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Consulting Ideas - Coggle Diagram

- - - - Sold to for commercial, industrial and non-profits
      - Taught channel partners how to sell products and services
    - - Reached a 60% close rate on company leads
      - Dramatically increased margins for company and my own commissions by selling on emotion
      - Trained multiple Sales teams
- - - - Feed Back Objection
      - Make a phyiscal list of objections
      - Cross objection off list once it's handled
      - have a paragraph prepared for each object. Answer objection one line at a time and check to see if they understand, If not continue handling objection
    - - Either/ Or Close
      - Test Close
        
        "How are you feeling about this so far?"
      - Determine Goal: Either Close or Next Steps
      - Identify Objection Or Condition
        
        Objection: Empathize & have them eleaborate
        
        Condition: How and when will condition be met, find follow up time
        
        Note: Some Conditions may be a objection in disguise
        
        Condition Examples: Contract negotiations/working through redlines, Finance team needs to approve, don't want to do a credit check until I'm clear on a new loan, etc
    - - Introduction
      - Get Objections Out On The Table Immediately
        
        Write Them All Down & Address them/ Cross Them Off Once they're handled
      - Start With Why:
        
        Refer to Simon Sinek
      - Exploratory Questions
        
        How long have you been looking into XYZ product/services?
        OR "have you looked into XYZ products before?"
    - - "People don't make their decisiobns logically, they make them emotionally and justify them with logic." -Tom Hopkins
      - We want to learn how to move the customer(s) emotionally and close them on logic
      - The adage, "I don't sell products, I sell solutions"
    - - Information Paralysis
      - Correcting Misinformation: Can it be let go?