Upload
sean-bradley
View
88
Download
0
Tags:
Embed Size (px)
Citation preview
Cory Mosley
Principal, Mosley Automotive
What Matters Most15 Secrets of Sales Success in todays marketplace
@corymosley
• Secret 1 - Open your Mind• Secret 2 - Create Separation• Secret 3 - Connecting Matters• Secret 4 - Achieving Distinction• Secret 5 - Creating a Sales Opportunity• Secret 6 - Re-examine the process• Secret 7 - Work on the Team• Secret 8 - Communication Mastery• Secret 9 - Understand Gen-Y• Secret 10 - Shift in Selling Process • Secret 11 - VOC • Secret 12 - Customer Experience• Secret 13 - C.S.A. • Secret 14 - Take Action
@corymosley
The 4.5 Elements of Creating a Deal
Separation
Communication
Branding
Value Propositioning
Influencing
@corymosley
Secret 1 - Open your Mind
• The Information Age• The Challenge to Influence• Old School vs. New School
@corymosley
Secret 2 - Create Separation
• M + 3 Rule• Law of Diminishing Returns• Leverage the Power of Words• Be Authentic
@corymosley
Secret 3 - Connecting Matters
• Increases your influence• Is all about others• Goes beyond words• Always requires energy• Requires more skill than natural talent
“Connecting”
@corymosley
Secret 4 - Achieving Distinction
• Clarity• Creativity• Communication• Customer-Experience
Focus
The 4 Cornerstones to Achieving Distinction
@corymosley
Secret 6 - Re-examine the Process
• What- What are you doing now?• Why- Why are you doing it that way?• Is- Is there a better way?
Next Step......
TAKE ACTION!
Focus on the Deals you Don’t Make
@corymosley
5 Keys to the Path of More Sales via Employee Development
• Know Them• Grow Them• Inspire Them• Involve Them• Reward Them
Secret 7 - Work on the Team
@corymosley
Motivation 3.0
Being Self Directed
To Get Better & Better
For Something that Matters
Sourced from DRiVE by Daniel Pink@corymosley
Secret 9 – Understand Gen-Y• Close to 84 Million• Considered tastemakers• Won’t be sold- want to be seen, known, and respected• Comments from consumers, not reviewers drive decision
making• More than 26% of American adults are Gen-Y members• Currently influences half of auto purchases within
household• Reduce their spending during “challenging times” less than
any other generation• Spending exceeds 200 billion, will top 10 trillion in their
lifetime
@corymosley
Secret 10 Shift in Selling Process
Abandon previous thought patterns
Finesses & Influence
vs
Horsepower & Hunter
@corymosley
Secret 11 – VOC
Voice of the Customer & Social Listening
Customer service isn’t judged until the customer experiences a problem
@corymosley
Secret 12 – Customer Experience
Design the next level of Customer Experience regardless of brand
Take entry level brands up market
@corymosley
Secret 14 - Take Action• Practicality causes delay, emotion causes
action• Impact drives income• Average performers plan what say, top
performers plan what to ask• Eliminate or differentiate your from the
competition• You can’t mandate productivity • Focus on the presentation @corymosley
“Every organization must be prepared to abandon everything it does to survive in the future.”
- Peter Drucker
“Those who hate change, will hate irrelevance a lot more”
- Retired Military General
2 - Good One’s to Take with You
@corymosley