1. External Sales Conference
25-27 May 2017
ALWAYS MORE

2. INTRODUCTIONS & OUTLINE
AGENDA
Thursday 25th May
Introductions & Outline
Results
Internals Conference Outcomes
Brand Launch
Brand Tools (Website, Brochures, Handypics)
The Grace Experience
Brand Workshop
The Love Seat
Quilr Launch
Handy GCS
Friday 26th May
International Messaging
Storage & Ancillaries
Negotiation skills
Follow-Up Results
International Knowledge
Mobility
Grace Today
Killer Closing
Saturday 27th May
Service Excellence
Insurance Workshop
Sales Culture
Ownership & Responsibility
MURRAY FITZPATRICK

3. INTRODUCTIONS & OUTLINE
OUTCOMES
Reflect on results
Increase internal relationships
Understand our brand and how we can use it for effect
Refocus on how we show our difference
Be more efficient with our time
Increase international conversion
Increase storage and ancillary revenue
To create better relationships with Mobility and to work as a team
To recognise greatness
Create incremental gains in insurance revenue
To re-align our values and what we stand for
To set our goals & push each other
MURRAY FITZPATRICK

4. WHAT IS IT? WHY DO WE HAVE IT HOW DO I SHOW IT THE GRACE EXPERIENCE
MURRAY FITZPATRICK

5. The Grace Experience

6. WHAT ARE YOUR TOUCHPOINTS?
THE GRACE EXPERIENCE
GROUP ACTIVITY
WHAT ARE YOUR TOUCHPOINTS?
MURRAY FITZPATRICK

7. BRAND WORKSHOP MURRAY FITZPATRICK GROUP ACTIVITY
Divide yourself into small groups & come up with your top 5 most important points of our sales process. Where we can be “always more”
Consider the following:
Initial engagements
Response times
Texting
The survey
What we leave behind
Follow up processes
Discussion of our value
Negotiating
Being firm and assertive
Saying “No”
Setting up our teams
etc; etc
MURRAY FITZPATRICK

8. THE LOVE SEAT
MURRAY FITZPATRICK

9. INTERNTIONAL MESSAGING
MURRAY FITZPATRICK

10. INTERNATIONAL MESSAGING
What are our Unique Selling Points?
When & how can we discuss them with a client?

11. TIPS from High Performers
NEGOTATION SKILLS
TIPS from High Performers
MURRAY FITZPATRICK

12. NEGOTATION SKILLS
Why don’t we drop our price straight away? Case study 1 - Case study 2 Case study 3
MURRAY FITZPATRICK

13. I need to think about it?

14. Your price is too high?

15. Can you give me a better Price? Allied is cheaper!

16. Understanding our customers How customers make decisions
KILLER CLOSING
Understanding our customers
How customers make decisions
Discussing our price
Ways of asking people to go ahead
MURRAY FITZPATRICK

17. SALES CULTURE
MURRAY FITZPATRICK

18. THE SALES CULTURE MURRAY FITZPATRICK
We own our results and targets as an individual, team, branch and company
Pricing and margin flexibility is encouraged to differentiate a proposal
Individual sales targets to be set, planned, communicated and coached by Sales Manager
We have a buddy system to help us remain focused and efficient
We value feedback on our performance and recognise achievement
We continually strive to better our skills at communicating the Grace experience to customers
We use GCS "If its not there it didn't happen". Special instructions are our value propositions
We sell the full solution
We are international experts
MURRAY FITZPATRICK

19. What do we need to improve Your view on the Grace Sales Culture
GROUP ACTIVITY
How are we travelling
What's going well
What do we need to improve
Your view on the Grace Sales Culture
MURRAY FITZPATRICK

20. OWNERSHIP & RESPONSIBILITY
You get what you deserve
Responsibility
(the ability to be able to respond)
MURRAY FITZPATRICK

21. Our commitments from the conference
We comitt to Sat surveys
We get the insurance premium we want
. We work with our internals
We survey, we get in-front of people as we know the value of it.
We push the FIDI difference
we give everybody the Grace Experience
We talk about Always More
We use handipics to show our difference.
We balance our conversion numbers and margin to ensure the branch success.
MURRAY FITZPATRICK