building your sales “winning edge”traits, mindsets, habits, skills of great sales people:...
TRANSCRIPT
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Building Your Sales “Winning Edge”
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The “Winning Edge”
“Small differences in
ability can lead to enormous differences in
results.”
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www.steverudolphcoaching.com
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Mastery is Built Upon the Fundamentals
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In Triads or Pairs, Please Discuss…
What are the traits,
mindsets, habits, skills and
best practices of successful
sales professionals?
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Traits, Mindsets, Habits, Skills of Great Sales People:
• Optimistic – have a positive “can do” attitude
• Great interpersonal skills – strong empathy, great listeners
• Highly organized and disciplined – have a process; goal oriented
• Self-directed, life-long learners – value training & practice
• Open – minded - willing to try new approaches
• Competitive - highly motivated to win, love challenges
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Your Professional
Development…
Please write down 1-2 Sales
Areas you commit to
strengthening or developing in
2019.
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All things being equal…
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Sales is something we do with and for
people, not to people.
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Persistence…not Perfection➢ 48% of sales agents
never follow up with leads a second time. This is significant since
➢ 10% of sales are closed on the fourth contact, and
➢ 80% are made on the fifth to 12th contact.
National Sales Executive Association
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Your 30 – 60 – 90 Day Plan
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Building your professional network…
Please line up according to your birthday
Please huddle up into groups of 3
Each person please:
1) Introduce yourself and your business
2)Share one successful lead prospecting or sales practice that yields results for you, or, one sales area you find challenging or frustrating
60 seconds each, GO!
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Pick up phone and CALL!
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Lag (“Oh Crap”) versus Lead Indicators
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$ Sales LEAD Indicators $
•Number of calls made
•Number of emails sent
•Number of purposeful conversations
•Number of social media interactions
•Number of professional networking events
• Number of meetings scheduled
• Number of demos or sales presentations
• Number of referral requests
• Number of blogs/articles/links/white papers/podcasts / research sent
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“Sales people who actively seek and exploit referralsearn 4 to 5 times more
than sales people who don’t.”
-Jonathan Farrington and Associates
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www.steverudolphcoaching.com
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What percentage of your work week should you spend
prospecting, building relationships?
20% =
8 hours a week =
1.5 hours a day
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www.steverudolphcoaching.com
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“I don’t know why I run so fast, I just run…”
Be Your Best!
https://www.youtube.com/watch?v=JqI8NyZtCmo
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Thank You!