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External Sales Conference

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Presentation on theme: "External Sales Conference"— Presentation transcript:

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


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