Presentation on theme: "BECOME A SALES LEADER Donna J. Scott"— Presentation transcript:
1 BECOME A SALES LEADER Donna J. Scott Executive Vice President of Sales and Marketing
2 Characteristics of a Successful Leader: MotivatingEncouragingSmartProfessionalVisionaryFlexibleObjectiveFair
3 Steps to become a Sales Leader: Master the following skills….RelatingDiscoveringNetworking /OutreachAdvocatingAdvertisingSupporting
4 Defining The Art of Selling: To give up property or goods to another for money or other valuable considerationTo develop a belief in the truth, value or desirability of: gain acceptance forTo persuade or influence to a course of action or to the acceptance of something
5 The Most Successful Sales Approach: RelatingDiscoveringAdvocatingSupporting
6 Would you consider driving from Los Angeles to New York without a map? The Key to Success:One Question to Consider:Would you consider driving from Los Angeles to New York without a map?Making a trip without a map can cause you to lose your way, make unnecessary stops, take a lot longer to get to the destination and worse yet, maybe never reaching the destination at all.
7 Reasons People Don’t Buy: No trustNo needNo helpNo satisfactionReasons People Don’t Buy:
8 The Process of Relating: The foundation for your sales success begins with your ability to communicate and relate to the potential client.
9 Target Success:The Three P’sPurposePayoffProcess
10 Purpose Process Payoff Clients are more comfortable and you remain in control of the sales process when you:Have a purposeHave a process you intend to follow that both you and the client are comfortable withExplain the payoff to the client and know the payoff for yourself
11 The Three P’s for the Telephone: Purpose:The reason or reasons I am making this callSet up a face to face meetingAnswer a question and set the next stepEstablish the interest of the prospect in order to understand what the next steps should beShare some important or exciting information (urgency/benefits)
12 The Three P’s for the Telephone: Process:I will make the telephone call effective by following a planPlan a GreetingUse Relating Statement(s)/Re-acquaintance remarksState the Reason for Your CallSet the Next StepGet off the PhoneYour time is valuable and you need to make the most of each andevery minute of your busy day, so make the most of each call
13 The Three P’s for the Telephone: Payoff:How will this call benefit you and how will this call benefit your client?Forward movement in the processStronger rapport with the prospectBetter understanding of the prospectEstablishment of expectations and next stepsAbility to update important data within your lead database
14 Think like your client… Be your client Always Put Yourself in the Client’s Shoes:Think like your client… Be your clientWhat do they want?What do they need?What concerns might they have?What have you learned from past clients?
15 How to Establish Credibility The Staircase to Success:How to Establish CredibilityIntentCommonalityCompetencePropriety
16 The Art of Discovery:A communication process utilized during the sales process consisting of questions and answers enabling you to better understand your clients needs, wants, and desires.
17 Discovery of the Client: When speaking with your client:Speak clearlyMake eye contactSmileShake handsBe outgoing, don’t just blend inBe sure all clients are comfortable – They will be more responsive if they feel they know you!And one of the most important parts in building a relationship… LISTEN!
18 The Basics of Discovery: Who are they?What are they here to learn?Why did they come in today?When do they feel they will want/need our services?Where do they live now?How did they hear about us?Establish the fundamentals before you jump into extended Discovery
19 S.E.E.K. to Discover: Situation – current situation Expansion – what buyer wantsExploration – who’s involved, what buyer needsKnowledge – mutual agreement on buyer’s desires
20 Personality Type Know Your Clients: Driver Analytical Expressive Amiable
21 Mapping a Call Strategy that Works: Review the lead notes and historyPay attention to status code, last contact, hot button, objections and any profile informationDetermine what the next logical step for that lead would beJot down a few notes to keep your discussion on trackDecide how you intend to open the call
22 Mapping a Call Strategy that Works: Think of reasons the next logical step will benefit your client…and youDetermine what the second best option of a next step would be and be prepared to ask for itDetermine how much time the call should take before you pick up the phoneControl the process
23 After Hello, Then What? I was just thinking about you I have a great idea that I want to share with youI was concerned aboutI have great newsI thought you’d like to knowYou’re in luckYou were the first person I thought of whenI was hoping you could help me withYour input would be very helpful to meI am working on updating our lead base and was wonderingI happened to notice
24 Speak Professionally: Don’t get Sidetracked by the Weather! Be specificSpeak clearly and slowlyListen carefully to what the prospect saysUse numbers whenever possibleMake the benefit to the prospect clearConfirm a definite time and date for next stepsAsk well thought out questions
25 Ideas to add some “kick” to your calls: Buy a headphone so calling is easier and fasterPull up your scheduled activities for tomorrow and plan for themHave fun with the phone, have fun with the clientsDon’t be afraid to say “NEXT”Put a mirror on your desk and smile when you speak on the phone
26 Buying Conditions: Internal Factors Can be identified and reasoned withEmotional or feelings basedPast experiencesExternal FactorsEconomyNatural disastersAvailability of cash
27 Advocate the Close:A process of utilizing information obtained through the discovery process to promote the benefits of your service to the client in order to fill the need and close the sale.
28 Solution, Application, Benefit Identify the solution to a problemApply a feature , service or amenity that can be applied to something the client wants or does not wantIllustrate the benefit to this specific clientFeatures and benefits are not the same thing
29 Listening to Hear: Listen Share The L.S.C.P.A. Method Problem Solve ClarifyAcknowledge Agreement and Next StepsListening to Hear:The L.S.C.P.A. Method
30 How to Prepare for Anything: Write out a list of questions that your client may ask youWrite a list of answers to the questionsAnswer the questions aloud to yourself and assess how it soundsPractice on a live person and get objective feedbackDo a final run-through of your presentation before you meet with the client to do any last minute adjustmentsImmediately after any presentation write down any/all issues or concerns you or the client had with your presentation. Revise your script accordingly so it’ll be stronger the next time you utilize itDon’t be afraid to ask your prospect how you did
31 Have the Tools You Might Need: CollateralForms/AgreementsInventory/AvailabilityCredibility InformationCompetitive InformationLocal Market Information (real estate/taxes/costs of living)Calculator and tape measureRefreshmentsReferences (residents, local business professionals, local government officials, realtors, movers, decorators)
32 Know what your next step is before the meeting The Next Destination:Know what your next step is before the meetingThe checkA home visitAn eventA follow up meeting to answer questions or review informationTo complete the admission paperwork and processA thank you note or phone call even if the client isn’t interested to request referrals
33 The Devil is in the Details: Look people in the eyeIf you say you will follow up on a question or request by a certain time do itComfort is crucial, check the a/c the heat and even the smell of the area in which you’ll be meetingShake handsSmileKnow your product or service better than anyone…be the expert
34 How Do I Look? Do you look professional? Do you appear knowledgeable and prepared to do business?Do you have all of your paperwork prepared with clean copies of all the necessary information?How does your sales package look?Is the area in which you are having the meeting clean, inviting and comfortable?
35 Overcoming Objections: Seizing the Opportunities What is an objection?FearTensionUnresolved questions or concernsCurves in the roadNever be afraid to ask….you can’t lose what you don’t haveOne simple word: NEXT
36 Closing Methods: Either/Or Mini Max Take away close Give to get close Ben Franklin Method (Yes/Maybe)The Last Chance/Price Increase
37 Supporting your Client, the Sale and your Teammates: A process of sustaining the buying decision during the sales process and beyond.
38 Customer Focus: Define expectations Stay in touch Honor commitments Incorporate in-house resourcesFoster a sense of communityAddress issues as they occur
39 Strive for Excellence: You only have one opportunity to make a first impressionYou will be more confident and in control of the process if you rehearse your answers, especially to questions you consider difficultListen to what the client is and isn’t sayingTake copious notes
40 The Results: Less steps from inquiry to deposit More effective meetingsMore referralsMore salesMore sales and more occupancy
41 Networking and Outreach: Expanding your prospects through Community Organizations and Business AssociationsNetworking and Outreach is an essential link in the chain of selling. We, as sales professionals, are constantly looking for additional opportunities to sell our products and services. We can not always depend on walk-in-traffic, advertising or even word of mouth to proved constant stream of potential clients that we need in order to be successful.
42 Networking and Outreach: The Advantages of Networking and OutreachIncreased EfficiencyIncreased StabilityGetting to the “Out of Reach Clients”Public RecognitionThe list of opportunities is endless!
43 Networking and Outreach: Set your goalsEducate Organizations about you and your productDevelop presentation geared for each groupInvite organizations, business people, press personnel and community leaders to events in which you are hostingDevelop your networking follow up logPlace collateral in as many venues as possible
44 Networking and Outreach: Set your goalsDevelop contacts that can aid in the selling processDevelop a list of networking categoriesDevelop a list of business/organizations under each categoryDetermine your initial method of contact
45 Networking and Outreach: Plan your work - Work your planThe most effective networking occurs when a strategic plan is in place and there is a clear understanding of what the results of networking activities should be.There are some key mistakes sales professionals can make when networking:Focusing on themselvesLooking at networking as actual “prospecting”Failing to follow up
46 Networking and Outreach: Focusing on themselvesAlways take the passive approach – Never focus on yourself.Use the 80/20 rule:Spend 80 % of your time listening&Spend 20% of your time asking questionsWhen focusing on someone else, most sales professionals become more relaxed. Therefore it becomes muck easier to capture more details, more leads and more opportunity!
47 Networking and Outreach: Looking at networking as actual “prospecting”Networking should create sources by identifying people with similar clients or needs and establishing a means to refer business to one another. Most sales professionals look at each person they encounter as an actual “prospect” as opposed to the opportunity that creating a relationship with that person could be.
48 Networking and Outreach: Failing to follow upDon’t be a card collector! A huge stack of cards doesn’t add up to anything… but failure! The successful networking professional takes the initial meeting and follows up with each contact until they become a true prospect or an active referral source.After every networking event, make a note of the date, the event, names of key contacts and an action plan for follow up. Make phone calls, write thank you notes or send an article of a special interest to the person.
49 The Most Common Methods of Advertising Direct MailPrintInternet/Yellow PagesSignageRadio/TelevisionSpecial Events
50 Benefits and Drawback of Advertising The Benefits and Drawbacks of AdvertisingRegardless of the method you choose, advertising has several benefits. It also has several drawbacks.Benefits and Drawback of AdvertisingBenefitsDrawbacksAllows you to reach a lot of peopleAn impersonal form of communicationAllows you to repeat your message many timesCannot be tailored to address the specific needs of an individual customerIncreases visibility of your home.Advertising is expensive
51 “The fruits of tomorrow are in the seeds of today.“ - Chinese Proverb