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Sales (Mindset Mindset (Time-Management Time Management (Efficiency …
Sales
Mindset
Confidence
Be Impressionalble
Build online image
Better Communcation
Four Steps to build Confidence
Learn What To Expect
Set A Goal
Take Action
Measure Your Progress
Grit
Self-aware
Time Management
Win the Morning
Protect Golden Hours
Plan for Everyday
Daily Sales Activity
Strategy
Analyzing Data
Reviewing Performance
Planning your week/day
Tailoring Your Message
Planning Upcoming Meetings
Planning Proposal Creation
Preparation
Creating Your Prospecting List
Putting together your meeting presentation
Putting together a proposal
Putting together your talk track scripts
Account / Contact Research
Working on templates
Updating your CRM
Practice
Your prospecting talk tracks
Your prospecting objection handling
Your meeting presentations
Your proposal presentations
Your closing
Different scenarios
Role Play
Things that waste out time
Email
LinkedIn
Social Media
Company meetings (some)
Looking for a better strategy
Things that slow you down
Your own THINKING TIME
Planning out each day and week
Researching to create a list for prospecting
Preparing for any customer appointment
Writing follow up emails
Putting together a proposal
Updating your CRM every day
Things That Will Increase Your Efficiency
Mastering your CRM
Having a “who to contact” list
Learning how to use Excel
Learning how to use Powerpoint
Creating Meeting templates
Creating Case studies
Creating Proposal templates
Creating Email templates
Prospecting Follow Up
Appointment Follow Up
Proposal Follow Up
Customer Care Follow Up
Referral Follow Up
LinkedIn Recommendation Follow Up
Field Collateral (Trunk File)
Contracts
Drop Offs
Product Samples
Your Confidence
Discipline
Prepare for Everything
Repeat & Train
Communication
10 Ways of effective communications
Don’t multitask
Don’t pontificate - assume you have something to learn
Use open-ended questions - get them to respond
Go with the flow - let go of the thoughts that come in
If you don’t know, say you don't know
Don’t equate your experience with theirs
Try not to repeat yourself … it’s condescending
Stay out of the weeds … people don't care about the details
Listen … we unfortunately listen with the intent to reply
Be brief!
Process
Sales Funnel
Appointment
Next Step
Proposal
Closing
Prospecting
Challenger Sales
Sales Activity
Customer Facing
Prospecting
Cold calling on foot
Cold calling over the phone
Emailing Follow Up
Networking Events
Appointments
First Appointment (new client)
Bringing INSIGHT to the meeting
Asking thoughtful questions
Listening with the purpose of understanding
Use case studies that tell stories of your process
Agree on a need to “test out / proof of concept”
Gain commitment for a next step
First Appointment (customer)
Follow Up Appointments
Customer Care Appointments
Presenting Proposals
Budget
Decision Makers
Logical Reasoning
Business case
Implementation Plan
Contracts
Implementations
Make everything run smoothly
No buyers remorse
Set them up for your other services
Ask them for referrals
Follow through on our commitments
Cutomers
Sales Cycle
Customer is not Interested
Customer is being nice
Customer is Interested
Why Customers buy
New Features & Capabilities
Cost Savings
Reliability Issues
Net New Add
Objections
Where do Objections come from?
Your Past
Your Experience
Your Assumptions
Your Beliefs
What you've been taught
4 Types of Objections
I'm not interested
I'm too busy
We're Good
Please send me information
6 Tips to Tackle Objections
Don't be Surprised
Breathe
Have Talk track memorized
Listen
Be observant
Build a relationship
Handling Objections
Handling Objections in Person
AICPC Framework
Isolate
Confirm
Problem Solve
Close
Acknowledge
Handling Objections in Phone
Different Techniques
RBOs
Reflex Response
Brush-Off
Objections
The Turnaround
Feel / Felt / Found
The Ledge
The Graceful Disconnect
ADA
Anchor
Disrupt
Ask
The Price Objection
Tips to Handle Rejections
Thank Your Customers
Have a multi-touch prospecting strategy
Be confident
Work Smarter AND Harder
Create Meaningful Goals
Run your business like it’s in trouble
You are the CEO of your territory
Count the little wins!
Invest in Yourself
You are responsible for your thoughts and actions
Activities
Prospecting
Value Proposition
Constructing Value Proposition
Feature
Describe / Explain
Benefit
Close
Do's for Value Proposition
Follow the Process
Take your Time
Only 1 Feature at a time
Link it to next step
Make it relevant to their criteria
Understanding Client Criteria
Problem / Challenge Client Face
What is important to that person
Ask great questions
Don'ts for Value Propositions
Feature Dump
Don't forgot to explain
Don't be quick to give benefit
Combine many features into 1 value proposition
Cold Calling
3 Parts of Cold Calling Track
Opening
Identify who you are
Identify where you work
Qualify they are the right contact
Benefit to Meet (WIFM)
Share a reference
Use a value proposition
Closing for the next step
Be assertive in your closing by providing 2 Options of when to meet
Elevator Pitch
3 parts of a elevator pitch
Company Overview (General Benefit)
Example Value Proposition (Other Companies)
Closing for the next step
Creating a Target List
Who Is Your Ideal Client?
Target Client
Industries
Employee Size
Goals
Challenges
What information do you need to collect initially?
Company Name
Business Address
Main Phone Number
Initial Contact
Industry
Reference Accounts / Name Drop
Website
Who Are You Looking For In These Account?
How Are You Recording Your Data?
What information do you need to collect in the long term?
Multiple Points of Contact
Direct Numbers, Cell Phone, Email
Employee Size
Current Product Lifecycle (status)
Buying Window (Timeframe)
Decision Making Process
Current Satisfaction Levels
Touch Management (Frequency)
Make It Your Living, Breathing Goldmine
Everything Starts & Ends With Your List
Cold Calling on Foot
Preparation
Goal Setting
Put together a Prospecting List
Plan to stay positive
Walk-In Process
Gatekeeper's Questions
What’s Your Name?
What Company are you with?
What’s it regarding?
Decision Maker not available
Pay attention to queues from the gatekeeper
Quickly go to the next contact
Record any critical info
Creative Drop-offs
The DM comes out
Make a great 1st impression
Complete your elevator pitch
Handle Objections
Next Steps after cold calling
Count Little wins
Log your Data
Cold Calling on Phone
Preparation
Goal
List Creation
Having right artefacts in Desk
Navigation
Ask for the Decision Maker
Be Assertive
Collect as much information possible
Try Creative Alternatives
Voice mail as Last resort
Decision Maker Picks up
Provide Talk Track
Handle Objections
First Appointment / Meeting
Tips
Get Ready for your Blind Data (Research)
Define your Goal for Appointment
Ask Open Ended Questions vs Close ended questions
Ask Followup Questions
Look for quantifiable opportunity
Set the Agenda & Mid Agenda
Apply Challenger Sales (Bartender vs Personal Trainer)
Make a friend, and a connection
Take actionable notes
Send a follow-up email
Proposal
Tips
Answer the question:
Why is there a deal here?
Create a Sense of Urgency!
Stack the deal in your favor
Face-off - How your solution compares!
Include a TCO (Total Cost of Ownership)
Know their decision making process
When dealing with contracts, use the cell phone talk track!
Help the customer win with a
unique offer
Plan to ask for the order
Keep record of your proposal
Create a Sense of urgency
Why?
Get People To Take Action On Your Proposal
Reignite An Old Sales Cycle
Increase Your Bandwidth
Earn More Money
10 Reasons why a sale might stall
Not working with the ultimate decision maker (DM)
Not knowing the CRITERIA of the ultimate DM
It’s a “nice to have” Vs. "a need to have”
Just wanted a quote from you in preparation for their future
purposes
They don’t like you or your company, bad impression made
They are looking at other vendors / alternatives
They want a better deal from you / making you sweat!
There are unplanned changes in their business
Unknown certainty about their business
Key Influencer / DM / Champion Illness, other random issues
Things to create Urgency
A Reason Why They Need To Do It Now
A Time Deadline
A Special Offer
All Of This In Writing
