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Proactive Prospecting - Capitalizing on Sales Triggers
1. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Proactive Prospecting -
Capitalizing on Sales
Triggers
Tibor Shanto
Thursday May 7, 2015
2. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
http://is.gd/TRIGGERS
3. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Agenda
• Triggered – Now What
• Proactive Prospecting
• Execution
4. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
5. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Today’s Focus
• Getting initial engagement with buyer you want to sell to
• Not about old vs. new – Greater Than The Sum of Both
• The Dynamics of B2B Prospecting
• Execution
6. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Strategy =Planning
7. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
8. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
9. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
10. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
11. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
• Time
• Methodology
• Metrics
• Persistence
• Execution
Proactive Prospecting Platform
12. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Time
• Time – The Great Equalizer
• 1760 Hours – Investment Capital
How do you Maximize
your ROT?
Return On Time
13. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Time Allocation
• You can only allocate time, you can’t manage it
• You can manage activities within the time allocated!
14. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
16. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
• Initiate
• Engage
• Request
• TiA
• Secure
Proactive Prospecting Model
>> 'Impact Question'
17. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
18. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
19. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
20. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
21. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
22. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
• Initiate
• Engage
• Request
• TiA
• Secure
Proactive Prospecting Model
>> 'Impact Question'
23. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
16 Hours in to a
10 Hour Day
24. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
• Initiate
• Engage
• Request
• TiA
• Secure
Proactive Prospecting Model
>> 'Impact Question'
25. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
26. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
27. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
• Initiate
• Engage
• Request
• TiA
• Secure
Proactive Prospecting Model
>> 'Impact Question'
28. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
29. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
• Initiate
• Engage
• Request
• TiA
• Secure
Proactive Prospecting Model
>> 'Impact Question'
30. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
NO!
NO!
NO!
NO!
Objections – Rejection
31. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Deal with Rejection
• Interruptive Marketing
• Unless you are in their calendar, you are an interruption
• Five Biggies:
Status Quo
No Interest
Time
Bad Experience
Send
What you do – Not how you avoid!
32. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
May I help
you?
Just
looking
Man, this place has
crappie service, is
there anyone to help
us?
Five Minutes later:
33. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
May I help
you?
Just
looking
That’s ok, if you tell me
what you are looking
for, I can show you
where to find it.
What you do with it – Not how you avoid!
34. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Handling Objections
A. Acknowledge
B. Credibility
C. Involve
D. Call to Action – Commit
An updated variation of the Triple F:
I know how you Feel, others have Felt the same way before the
Found …..
Objection Handling Handbook
tibor.shanto@sellbetter.ca
35. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Voice Mail
Always Leave a Voice Mail
• It is a Touch Point – 4 – 7 before the game even begins
• Call back is only goal of voice mail – not to make appointments
• Be counter intuitive > Less is Better!
http://www.youtube.com/sellbetter
36. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
SalesBuyersEngagementVoice Mail Call Back
Initiate
Engage >> 'Impact Question'
Request
TiA
Secure
Please Leave A Detailed Message!
Voice Mail
37. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Voice Mail
Always Leave a Voice Mail
• Assume you are calling Steve Jones – he works for More Trucking Central
• Assume you’ve done business with Down The Road Trucking
▪ “Steve Jones – This is Mike Miller from Top Choice.
▪ I can be reached at 416 555-1234
▪ I’m calling with reference to Down The Road Trucking"
Monday Tuesday Wednesday Thursday Friday
VM VM 11:00
EM
VM TXT VM
38. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
39. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
40. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
41. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
42. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
43. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
44. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
45. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
46. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
14 Day Trial
• Contact me at:
+1 416 822-7781
(855) 25-SALES
tibor.shanto@sellbetter.ca
47. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Ranked 8th on the Top 30 Social Salespeople In The World – Forbes.com 2014
Top 50 Sales & Marketing Influencers for 2014 – Top Sales World
Top 25 Sales Influencers for 2014– OpenView Labs
Gold Medal Top Sales & Marketing Blog 2013 – Top Sales World Awards
50 Most Influential People in Sales Lead Management in 2013
Top 50 Sales & Marketing Influencers for 2013 – Top Sales World
Top 25 Sales Influencers for 2013– OpenView Labs
Top 50 Sales & Marketing Blogs 2012 – Top Sales World
25 Influential Leaders In Sales – 2012 Edition – InsideView
Top 50 Sales & Marketing Influencers for 2012 – Top Sales World
Top 25 Sales Influencers for 2012 – OpenView Labs
50 Most Influential People in Sales Lead Management in 2010
2010 Top 25 Sales Blogs – Top Sales World
Tibor Shanto
48. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Tibor Shanto
Principal
Renbor Sales Solutions Inc.
(855) 25-SALES
Tibor.Shanto@SellBetter.ca
www.SellBetter.ca
www.SellBetter.ca/blog
twitter.com/TiborShanto
QUESTIONS