2. SALES (Self Learning)
1. Sales Process.
2. Prospecting.
3. The Pitch & The Close.
4. Relationships, NOT Sales.
5. Sales Secret.
3. Chapter 1. Sales Process
1. Gain interest.
2. Establish credibility.
3. Establish need.
4. Offer a solution.
5. Easy payment.
4. 3 sales acronyms every sales person need
to know.
• ABC – Always be closing.
• KISS – Keep it short & sweet.
• ALF – Always listen first.
5. Sell Ideas, Not stuff.
• People don’t want to buy products, they want help.
• Help people by using both product & expertise.
• Educate rather than selling.
6. Insider sales secret & why you need
to feed the squirrels.
• Avoid making prospects & clients feel like they are
being attacked.
• Unveil your best content & let clients come to you.
• Continually offer content to increase trust &
commitments.
7. Avoid the entrepreneurial pitfall of
hiring sales person too fast.
1. Hiring a sales person or executive too fast is the
common mistake.
A CEO must sell before hiring a sales person.
Hire one (or 2) entrepreneurial person who can
sell.
Get success & results prior to hiring more sales
person.
8. Avoid the entrepreneurial pitfall of
hiring sales person too fast.
2. What to look for in a good sales person.
Enthusiasm.
Dedication.
Persistence.
Good listener.
9. Avoid the entrepreneurial pitfall of
hiring sales person too fast.
3. The keys to building a successful sales team.
Find the right talent.
Provide incentives.
Keep them motivated.
10. Chapter 2. Prospecting
The key to successful prospecting & boosting sales in
your business.
• Dedicate a specialized team member to handle
prospecting.
• Specialization can lower overhead & boost sales
substantially.
11. How to make prospecting enjoyable.
• Focus on those that need what you have to offer.
• Utilize referrals over making cold calls.
• Write simple, text based emails.
• Be friendly – Ask “Did I catch u at a bad time?”
12. Getting to a decision maker in sales
or business development.
• Know who you are trying to call ahead of time.
• Be well-mannered to whoever answers the phone.
• Be friendly, confident & familiar.
• Be forthcoming & direct.
• Being polite & professional allows for relentlessness.
13. How to get your first big SALE ?
• Get your friends to use your product.
• Give away your product to businesses (Small &
Medium).
• Use growth to leverage big companies.
14. Simple prospecting sales questions
from the prospect.
• Start friendly “Did I catch you at a bad time?”
• Request help “If you were me, how would you
approach the organisation?”
• Engage them “May I ask how you are handling
everything (XYZ) today?”
• Make it easy “Do you have your calendar handy?”
15. Chapter 3. The Pitch & The Close
Elements of a good sales pitch.
• Connection to audience.
• Clear value proposition.
• Problem/Solution matching.
• Belief in product.
16. 4 tips of a successful sales call.
• Clear introduction (Self & Co).
• Define objective.
• Ask questions.
• Close on a next step.
17. How to connect with your customer.
• Know their background.
• Spend time socially.
• Build trust.
18. 3 mistakes that will ruin a potential
sale.
• Not knowing competition.
• Failure to recognize needs.
• Lack of clear solution.
19. Keys to successful pitching :- people
don't care what you can do they care
what you can do for them.
• Avoid using unknown lingo (Language).
• Clearly convey yourself in the first 30 seconds.
1. Answer “How do you help people?” NOT “what do you
do?”
2. Imagine you are explaining your proposal to your mom or
a teenager.
3. Practice on people unfamiliar with your industry.
4. Be Simple.
20. How to successfully close a sale.
• Create a sense of urgency.
• Make the price right.
• Provide a closing argument.
21. Chapter 4. Relationships, Not
Sales
Why you should never cold call.
(COLD calling – calling an individual who isn't
expecting your call)
• Research the company first to determine a fit.
• Contact the presidents assistant & ask for help.
• Easily gather names & referrals.
22. 3 pro tips for successful business
development for the sole proprietor.
• Network using “Groups” on LinkedIn.
• Use PR to promote yourself & your brand.
• Network through specific & high-valued events.
23. The art of business development:-
Tips for building relationships.
• Network, Network & Network (get out there as
often as possible)
• Focus on building a connection & relationship.
• Maintain contact with people you meet.
• Give First, Ask Second.
24. The 10 keys to business
development.
• Warm introductions.
• Deal with decision makers.
• Don't be scared, prepare.
• Ask, don't talk.
• Provide as little Info as possible (about self & company)
• Picture = A Million words.
• Manage the follow-up process.
• Persistence & Pressure, Please.
• Keep excitement up until closing.
• Sales begins after the deal is done.
25. 5 keys to building rock solid
partnerships.
• Use your network to gain warm intro’s.
• Research their business ahead of time.
• Determine their needs & concerns.
• Demonstrate how you can solve their pain-points.
• Set a foundation to grow the relationships.
26. Chapter 5. Sales Secrets
The secrets to closing sales.
• Have NO FEAR.
• Ask the right questions – what can I do to get your
business?
• Listen very carefully to the answers.
• Clearly define the next steps.
27. How to get your phone to ring.
• Put yourself out there & let people know your value.
• Use LinkedIn for leads & information.
• Referencing through friends, relatives, etc.
28. Nailing the cold call.
• Have NO FEAR.
• Ask the right questions – what can I do to get your
business?
• Listen very carefully to the answers.
• Clearly define the next steps.
29. 3 reasons the phone is better than
email.
• Builds excitement.
• Share your energy & passion.
• Allows for a more personal connection.
