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June 24-27, 2015
Mandalay Bay Resort & Convention Center | Las Vegas
Overwhelmed in Sales
Mastering the Tyranny of the Urgent
Ercell Charles
Carnegie Master Trainer
June 25, 2015
June 24-27, 2015 | Mandalay Bay Resort & Convention Center | Las Vegas
June 24-27, 2015 | Mandalay Bay Resort & Convention Center | Las Vegas
“Show me where Sales Professionals
spend their time, and I’ll show you
were they will spend their vacations?”
Ercell Charles
June 24-27, 2015 | Mandalay Bay Resort & Convention Center | Las Vegas
Critical Skills for Sales Professionals
• Vision
• Confidence
• Mastery
• Execution
June 24-27, 2015 | Mandalay Bay Resort & Convention Center | Las Vegas
Time Robbers
Factors externally imposed:
Outside activities
Social visiting
Unexpected delays
Mistakes of others
Meetings
Unexpected interruptions
Responding to crises
Telephone interruptions
Too much routine work
Paperwork and reports
Other people’s deadlines
Poor communication
Customer complaints
Clients with problems
June 24-27, 2015 | Mandalay Bay Resort & Convention Center | Las Vegas
Time Robbers
Factors self-generated:
Lack of good organization
Lack of delegation
Snap decisions that backfire
Procrastination
Unrealistic time estimation to do
a job
Confused responsibilities
Lack of planning
Failure to listen
Trying to do too much
Not maintaining daily list of projects
No system of self-accountability
Lack of motivation
Lack of creative effort
Making all decisions yourself
June 24-27, 2015 | Mandalay Bay Resort & Convention Center | Las Vegas
Tyranny of the Urgent
June 24-27, 2015 | Mandalay Bay Resort & Convention Center | Las Vegas
Urgency now Reigns!
June 24-27, 2015 | Mandalay Bay Resort & Convention Center | Las Vegas
The
Pareto
Rule
The
Pareto
Principle
The 80/20 Rule: 20% is vital and 80% is trivial
Examples:
• 20% of the people own 80% of the wealth
• 20% of stock takes up 80% of warehouse
• 80% of sales comes from 20% of the sales staff
• 20% of staff will cause 80% of the problems
And…
• 20% of staff will provide 80% of production
• 20% of activities produces 80% of the results
June 24-27, 2015 | Mandalay Bay Resort & Convention Center | Las Vegas
It’s Your Time, So Take your TIME!!!!
June 24-27, 2015 | Mandalay Bay Resort & Convention Center | Las Vegas
Where Sales Professionals spend time
June 24-27, 2015 | Mandalay Bay Resort & Convention Center | Las Vegas
Ideal Sales Profile
June 24-27, 2015 | Mandalay Bay Resort & Convention Center | Las Vegas
th
11
Commandment
“Thou shall
not kid
thyself”
June 24-27, 2015 | Mandalay Bay Resort & Convention Center | Las Vegas
Activities vs Results
Activities
Results
•
•
•
•
•
•
•
•
Things Planned
Things we do
Meetings held
Leads to
outcomes
Things Planned
Things we do
Meetings held
Leads to
transactions
June 24-27, 2015 | Mandalay Bay Resort & Convention Center | Las Vegas
Definition of “Profitable Actions”
“Profitable actions
are the activities
we execute that
lead to a decision
or transaction.”
June 24-27, 2015 | Mandalay Bay Resort & Convention Center | Las Vegas
Quote:
Sales is not about getting “yes’es”,
but about getting decisions!”
G. Thomas Herrington
June 24-27, 2015 | Mandalay Bay Resort & Convention Center | Las Vegas
The Sales Process
June 24-27, 2015 | Mandalay Bay Resort & Convention Center | Las Vegas
Decisions in the Sales Process
Rapport – Establish Trust
Interest – Client Needs
Solutions – Product/Service meets needs
Objection – Overcome customer
fear/apprehension
Motivation – Inspire Client Action
Commitment -- Transaction
June 24-27, 2015 | Mandalay Bay Resort & Convention Center | Las Vegas
Quote:
Your decisions will determine
your destiny!
Ercell B. Charles
June 24-27, 2015 | Mandalay Bay Resort & Convention Center | Las Vegas
June 24-27, 2015
Mandalay Bay Resort & Convention Center | Las Vegas
LinkedIn: Ercell Charles
Twitter: @Ercell_Charles
Email: [email protected]
June 24-27, 2015 | Mandalay Bay Resort & Convention Center | Las Vegas