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Sales was hard until I understood these 9 Concepts - Coggle Diagram
Sales was hard until I understood these 9 Concepts
Convertir un alto porcentaje de las oportunidades
Create a kill list
Create Own Opportunities
Referral Program
Who is as awesome as you that could benefit from this program?
Even if you get 1 or 2 leads, Close rate is close to 50/80 based on industry
Cost reduction on finding customers
Take notes
Information being provided on the consult provides insight into decision making of prospects
They assume you aligned interest. Taking their needs into account
Talk less, Sale more
The best sales don't sale, They close
They don't feel like they got sold too, They feel like they bought.
Be the one interrogating to avoid being interrogated
Look to disrupt when distracted
Tell me, What did you do today?
Ask questions based on their answer until you are ready to provide an explanation
Breath the script
Drill someone 3 times on how to say it correctly
You can focus on the prospect instead of what you need to say
Kill The Zombies
Give information about how things would play out
Closers Ask Hard Questions
Don't let them linger with questions in their head
What are you afraid of happening?
Let's just play it out
Dismantle excuses that people set up so they don't fail
Crean Todas las Oportunidades
Maximise Hours
Availability leads to sales
Person calls, Business say they take same day appointments.
Person Disconnects the call, Calls different business and gets same response.
Not Available = Loss
Person calls a third business and they take the lead by providing current availability
Availability = Opportunity
Increase % close rate with convenience to clients
Pull up calls
Reschedule Appointments on open time slots
Creates more time to sale exponentially
Opens more spaces to create consults
When Rescheduling, Turn it into a sales call if they have time. If not, Reschedule to open slot.
The 2 SOP's (Standard Operating Procedure)
Off the call SOP
What you do when you're not selling
to-do list of activities to get more calls
U.S. Solar Top Performers
On the call SOP
What you say while speaking to prospects
"If a client says I'm not sure"
Does the potential to lose power not bother you?
I feel like this is something we should be doing sooner
Does the high cost of electricity not bother you?
Pre-Call Prep
10% of the time you will use to present if you present often
If it's an important meeting, 6 hours of prep 1 hour of presentation
Builds Rapport
Venden de manera consistente durante un largo período de tiempo
Don't take rejection personally
This is a numbers game, You win by increasing output