WELCOME Region Meeting Seattle, WA

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WELCOMERegion MeetingSeattle, WA
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MAKE IT HAPPEN
SALES TRAINING
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AGENDA

• Training
• Regional Meeting

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Day 1 April 24
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Day 2 April 25
Each person will be provided a ticket and gift
certificate for food at SAFECO Field
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VISION
To Help Communities Build Express Their Pride
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EVOLVING OUR GAME PLAN
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EVOLVING OUR GAME PLAN
Item 1
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EVOLVING OUR GAME PLAN
Item 2
Item 1
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EVOLVING OUR GAME PLAN
Item 2
Item 1
Item 3
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EVOLVING OUR GAME PLAN
Item 2
Item 1
Item 4
Item 3
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EVOLVING IN ACTION

• Who Focus How
  Outcomes

Make It Easier Enhanced Improved

Net Account Growth Per Customer Buy
Rate/Units Per Consumer Buy Rate/Units
Per Consumer
Strengthen Expand Enhancing How We
Connect Making it Easier
Item 1 Item 2 Item 3
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TERRITORY GROWTH DRIVERS
2. Item 2
1. Item 1

• Customer

3. Item 3
Consumer
4. Item 4
Match opportunity and stage of territory to
growth driver focus
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HABITS OF SUCCESSFUL SALESPEOPLE

• Asking the right questions
• Taking control
• Engaging the prospect
• Discovering key needs
• Be a consultant
• Asking for next appointment

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HABITS OF SUCCESSFUL SALESPEOPLE

• Taking notes
• Creating a plan
• Starting early
• Keep learning
• Learn about prospects world
• Thank prospects the next day

People buy from people they like Like people
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COMMON SALES MISTAKES

• Not listening
• Not empathizing
• Not planning
• Failure to follow-up
• Not looking your best
• Not taking notes
• Not keeping sales tools organized

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COMMON SALES MISTAKES

• Not taking the prospects point of view
• Seeing prospects as adversary
• Not taking pride in your work
• Trying to convince rather than convey

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7 STEP PROCESS

• Step 1
• Step 2
• Step 3
• Step 4
• Step 5
• Step 6
• Final Step

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DEALING WITH UPSET CUSTOMERS

• Apologize for the situation
• Tell them you want to help
• Probe for information
• Empathize with the customer

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DEALING WITH UPSET CUSTOMERS

• Explain some options that would solve the problem
• Summarize the action you will take
• Tell them that you value their business

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FISH FOR NEGATIVE FEEDBACK
NO
YES

• What else can I do for you?
• What else could we do better to help you?
• How else can we be of help

• How is everything?
• Is everything satisfactory?
• Are we meeting your expectations?

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PLANNING FOR GROWTH

• If you dont have a plan, you dont know where
  you are going

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PLANNING FOR GROWTH

• Step1
• Step 2
• Step 3

These were agreed upon in the past and cant be
changed.
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Sample Comparison
Area 1
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Sample Bar Graph
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PLANNING FOR GROWTH

• Commitments
• Item 1
• Item 2
• Item 3

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PLANNING FOR GROWTH

• Make sure your summary totals equal what you
  enter
• Spend quality time planning your growth
• Plan item 3

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REMINDERS

• Step 1
• Step 2
• Step 3
• Step 4
• Final

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TURN THESE IDEAS INTO NEW JOBS
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IF IT IS TO BEIT IS UP TO ME
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WHATEVERITTAKES
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MAKEITHAPPEN
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EVALUATION
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THANKS

• For taking time to be here
• For wanting to improve your skills
• For your participation

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HAVE A SAFE TRIP HOME

• See you soon