t is said that we are all in sales, but do we truly understand sales? This interactive and engaging evening will help you better understand customer behaviours, motivations, and how you can target the right customers throughout the entire sales process. Following presentations from an expert panel, guest will have the opportunity to ask questions through a moderated discussion.
What you will learn by attending:
The ABC's of customer targeting
Seven key principles to building a bullet proof sales process
Scaling up sales efforts without scaling up staff
About the speaker:
Shane Gibson is an international speaker, and author on social media marketing, social selling and sales performance who has addressed over 100,000 people on stages in North America, Southern Africa, India, Malaysia and South America. He is in high demand as a keynote speaker on the topics of social media and sales performance. Shane Gibson is #5 on the Forbes.com list of the Top 30 Social Sales People in the World. Shane is also the sales trainer for BuildDirect Technologies and Instructor and co-founder of the Langara College Online Professional Sales Certificate Program
Targeting Your Sales Strategy at the Vancouver Board of Trade
1. Targeting Your Sales Strategy @ShaneGibson
Targeting Your Sales Strategy
With Shane Gibson
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Getting the Deal
“Most people use the
relationship to get the deal.
The reality is…
The relationship is the deal”
-@BillGibson1
3. Targeting Your Sales Strategy @ShaneGibson
Bullet-proofing your process
1. Always keep the deal and the relationship
moving forward
2. Raise the barrier to exit
3. Raise the barrier to entry
4. Get rid of anything unproductive
5. Keep focused on your game all of the time
5. Targeting Your Sales Strategy @ShaneGibson
TimeTime
EnergyEnergy
AbilityAbility
MoneyMoney
ReputationReputation
Your Assets
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CATEGORY
USERS NON-USERS
RETAIN DEVELOP REGAIN GAIN
A
Absolute
B
Beneficial
C
Convenient
High Yield
& Larger
Investment
Lower Yield
& Smaller
Investment
Pro-Active &
High Relation-
ship Selling
Passive &
Lower Rela-
tionship Selling
The ABC‘s of Targeting
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Do your ABC’s on:
• A prospects
• A steps
• A corporate activities
• A education opportunities / networking
opportunities
• A personal activities
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A List
• 10 A category referrals and power centers you
absolutely must make more time for next month
• 10 A category prospects that need more attention or
an immediate follow-up tomorrow
• 5 A category “vital signs” that need to be executed
consistently – (set a goal)
• 5 A category personal areas that need more focus to
help me lead a balanced and momentum filled
personal and business life
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Bullet-Proof Sales Process
1. Do your ABC’s on Everything
2. Master Value Added Follow-up
3. Qualify People for Proposals and Quotes
4. Use a Schedule not Emotions
5. Sell by the Signals
6. Use a social crm
7. Learn to scale
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“Talent is cheaper than table salt. What
separates the talented individual from the
successful one is a lot of hard work.”
- Stephen King
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Source: National Dry Good Association (USA)
Why Frequency Works
• 48% of all sales people make one call and after
a solid “NO” from a potential client - they
stop calling
• 25% make two calls and stop
• 15% make three calls and stop
• 12% make three calls and continue. These
people are responsible for 80% of all sales
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1.
Attraction
Stage
2.
Exploration
Stage
3.
Development
Stage
4.
Commitment
Stage
5.
Unity
Stage
The 5 Relationship Development
Stages
Flirtation A Few Dates Steady Dates Engagement Marriage
A Stranger An
Acquaintance
An Associate A Friend A Best Friend
13. Targeting Your Sales Strategy @ShaneGibson
The 5 Relationship Development
Stages
1.
Attraction
Stage
2.
Exploration
Stage
3.
Development
Stage
4.
Commitment
Stage
Potential
Supplier
Short Term
Supplier
Developing
Supplier
Trusted Long
Term Supplier
Trusted Advisor
& Partner
Watching Testing Bonding Trusting Entrusting
5.
Unity
Stage
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Social Selling CRM
SCRM
Social
email
Values
Preferences
Data
Relationship
History
Business Intel
Personal Intel
360 view
SCRM
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Summary
1. Focus on your A prospects, customers, lead-
sources and activities
2. Be a master of added-value follow-up
3. Use a social crm
4. Proactively book key activities
5. Monitor signals (sell to receptive customers)
6. Always look for ways to scale