning new customers is sales (with support from marketing of course). 3 key ideas to grow your business through Sales Performance Motivation

2. the
Problem

3. Have your

4. Dried up?

5. Come to a sudden stop?
www.flickr.com/photos/mwichary/3690887427

6. Do you feel like this?

7. or this?

8. the
Solution

9. think
dif erent
f

10. “All failure is failure to
adapt, all success is
successful adaptation.”
- Max McKeown, Adaptability: The Art of
Winning In An Age of Uncertainty

11. See the world through new eyes

12. What is your Sales
Improvement Plan?
www.flickr.com/photos/12023825@N04/2898021822

13. OLD THINKING
X
NEW WORLD
=
FAIL

14. Prisoners of the past

15. The old Golden Rule in Sales was:
Find out what your customers
want, and give it to them.

16. The new Golden Rule in Sales is:
Give your customers the ability
to do what they can’t currently
do but would want to if they only
knew it was possible.

17. Sales success rates go way up
when you identify an “unconsidered
need” that your product or services
uniquely addresses.

18. Sell to their right-brains
www.flickr.com/photos/camdiluv/5788194542

19. Decision
Drivers
19

20. 1
Develop a Winner’s Mindset
2
Always be Prospecting
3
Double your Conversion Rate

21. Question 1:
What are the personal
characteristics of
Top Sales Performers?

22. Rank in order of importance:
• Creativity
• Tenacity
• Integrity
• Curiosity
• Passion
• Empathy

23. Research found:
1. Empathy …to build rapport
2. Integrity …to build trust
3. Passion …to build interest
4. Creativity…to build the right solution
5. Tenacity …to close the deal
6. Curiosity …to build understanding

24. You can’t teach an old dog new tricks

25. Sales Attitude
“Attitude is a choice, and its
available to all.”
“What actually separates
winners from losers isn’t
talent, its attitude.”
- Seth Godin

26. Sharpen your sales attitude

27. Get
(Make A Difference)

28. 1
Develop a Winner’s Mindset
2
Always be Prospecting
3
Double your Conversation Rate

29. Question 2:
What single attribute
determines long term
sustainable overachievement in sales?

30. Your personal commitment to….

31. Always be Prospecting

32. Building your opportunity pipeline

33. Knocking on every door

35. The Sales Cycle
Prospection
Qualification
Proposal
Negotiation
Close
Time
Prospects
Conversion Rate

36. P = Number of prospects
P x CR = SALES
CR = Conversion Rate

37. 10
33%
(Typically 25%-50%)
P x CR = SALES
S=3
Example 1

38. 10
40% *
P x CR = SALES
S=4
*Requires considerable effort. Not easily sustainable
Example 2

39. 20 *
33%
P x CR = SALES
S=6
*Requires less effort. Is sustainable
Example 3

40. “Eighty percent
of success is
showing up.”
- Woody Allen

41. 1
Develop a Winner’s Mindset
2
Always be Prospecting
3
Double your Conversation Rate

42. Question 3:
What 3 things do top
sales achievers that
deliver maximum impact
to their sales results?

43. 1. They are Future Focused

44. They deal with change

45. Make strategic choices

46. Are highly adaptable

47. Manage ambiguity

48. 2. They have a Sales Game Plan

49. 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?

50. They lead their customers through the Buyer’s Journey
1
2
3
source: www.corporatevisions.com

51. They Educate

52. They Inspire

53. They systematically practice
the new Golden Rule in Sales:
Give your customers the ability to
do what they can’t currently do
but would want to if they only
knew it was possible.

54. 3. They demystify: Value vs Price
Products
Services
Customer
Experience

55. They get their message heard

56. 4. Sell to different Behavioural Styles

57. Options Preference

58. Procedure Preference

59. Then, they create a sense of urgency

60. They execute consistently

61. Recommended reading

62. What did sales winners do?*
1. Educated me with new ideas or perspectives
2. Collaborated with me
3. Persuaded me we would achieve results
4. Listened to me
5. Understood my needs
6. Helped me avoid potential pitfalls
7. Crafted a compelling solution
8. Depicted purchasing process accurately
9. Connected with me personally
10.Overall value from the company is superior to others
*What Sales Winners Do Differently, RAIN Group, 2013

63. 1. Success in sales is simple, but not easy
2. Negotiation skills -> Prospecting skills
3. Closing mindset -> Collaborative selling

64. David R Ednie
President & CEO
SalesChannel Europe
Ph: +33 676 60 09 25 (FR)
Email: david@saleschannel-europe.com
Website: www.saleschannel-europe.com