Be Proactive!
You Can’t Afford to Wait for the Phone to
Ring Anymore!
By
Ryan Stroup, Sales Manager, LandOpt, LLC
Order Taking
vs.
Proactive Sales
You decide…
Order Taking vs. Proactive Sales
You might be an order taker if…
• You anxiously huddle around the phone waiting
for it to ring
• You blame the customer for just not realizing
what it costs for service of this quality
• You constantly try to please the customer and
feel as if you are chasing your tail
• When revenue begins to decline it must be the
economy
Order Taking vs. Proactive Sales
You might be proactive if…
•
•
•
•
You are sharing your experience with someone
that has never heard of your organization
before
You have identified the ideal customer and are
seeking them
You clearly define the scope of services that
your organization is confident in delivering
You apply the right energy at the right time
Agenda
•
•
•
•
•
•
Proactive Defined
Key components
Key Actions
Making the change
Closing
Q&A
Definitions
Proactive
• (of a policy or person or action) controlling a
situation by causing something to happen
rather than waiting to respond to it after it
happens
• Acting in advance to deal with an expected
change or difficulty
• Being proactive is about being anticipatory and
taking charge of situations
Today’s Context
Context
The setting in which an item of information
appears
Sales Focus
Revenue vs. Sales
Order Taking
Challenges
• Unpredictable
• Market Driven
• Customer (attempts to) define
• Solution
• Price
• Terms
• Creates a no win environment
Proactive Sales
Rewards
• Predictability
• Applicable in all market
conditions
• You (the professional) define
• Solution
• Price
• Terms
• Creates a system that can be managed
What is Proactive Sales?
Not a BAD thing
• Defined process
• Apply Right Energy
at the Right Time
• Allows a team approach
• Sales Plan
• The proper inputs will result in proper outputs
• Proper team member
• Mindset of the hunter
Proactive Sales
Key Components
Process
Clearly defined steps
•
•
•
•
Application of resources at
appropriate time
Leverage expertise &
knowledge to gain confidence
Enhanced negotiating power
Creates a customer that is truly excited to
engage in services and values what you
provide
Sales Plan
Plan your work,
Work your plan
• Ratios – know them
•
•
•
•
•
Leads 3:1
Intro 2:1
Verification 1.25:1
Proposal 1.5:1
Overall 10:1
• Monitor results
Proper Team Member
Physiological profile
• Hunter not farmer
Build
• Relationships
• Confidence
Provide
• Solutions
• Negotiation
Proactive Sales
Key Actions
Application
Transformation
•
•
Art not science
Requires
•
•
•
Strategy
Willingness
Discipline
Systems
Culture
Solutions
What is Culture?
Culture
• the tastes in art and manners that are favored
by a social group
Empower your team
• with the tools, processes,
training and support necessary
to become a
Customer Driven Business
Systems
Create or Invest
• Consider return on investment
• Be sure to include risk
P.S.A.
• Proven
• Scalable
• Applicable
C
B
A
Transformation
Making the Change
Transformation of Your Team
•
•
•
Implies a major change in form, nature or
function
Requires a significant investment of time,
effort, resources and leadership to ensure
adherence to the new way of doing things
Do not take lightly
Proactive action
Closing
Three Legged Stool
Proactive culture
•
•
•
•
Selling is only one piece
Customer care
Delivery
Internal
Why Apply a Proactive Culture?
You control
•
•
•
•
Sales volume
Quality of customer base
Profitability
Future
You are
• Responsible for your success
• No excuses
Recap
• People don’t like to be sold…
They like to buy…
• People do not buy products & Services…
They buy outcomes…
• This is a journey with milestones not a
destination…
Q&A
Discussion
Ask yourself…
Are you a contractor that
reluctantly went into
business?
Or
Are you a business person
that
enthusiastically chose
contracting as your
career?