Sales Strategies from the Top The Very, Very Top with Bill Hinely

The Average Salesperson Does not exist!

One large Retailer 200+ Salespeople Average commission - $34,800 year

Bottom 90% $32,700 Top Ten %$45,900 TOP ONE %$131,100

Toyota Dealer (1995) 16 Salespeople Average income - $43,800 year Top Salesperson (Elliott) $294,000 per year

10 Secrets of the TOP 1% 1.They Devote 100% to Selling Not waiting for a customer Selling, Prospecting, Preparing, Following Up or Practicing Not just at work – All the Time!

10 Secrets of the TOP 1% 2.Have ACTIVITY Goals and Plans Specific by day, week, month, etc They Sweat the Details Don’t Trust Their Memory

10 Secrets of the TOP 1% 3.They are Farmers Farming – Focused Prospecting – Market Segment – Geographic Area Objective – Establish and Nurture Relationships Become the “Go To” person in their Farm!

10 Secrets of the TOP 1% 4.Centers of Influence Stay in touch with 100 influential people. – Regular contact: ( , phone, USPS, etc.) – Objective - Referrals 30 “Key” Influencers – Frequent Face-to-Face contact. Don’t trust their memory

10 Secrets of the TOP 1% 5.Organizational Skills & Discipline Focus & work their plan daily – No matter how boring Take responsibility for every commitment – To anyone including themselves Don’t trust their memory – Capture every commitment in writing

10 Secrets of the TOP 1% 6.They have Entrepreneurial Initiative Always looking for opportunities to: – Improve their skills – Improve their product knowledge – Improve their selling environment – Contact a Customer or “Center of Influence”

10 Secrets of the TOP 1% 7.Know Their Product Cold! Theirs and Competitors – Inventory – Features – Operation – Pricing – Accessories

Provide Their Customers with Three Unexpected Experiences

10 Secrets of the TOP 1% Provide Three Unexpected Experiences 8.A Positive Buying Experience Always Prepared – Ready for the Customer Practice “Customer Driven Selling” Provide Incredible Service Always recommend what is best for the Customer!

10 Secrets of the TOP 1% Provide Three Unexpected Experiences 9.Highly Orchestrated Delivery Experience Insure Satisfaction Establish Relationship Develop potential “Center of Influence”

10 Secrets of the TOP 1% Provide Three Unexpected Experiences 10.After Sale/Delivery Contact Hard Copy - Hand Written - Thank You Identify problems – insure complete satisfaction Invitation: Come back – refer others.

The Top ONE Percent Provide far more service to far more people. Make much more than others, because they earn much more than others. Enjoy a very nice view from the Top. Where it’s not so crowded

Sales Strategies from the Top Thanks for Attending with Bill Hinely