How To Write A Successful Sales Plan with Jamie Irvine #168

How To Write A Successful Sales Plan with Jamie Irvine #168

Our guest is Jamie Irvine, an account manager and entrepreneur from Alberta Canada. Jamie believes to achieve big sales results every company needs to have a sales plan. A sales plan will help you to organize your activity. With a systematic approach you can move consistently towards closing sales. A sales plan establishes clear defined goals, priorities, timetables, and necessary resources. It is a roadmap to success. This plan must be understood by everyone in the company and focuses everyone’s attention on achieving and making sales. Jamie shares the key elements on how to write a successful sales plan. It’s not as hard as you think!

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The Best of Sales Plans

There are a number of key elements to a sales plan. But first understand the “why” behind the need of a sales plan. It’s primary goal is to make sure you’re going in the right direction. Have a good plan, not perfect plan. Don’t get caught up in analysis paralysis and having no plan at all. The goal is to get started and work on it consistently.

Here are the elements on how to write a successful sales plan:

Explain Why – First express the value of your sales plan. It’s important to understand the motivation for a sales plan. It will drive you to honor and follow the plan.
Set measurable goals with defined outcomes – Activities are not enough. The desired results must clear. Without defined outcomes, sales goals don’t help you. Start with the ultimate goal of closing the sale and work backwards.
Establish a timeline – Pick a schedule that is challenging but doable.
Define your goals – Big goals, annual goals, and weekly to-do list goals to make this happen. Jamie uses a simple notepad. Breaks them up into alphabetical categories for precedence. Then numbers them 1 to N by importance.
Identify barriers to success – Many times outside events are beyond your control. But you can learn how to deal with rejection and overcoming objections. That you can control.
Outline the strategy and get everyone on board.
Seek commitment from all the stakeholders – all roles need to support sales.

When developing a sales plan it is important that it is simple and that you take consistent action every day

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How To Find Jamie Irvine

This is Jamie on LinkedIn

His blog post Jamie Irvine

This is the LinkedIn article How To Write a Successful Sales Plan that caught my attention and invited Jamie as a guest.

A Bit About Slidebean

Slidebean allows you to create stunning, professionally designed sales decks in minutes, not hours. Over 2,500 sales professionals have used Slidebean’s simple, yet robust presentation tools to successfully pitch clients around the world.

Slidebean’s state of the art presentation software allows you track your prospect’s progress within a sales deck, letting you know vital information such as how many times they’ve opened your deck, and how much time they’ve spent on each slide.

Get a free Slidebean account today!

SlideBean in the Media

The free cloud-based presentation tool that is storming the business world with head turning content is being lauded by the press:

Slidebean Presentations that Design themselves

YouTube Slidebean Presentation

Startup Slidebean Launch

Terrific Slidebean article by Hongkiat

Slidebean review on FinancesOnline

Slidebean on Facebook

Slidebean on Twitter

Slidebean on LinkedIn

Past Episodes on Sales Process Improvements

Here are past episodes that discuss Value Selling and how to build a Value Proposition. Listen today!

May 15, 2017May 15, 2017

How Sales Can Help Buyers Help Themselves – Hugh Liddle #164

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How Sales Can Help Buyers Help Themselves – Hugh Liddle #164

Sales Wizard Hugh Liddle is a sales coach famous for his red cap In this episode we answer the eternal question all buyers ask, “What’s in it for me ?” The responsibility of a seller to help buyers help themselves. Sellers need to stop the conversation of “we we we, our our our…etc”. Today Hugh tells us how sales can help buyers with the two skill successful sellers must have. Plus he give practical examples on how to integrate these skills it into your selling.

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Answer the Question “So What”

Before you start to share information with a prospect, ask the question “so what”? If the information doesn’t matter to them, it’s only bragging and blustering.

Skills of Successful Sellers

It’s not about you, it’s not about being fast talker. Two skill we sellers must develop:

Ask good open ended questions to find out they they are thinking
Ability to Listen

This is the path to learning how sales can help buyers, help themselves. If you qualify prospects by listening, you will be working with the kind of prospects who become buyers.

Example Development Questions

Hugh gave some examples of open ended questions:

Where do you see your business in one year?
What’s been going on with your business this year?

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Focus on the EMOTION of the End Result

From the answer of the open ended questions, you will gather the emotion they are feeling. If you can create results that address this emotion, you will find success. This answer the question on how sales can help buyers. Focus on the end result the customer will experience.

How To Connect With Hugh Little

Reach out to Hugh and schedule a coaching call here

Hugh’s website is http://redcapsalescoaching.com

Sales Chalk Talk Radio

Sales Skill Training

Join the Sales Babble Facebook Group

Here are past episodes on that focus on growing your sales skills:

March 21, 2017March 18, 2017

5 SuperPowers of Successful Sales Account Executives with David Kahn #156

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5 Superpowers of Successful Sales Account Executives

David Kahn is the author of the recently published book
Cape Spandex Briefcase, Leadership lessons from Superheros. He is Senior VP of HR for Redina and a leadership strategist and academic researcher for organizational development. In this episode, David channels his inner superhero and shares the 5 superpowers sales account executives wield for selling success.

Batman vs Captain America

David’s favorite superhero is Batman. But when it comes to leadership, his model is Captain America. Captain America exhibits confidence, command and when the task is done, the team says we did this together. It’s very Taoist.

David believes:

– sales is another form of leadership
– executives are selling ideas vs sellers selling products
– focus on the end result and you will find success

The 5 SuperPowers

All 5 superpowers are based around courage. It takes courage to make a fool of yourself and to put yourself out there. It’s also what’s necessary to take your career to the next level.

Power of Accountability – you own the outcome. As an Account Executive you have the courage to overcome the fear of losing. Fear can make you too cautious.

Power of Conviction – your value is determined by the goals you strive for and the manner you achieve them. How you do things matters. Ethical conduct is the single most important leadership competency.

Power of Persuasion – you effectiveness is based on your ability to influence others. Leaders communicate and understand the clients on a human value. Asking questions is the pathwork to persuasion.

Power of Competence – there is no substitute for being knowledgeable and skilled. You can’t persuade and lead on charisma alone. Intelligence is important, but you only need to be a bit more knowledge to be competent about a topic. You must be relatable, not jargon heavy.

Power of Collaboration – when achieving a goal you involve others. All sales are based on relationships. It’s not about authority. Approach every deal like it’s the first of many.

Take Action Advice

Always strive to be the best person in the room: the most informed, most ethical, the most prepared, the most persistent, and the most willing to display compassion.

How To Find David Kahn

David is an avid superhero fan thus the 5 superpowers sales account executives is the concept of his book:

Cape Spandex Briefcase, Leadership lessons from Superheros.

You can also find him here:

www.leadersayswhat.com
On Twitter @leadersaywhat.com
On LinkedIn https://www.linkedin.com/in/davidskahn/

Cape Spandex Briefcase, Leadership lessons from Superheros

Leadership Episodes

There are daily postings on the private Sales Babble Facebook Group. Next discover your inner leader with these episodes. Listen today!

December 6, 2016December 6, 2016

Persuasion and the Art of Influence with the Sexy Boss Heather Ann Havenwood #141

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Persuasion and the Art of Influence with the Sexy Boss Heather Ann Havenwood #141

Today we meet Heather Ann Havenwood, a gifted sales professional and coach who has mastered persuasion and the skills of assertive selling. In this episode we dig into the power of emotion when selling, and things you can do to avoid being aggressive, yet still influence and close a sale. Persuasion and influence are hot topics. I like to think of Sales Babble as a conversation in a Starbucks, and this episode nails the title today.

Focus When Selling

We talked at length on the selling process, what to avoid and what to embrace. This includes:

The beginning and ending of the sale are key to influence
People are naturally defensive, expect it and accept the situation.
People buy from people, you need to sell prospects on you first. This is the first step of persuasion.
Listen to what the prospect is saying, often that’s all you need to close.
Confusion never sells so it’s best to focus on one offer.
On a one call close, lead people by the hand when buying.

On a complex sale never leave the meeting without a next step.

How To Find Heather Ann Havenwood

You can learn more about influence and persuasion from Heather Ann here:

To get a copy of Sexy Boss audio book and get Three Free chapters
- In the USA text the word “heather” to 72000
- Outside of the USA go to the website, sexybossinc.com and enter your email
Website: http://www.HeatherHavenwood.com
Twitter @hhavenwood
Facebook Facebook.com/HeatherHavenwood
LinkedIn: https://www.linkedin.com/in/heatherannd

Join the Sales Babble Facebook Group

Go here to join the Sales Babble Facebook group to work on your persuasion and influence skills.

https://www.facebook.com/groups/salesbabble/

Post Black Friday Sale

Start selling with confidence today with the Sales Babble online class. Only $49 this week!

Learn more here!

November 29, 2016December 2, 2016

Four Skills You Need For Sales Success – HEAT

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Four Skills You Need For Sales Success – HEAT

In this solo episode Pat Helmers shares the four sales skills for sales success. Selling is not about being outgoing and pushy. It’s about having HEAT:

Helpful

Emotionally Intelligent (Empathetic)

Astute

Tenacious

Sales Success Skills and Links

Here are the attributes and skills for sales success mentioned in the podcast. Note the links that reference previous episodes and posts made here on Sales Babble. With these four attributes, you’ll have a fresh mindset on how to approach customers and provide value. And you’ll do so in a natural an efficient way to work your skills for sales success.

Helpful

By taking the mindset of being helpful, it’s easier to promote what you have. But only if you’re certain you can help. You’re not trying to sell them, you’re trying to lend a hand.

In this situation you ask a number of questions: What’s going on? What’s the problem? Is there something I can do? How can I help? Not a mindset of being pushy, but being helpful.

Emotionally Intelligent (Empathetic)

Skilled entrepreneurs are able to pick up social cues. They can read body language in ways words don’t convey. Being able to read people, depends on your ability to listen, look, and understand. It’s easier to understand what your prospective client is saying by paying close attention. Master sellers are empathetic to the troubles their customers have, and it shows.

The best way to know what your customer thinks, is to ask and truly LISTEN. None of us are mind readers. Never assume you know what a prospect is thinking. Ask for honest feedback, and listen how they answer.

Astute

Smart sellers are able to connect the dots. They take random facts, find patterns, and then understand how to take this situation and turn it to their advantage.Buyers are often confused by the event in their lives. They know they are experiencing pain, but unsure where it stems. It’s important you that understand your ideal client better than they know themselves. Once you understand the troubles they have in their lives, you can provide relief.

An astute entrepreneur never leads with a solution. But they do walk their clients through a conversation. If done masterfully, it’s a conversation that concludes with a solution the startup offers. Always be patient when selling letting buyers come to a realization on their own schedule.

Tenacious

Entrepreneurs do not give up. They work deals until done. Tenacity is the ability to not quit and stick with the deal, win or lose. This requires you to become organized and detail oriented. building new daily habits centered around CRM software. With a little discipline, you too can become the organized Seller.

Most likely your competition is terrible at following up. Most sellers don’t follow up more than twice. This is where you can beat them.

Follow up, follow up, follow up!

Four Skills For Sales Success – HEAT

Productivity Guide

This is the productivity guide Lian Austin is sharing in preparation of his December Summit. Stop wasting time! Optimize your day and with efficient time management strategies. This is Liam’s interview on episode #135.

Consultative Selling

Masters Sellers have HEAT and this is how we do it. Listen for more advice in these episodes to learn skills for sales success!

September 20, 2016September 15, 2016

The Only Sales Guide You Will Ever Need Anthony Iannarino #130

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The Only Sales Guide You Will Ever Need with Anthony Iannarino #130

In this episode we talk about two subjects. First the foundation attributes professionals need to become highly successful sellers. Secondly the fundamental skills you must possess to make and close sales. We’re honored to have as our guest, Anthony Iannarino. Anthony is the author of a soon to be published book titled “The Only Sales Guide You Will Ever Need”

Nine Attributes Successful Sellers

In our conversation Anthony shared the foundation of great sellers. He believes the attributes are:

Self Discipline
Optimism
Caring
Competitiveness
Resourcefulness
Initiative
Persistence
Communication
Accountability

Eight Skills for Sales Success

Selling skills are critical for success. Anthony believes sellers need to possess 8 fundamental skills. He believes you must be strong on all these, not just work the skills that come natural.

Closing
Prospecting
Storytelling (Presenting)
Diagnosing
Negotiating
Business Acumen
Change Management

To be a trusted adviser, you need trust and advice.

How To Find Anthony Iannarino

To find Anthony online go to ….

Website: http://thesalesblog.com
Twitter: https://twitter.com/iannarino
Facebook: https://www.facebook.com/thesalesblog/
LinkedIn: https://www.linkedin.com/in/iannarino

The Only Sales Guide You Will Ever Need Pre-Order

You can pre-order his book today by going to preorder.theonlysalesguide.com The book will be published in October 2016.

How To Grow Sales

Here are some other episode on growing your selling skills. Check them out today!

August 23, 2016August 23, 2016

Understanding the Value of Testimonials #126

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Pat at Fox Valley Computer Society — Fox Valley Computing Society

Understanding the Value of Testimonials #126

Customer testimonials provide a powerful tool for marketing and sales. They can be featured on your website, brochures, anyplace prospective customers learn about your company. Most prospects don’t want to be the first ones to buy from a company. They want to learn what others think in order to make an informed decision. Today’s episode is spent understanding the value of testimonials, the framework of a great testimonial, how to collect testimonials from your client and where to use them.

Testimonial Action Guide

To make it easy to implement this episode, we’ve created a Testimonial Action Guide.

Download the Testimonial Sales Guide Here

Yep, I’m going to collect your email and put you on my email list. Trust I’ll only send you updates on each podcast and a few others sales handouts too. I believe in honest sales and full disclosure. Join me!

August 9, 2016July 31, 2016

Lessons Learned at a Software Startup with Johnny Campbell #124

Johnny Campbell win sales with mindset sequence and systems

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Lessons Learned at a Software Startup with Johnny Campbell

This is the second part of two part series where our guest Johnny Campbell shares the story of Interactive Facebook Television – IFBTV. Johnny was a founder of a software startup. Sadly not all went as planned.

The Saga of Interactive Facebook Television

Johnny was a pioneer in making money with Social Media starting in 2009-2010. He and his fellow founders had an idea. They wanted to tie together video and Facebook. Subscribers could watch videos and able to order products online. The business model was commissioned based. They gave away IFBTV to members with large audiences and fan pages. IFBTV could type content into their account.

The founders end game goal was to sell to Facebook.

Trouble on the Horizon

The roll out had timing issues. It was too innovative for the times. Facebook was not ready at that time. There was no offer to be purchased. IFBTV was running out of money. Outside investors had other ideas and recommended a pivot. Many of the founders considered a pivot. Founders lost focus on the goal to sell. Johnny wanted a proof of concept such that they could be acquired. Not all the founders agreed.

Their Ideal Client – Face Book Fan Pages in the industry of Music, Artists, and Politicians.

Progress vs Perfection

Successful Startup is dependent upon ….

Know your Ideal Client
Have clarity on your intent.
Unbundle what you’ve done,
Don’t let Ego drive decisions.

Where to Connect with Johnny Campbell

Riseupandwin.com – Promotional products
LinkedIn Johnny Campbell the Transition Man
30 minute free consulation thetransitionman@gmail.com Subject: 30 Minute Babble Session

Listen next week for Johnny’s Start up Story

June 21, 2016June 20, 2016

5 Habits of Successful Sales People with Kingsley Grant #117

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5 Habits of Successful Sales People with Kingsley Grant #117

Kingsley Grant is a business coach and my long time mastermind partner. He’s also a Motivational Speaker, Corporate Trainer, Licensed Marriage & Family Therapist , Certified Mindset and Transition Coach, Host of the Midlife Launch On-Demand Online Radio Podcast, and a published Author. In this episode Kingsley teaches his Five habits for successful sales people, the SCORE Habits to create the framework that will sustain this discovery. He is a proud dad, husband, a man of faith and an entrepreneur at heart.

You Want to SCORE in Sales

SCORE is an acronym Kingsley uses to teach the 5 habits for successful sellers.. Answer the following questions:

Storyfication – Why are you doing what you do? How are you improving your clients business? Do you believe in your product or service? If you don’t answer YES you’re story will not lead to success. Remember what Zig Ziglar said “If you’re not using what you’re selling, don’t sell it”.

Collaboration – How do you partner with others? How can others help you?

Optimization – What is working? What’s not working? Instead of focusing on what’s broken, focus instead on what’s going right.

Reconciliation – You will screw things up at some point. That’s a fact. It’s best to take ownership of the fault (even if it wasn’t you) and apologize. This will build loyalty.

Elimination – Recognize process that aren’t working as well as relationships. Eliminate them from your business. e.g. firing customers, staff, partnerships,

In other words Kingsley believes you need to “Score big or go home”

Find your true why? What is the one thing you’re called to do?

How To Connect With Kingsley Grant

Kingsely hosts the Midlife Launch podcast
Click here for 5 SCORE habits and chapter of his new book How to eliminate relationships and toxicity in your life at www.kingsleygrant.com/salesbabble
This is my interview on Kingsley’s podcast “How To Power Your Way Through Fear Using Passion | Pat Helmers | Episode TML081”

How To Grow Sales

Here are some other topics and interviews you may find of value:

March 29, 2016

The Habits of Highly Successful Sellers with Terry Lancaster

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The Habits of Highly Successful Sellers with Terry Lancaster

Terry Lancaster is an entrepreneur, speaker, and #1 best selling author of the book BETTER! Self Help For The Rest Of Us. He writes and speaks on the power of habit and focus, helping salespeople and entrepreneurs build better lives, better careers and better businesses, one minor adjustment, one focused action, one better habit at a time.

In this episode Terry and I talk about Jerry Seinfeld, Pomodoro, and Flow. Does this sound unconnected, it’s not! You’ve come to the right place. Discover how actions make habits and habits make for success. These are the habits of highly successful sellers.

Seinfeld Technique

Terry shared a story from Jerry Seinfeld. Seinfeld explains how each day he forces himself to write a joke. Once written he marks off the calendar. Do something similar with cold calling. Set a goal of 5-10-20 cold calls and don’t mark it off until you’ve completed your commitment. Actions make for habits. It builds neural connections, the path of least resistance over time.

Pomodoro Technique

Pomodoro is a method of managing time by chunking time. Sit down for 25 minutes and set a timer. Do a task until it’s either completed or the timer goes off. Then take a 5 minute break, reset the timer and work another 25 minutes. I do this too and it works. Very productive.

Flow

Most of life is not a decision, but a habit. Most of what we do is on Autopilot. Flow is when what you’re doing and thinking are aligned. Build in actions that match your interest. This is true happiness.

Advice for the Day

Start small, start where you are, start with tiny things you can accomplish today, work on incremental improvements, get 1% better with regularity, with consistent applied efforts. This is what creates the habits of highly successful sellers.