Sales for dummies
- 1. Welcome to Woods Chapel Crossroads Career Network!
- 2. Sales for Dummiesand Job Seekers
- 4. ProspectingJust like exercising its good for you and produces results if you do it consistently.Research targets
- 5. Prepare
- 6. Be Organized
- 8. Follow up
- 9. Its a numbers game (10 3 1 Rule)Cold CallingKnow your objective and the purpose of your call before you start
- 10. State your name (takes away may I ask whos calling)
- 11. State your purpose quickly
- 12. Make statements that build rapport and confidence
- 13. Be sincere
- 14. Get past the voice mail
- 15. Keep your eye on the prize never lose sight of your objective no matter where the call goesWarm up your Cold CallsALWAYS ask for referrals
- 16. Call someone other than the prospect to get information about the prospect or the prospect's company
- 17. Drop a name you know on the inside
- 18. Send them a guerilla resume or other materials FOLLOW UP!Thank you, Thank you, Thank you.
- 19. When would be a good time to follow up?
- 20. Be persistent, but dont be a pest.
- 21. Keep your name in front of EVERYONE
- 22. Give something they want / need away Gitomers Approach to Cold CallingIt's an attitude and a numbers game...If you see enough people and you have the right attitude, (and you're prepared) you will succeed.Get ready for the fact that you won't make a sale every time. You will get NO a majority of the time big deal, so what?Embrace the fact youll hear no more often than yes. Start thanking people for telling you no because they're helping you get one step closer to yes Ask them if they know anyone else that might not be interested, because you still need three more no's before someone says yes
- 23. Cold calling is an acquired skill. You acquire it by practicing and being prepared. Want to get better at cold calling? Easy, make more cold calls.The biggest most important rule of cold calling is... Have fun! It's a game play to win.
- 24. QualifyingWhat How Who WhyWhat does the company do?What is the company cultureWhat is their track record?What immediate opportunities exist?What can you offer that is unique?
- 25. QualifyingWhat How Who WhyHow much do you know about the industry?How would you fit into the organization?How excited can you get about a job there?How do they hire?
- 26. QualifyingWhat How Who WhyWho are the organizations leaders?Who are the Gatekeepers? The Keymasters?Who are the decision makers?Who might be a roadblock to your success?
- 27. QualifyingWhat How Who WhyWhy are you interested in this company?Why do YOU think you would be an asset?Why should they hire you?
- 28. NEEDS ANALYSISInvestigate requirements thoroughly review job descriptionsContact an insider for information that is not postedResearch the company BEFORE you write your cover and resumeFind direct or transferable reasons you are qualifiedFocus on what you will DO, not what youve DONE
- 29. PROPOSALYour pitch needs to stand out STAR focusedWhat points do you want an organization to remember about you?Elevator speech focused on themFocus on how your skills and experiences will benefit the organizationEmphasize those skills where you really excelFocus on your soft skills and character traitsHave a list of strengths that have served you well on the job
- 30. NEGOTIATIONCongratulations! Its time to finally turned all the NOS into a YESKnow your true value in the marketDont be afraid to tell them NOFirst number out is NOT a loser, if you have done your homeworkAlways Be ClosingIf I could, would you?ASK FOR THE DEAL
- 31. Sign on the Line that is Dotted.Its finally time to relax. You have a job. NOT!Underpromise & overdeliverContinue to build relationships both in and outside of the organizationAsk for feedback and adjust your courseObserve office politics, but do not participateLearn how each person operates and tailor your approach
- 32. Show class, have pride, and display character. If you do, winning takes care of itself.Paul Bear BryantShow me someone who has done something worthwhile, and I'll show you someone who has overcome adversity.Lou Holtz
- 33. Prayer Requests?
- 34. Woods Chapel Crossroads Ministry LeadersDave Templeman: david.templeman@gmail.comChad Snider: chad@clearmarketingdesign.comPaul Quinlan: pquinlan1@gmail.comKristy Marcum-Kempin: marcum.kempin@yahoo.comDave Crocker: drcrocker@comcast.netTerry Matz: terry@terrymatz.com