selling ice to eskimos - get hot! - janie wiltshire, due west

Selling Ice to the Eskimos

Presented by:Janie WiltshireDue West Company(843) 869-5252www.janiewiltshire.com

HOOSIER HOSPITALITYMarch 16, 2011

Get Hot!

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Selling IceTo Eskimos

Presented by:Janie WiltshireDue West [email protected]

If You Sell Ice to Eskimos,You Have a Strategy!

“What do you want to achieve or avoid? The answers to this question areobjectives. How will you go about achieving your desire results?The answer to this you can call ‘strategy’.” ~ William E. Rothschild

What is Strategic Selling?

Why is it necessary today?

Who is really doing it?

Strat•e•gy [strat-i-jee]:

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“Strategy without tactics is the slowest route to victory.Tactics without strategy is the noise before defeat.”

~ Sun Tzu

Taking a Closer Look

Am I working _________ the business?Am I working _________ the business?

Are You Strategic Selling?

Skillful: ________________________________

Planning: ________________________________

Managing: ________________________________

Activity: ________________________________

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Skillful

“To improve is to change; to succeed is to change often.”~ Winston Churchill

What are your selling skills today?

Are they well-honed?

1. A Sales Call is a _____________.

2. _____________ is critical to the success of a sales call.

3. Pre-Call Planning:

√ Plan your ______________________________.√ Set a call ______________________________.√ Organize your __________________________.√ Have a _____________________________ and

a back-up _________________ for every call.√ Review Pre-Call Plan probes.

Sales Call Facts TOday

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Close the Sale

“Failure is not fatal, but failure to change might be.”~ John Wooden

Never end a sales call without a __________for you and the customer.

What attitude should you have in closing__________ and __________?

Closing is a __________ __________ __________.

Why do Salespeople fail to close?______________________________________________________________________________________

What can prevent it?______________________________________________________________________________________

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It’s all about the __________ and the __________.

How are you using your days?

Do you have goals?

6 Reasons for a Goal:

1. _______________________________________2. _______________________________________3. _______________________________________4. _______________________________________5. _______________________________________6. _______________________________________

Planning

“Success is rooted in vision. Always affirm that you will succeed.”

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The Story of Charles Schwab and Ivy Lee

My lessons from this story:_________________________________________________________________________________________________________________________________________________________________________________________________________________________________

“Profound and powerful forces are shaking and remaking our world...The urgent questionof our time is whether we can make change our friend and not our enemy.”

~ U.S. Presidential Inaugural Address

We all know that there are many valuable lessons from history.The story of Charles Schwab, the president of Bethlehem Steel, is certainly one for us today.

It was the early 1900’s and Charles Schwab was the first American to make one million dollars in asingle year. Schwab wanted to be even more successful, so he consulted with a man named Ivy Lee

- the leading management guru of his day.

After observing Schwab’s work habits for five days, Lee advised him to takethree steps to make himself more productive. Ivy Lee told Charles Schwab:

1.) Make a “to do” list.2.) Set priorities.3.) Do it every day.

Schwab didn’t know what he should pay Lee for this simple three-step advice. Lee told him to workthe plan for a while and then pay what he thought it was worth. Five weeks later, Lee received a

check for $25,000 from Schwab (remember this was almost 100 years ago!). Later in his career,Charles Schwab claimed that Ivy Lee’s advice was the best he’d been given in his business career,and it helped him build Bethlehem Steel into the second largest steel producer in the United States.

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ManagingManaging any sales process takes _______________.

“I never could have done what I have done without the habits of punctuality, order,and diligence, without the determination to concentrate myself on one subject at a time.”

~ Charles Dickens

Monthly Questions? Did we achieve booking goals?? Do we have a plan for next month?? Are we reaching out to Top and Target Accounts?? What are we doing to make next month’s results better?

Weekly Questions? Are you getting a copy of weekly reports? Have you looked deeper to determine if they have a

good mix of calls (appointments, prospecting, site visits), and that the content is complete anddoesn’t consist only of “left a message”? Is booked business a result of sales calls or solelyfrom inquiry business?

? Are you having a regular sales meeting weekly with a fixed agenda?? Do your salespeople have goals outlined for them? Are they hitting their goals?? Do they have appointments set up for next week?? Are we making outside calls?? If the call volume isn’t where it should be, am I making sure we are using prime time selling by

SELLING? Personal calls, rooming lists, letters…none of it should be done during primetime selling hours.

Daily Questions? Who did you go see today?? What were the results?? What’s your next step with these customers?

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Activity

What are your actions regarding

Top Accounts Target Accounts Potential Leads

Top Account Activity

$ Personal Calls$ Emails$ Entertainment$ Phone Calls$ Marketing Pieces$ Ad Specialty Items$ Holiday Promotions

Do you have a maintenance “STRAT” Planto keep the big accounts?

“Success is not measured by the position one has reached in life,rather by the obstacles overcome while trying to succeed.”

~ Booker T. Washington

Top Account STRAT Plan

Account: ______________________________________ Year: ________________

MONTH COMMUNICATION METHOD OBJECTIVE

Top Account STRAT Plan Account: JDI Travel Year: 2011

MONTH COMMUNICATION METHOD OBJECTIVE

January Lunch Review last year’s production/trips Discuss anticipated performance for this year

February Deliver Valentine’s Candy Develop new contacts Meet more bookers Thank for business

March Sales Call 1s t Quarter review 2nd Quarter focus Update all the file information

April Easter Bunny photo op with Team Email blast

Promote new programs Follow-up with a frame photo Promote Summer schedule

May Sales Call Secure property tour for next month Plan luncheon for key people

June Tour and Booker luncheon Review Regular Travelers List and their preferences Show recent Trip Advisor Feedback online Point out new events

July Sales Call Mid-year Review: Discuss group situation and internal changes from their recent meeting

August Summer Fun Pack delivery Deliver Summer Fun Pack Thank for their business through first 7 months of the year Discuss balance-of-year expectations

September Sales Call Secure Fall schedules Discuss 2012 plans

October Halloween “No Tricks, Just Treats” Call Deliver candy in costumes Update all data for account

November Email blast to company employees with special

Drive Weekend/Holiday times Sales Calls Express appreciation by delivering a personal gift

December Mail Holiday Cards Host Wine And Cheese Event Send New Year’s Eve Package email blast

Invite all bookers and key contacts to Wine and Cheese Event

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Where Do We Go From Here?

Strategic Selling for tomorrow requires _______.

Why? ___________________________________________________________________________________________________________________________

Specific ways to be a futuristic strategic seller

________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

“Once you have decided what is important to you,keep that clear and honorable objective in mind and begin to move toward it.”

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Getting Started Now

Activity: ________________________________________________________________

Managing: ________________________________________________________________

Planning: ________________________________________________________________

Skillful: ________________________________________________________________

“People are always blaming their circumstances for what they are. I don’t believein circumstance. The people who get on in this world are the people who get up and

look for the circumstances they want, and, if they can’t find them, make them.”~ George Bernard Shaw

Consistent with the idea that you don’t have to be bad to get better, please take a few moments to complete this evaluation form and return it to us before you leave. Thank you. Janie

1. How did this program meet your expectations? More than I expected. About what I expected. Less than I expected.Comments:___________________________________________________________________________________________________________________________________________________

2. How would you rate the content and material presented? Informative and useful Informative, but not very useful for my job Not very informative or usefulComments:___________________________________________________________________________________________________________________________________________________

3. How would you rate the speaker? Interesting and knowledgeable Interesting, but could be more educational Knowledgeable, but could be more interesting Not very interesting or knowledgeableComments:___________________________________________________________________________________________________________________________________________________

4. What did you like best about this program?____________________________________________________________________________________________________________________________________________________________

5. What do you think would make the program better?____________________________________________________________________________________________________________________________________________________________

Comments:________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

Name __________________________________ Property ______________________________Address _________________________________________________________________________City ____________________________________________ State _______ Zip ________________

Presented by:Janie WiltshireDue West Company313 Jungle Road, Edisto Beach, SC 29438(843) 869-5252www.janiewiltshire.com • [email protected]

PROGRAM EVALUATION Hoosier Hospitality 3-16-11Selling Ice to the Eskimos

selling ice to eskimos - get hot! - janie wiltshire, due west

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