Category: Education/Training Publisher: Creative Bound International Inc.
ISBN-10: 0921165722
Type: Non-Fiction
Pages: 190
Copyright: 2001
Up Your Bottom Line
Featuring
The ABC, 123 Sales Results Systemª
Are You, or Your Staff...
Dissatisfied with your sales results?
Wasting too much time on non-productive activities?
Making too many bids and proposals that don’t turn into sales?
Experiencing difficulties closing the sale?
Experiencing sales cycles that take too long?
Missing out on the margins & profits that you need & want?
Lacking a structured sales system?
If you answered yes to any of the above, read on!
The world market is heating up. Competitors are appearing out of nowhere and expectations are high, especially from the top. In today’s market both the business owner and seasoned professional salesperson have to be producing at their absolute best to stay up with the industry leaders.
Business people today have to be pro-active, highly energetic, entrepreneurial, self-driven and really concerned about efficiency. He or she needs to be honest, sensitive, a master problem solver and above all, a personal marketing genius with a win/win philosophy.
With this in mind Bob Urichuck has created The ABC, 123 Sales Results System. A sales results system designed to help business people develop all the above characteristics and skills.
Up Your Bottom Line
Featuring
The ABC’s and 123’s of the Sales Results Systemª
A. You can’t build anything without a solid foundation. The A is for Attitude - the foundation of all successful people. The 1, 2,3’s are attitudes and belief; in yourself, your organization and your market. Without a positive attitude and belief in all these elements, there is no foundation upon which to build success.
1. Readers will reflect, confirm and take hold of their attitude, realize it is theirs, develop it into a millionaire’s attitude, overcome fear and be able to deal with rejection, increase productivity and save time and money.
2. Readers will reflect and confirm and take hold of their attitude toward the organization’s mission statement, products and services and team members, while developing an owner’s mentality.
3. Readers will reflect and confirm and take hold of their attitude towards the market, profiling the ideal prospect while fully understanding their competition.
B. You could have a fantastic attitude, but a positive attitude alone is not enough to guarantee long term success. You need goals and an action plan to get you where you want to go. The B is for Behavior - the daily actions that are required to accomplish goals. The 1, 2, 3’s are the goals and behaviours from a personal, organizational, and market targeting level. Without these goals and behaviors there is no motivation, no ownership mentality or drive to go the extra mile.
1. Readers have to learn the relationship between consistent positive behaviours and success. The first step is to learn this on a personal level. Participants identify and develop a personal goal and action plan based on why they come to work.
2. Readers will then follow the same procedures to develop goals, action plans and behaviors for organizational objectives while improving their time management skills.
3. Readers will learn how to market target their sales efforts through the 80/20 rule and the target model while obtaining pertinent industry, organizational and client information.
C. This is the area where traditional training has placed all its efforts - on sales techniques. In this ongoing, non traditional approach the C is for Competency - the capability of following a sales results system with the appropriate competencies to build and maintain long term relationships.
Without a system and without the competencies time is wasted and there are no meaningful results.
1. Readers will learn a step by step sales results system while developing the competencies of rapport building, questioning and listening techniques.
1.1. In order to build a long term relationship, one must first establish rapport. Participants will learn about the relationship selling model, the components of the rapport pie and how to build rapport in the first 30 seconds of meeting. Participants will also learn how to identify an individual’s predominant sense and how to use that sense to their benefit during the presentation phase.
1.2. Once rapport has been established, questions can then be asked. The participants will learn why questions are so important, the type of questions that should be asked and how to deal with questions from the prospect or client without giving free consulting. A series of questioning techniques will be discussed.
1.3. When asking questions, one must listen effectively. Participants will assess their own listening skills, learn the characteristics of good and poor listeners, while learning active listening techniques that they can apply immediately
2. Readers will learn how to qualify opportunities by setting the parameters, uncovering buying motivators, financial ability, decision making processes and summarizing prior to making a proposal or presentation.
2.1. Before one can qualify an opportunity, they must first master the rapport, questioning and listening techniques discussed above in Step 1. Once this is mastered the participants will learn how to set the parameters of a meeting according to a mutually agreed upon process. This is setting the ground rules, eliminating surprises and having a clear future towards which both parties work towards.
2.2. Once the parameters of the meeting are set the questions begin. Participants will learn how to uncover the buying motivators, not just the organizational needs, but the personal emotions of the prospect or client - if there is no pain there is no gain. After considerable practice, participants will be able to identify key motivators through the use of 5 key questions.
Once a number of buying motivators have been identified, participants learn how to uncover financial considerations. This is a critical step in financially qualifying the prospect while providing you with insight to feasible solutions.
Now that we have identified the buying motivators and the financial ability, we must confirm the decision making process. Participants will learn how to confirm this process while learning how to deal with committees and other decision makers who they may not be able to get in front of.
2.3. Once all the information in step 2 has been gathered, the participant will learn how to summarize the findings by engaging the prospect or client in an committed way. Prior to the summary, buying motivators, financial ability and decision making process and timing should all have been identified and qualified. This is where you determine if you have a solution to solve the prospects problem, within their budget and be able to present to the decision makers, or not.
3. Readers will learn how to prescribe solutions specific to the customers needs, letting the customer buy, retaining the account, keeping competitors out and developing the account to its maximum potential.
3.1. Finally, the presentation. Readers will learn how to review the parameters of the presentation, review the findings and present prescribed solutions to the prospect’s problems, in their dominant sense.
3.2. During the presentation stage, participants will learn how to measure the prospect’s reactions and how those reactions lead to the prospect buying the solution, not being sold a solution.
3.3. Now that the prospect has purchased the solution, participants will learn how to maintain the relationship, develop the account for more business and how to obtain new prospect introductions and referrals.
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