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Sales 2 0: Selling with a PULSE
- 1. Sales 2.0: Selling with a PULSE Image will go here e: ryan@ryanestis.com w: ryanestis.com p: 800.480.0455 t: @ryanestis
- 4. “ You can cut down a tree with a hammer and it takes about 30 days. Trade the hammer in for an axe it takes about 30 minutes. The difference between 30 days and 30 minutes is skill. “ Jim Rohn
- 6. OPPORTUNITY Capitalizing… RIGHT HERE. RIGHT NOW.
- 8. Are You Good Enough to Getan Appointment with Susan? “ I love the viewpoints of consultants and vendors. They are truly valuable. But I also don’t have time (nor does anyone else) for multiple one on one calls with multiple consultants I know little about. I got 17 cold calls, yes 17, last week from vendors. And I hate not being able to call them all back (because I don’t want to be rude). But truly, from a time perspective, I just can’t. -Susan, Buyer & Decision Maker Fortune 500 Company “
- 10. Turn Best Practices into Habits Become Part of Your Selling: DNA
- 11. Sales 2.0 is understanding what prospects do, when they do it, why they do it, who they do it with and proving how to help them do it better.
- 13. Sales Representative vs. Consultant
- 14. Consultant Perception The Sales Rep The Consultant Makescalls Knowstheproduct Isone of many Wantstomake a deal Gives demos Isthebest and says so Getscalled Knowstheindustry Isthe SME Can improvethebusiness Manages conversations Givesvalue/has proof
- 15. POV Selling Position of Value Point of View
- 16. The key skill development area to achieve POV Selling is mastering the art of asking effective opened ended questions.
- 17. Objectives What are your most important objectives… Killer Questions Visioning Describe your vision for the ideal… Consequential What are the consequences should that not occur? Probes Why do you feel that way? Relational What do you like to do when you aren’t working? Selling is asking…not telling Selling is listening…not talking
- 18. Like Believe Confidence Trust The Biggest Rule in Sales Relationships Matter!
- 19. Meet the Parents Circle of Trust YOU
- 20. Interest Loyalty Expectations Consistency Experience The Circle of Trust The Prospect
- 21. Deal The Competitive Decision Cycle Solution Company Experience Value Relationship Sales Professional Marketing WOMA Reputation Brand
- 22. Escalating Value Core Value Emotional Benefit Functional Benefit Physical Description
- 27. The Most Admired Company in the World.
- 30. Clear
- 31. Compelling
- 32. Concise
- 33. Consistent
- 34. Confident
- 35. CommitmentYou Have 2 Minutes Make it Count
- 37. LEAD GENERATION Where do theycome from?
- 38. Target Account Universe TAU
- 39. Hunter vs. Farmer Go Get the Business!!
- 40. Sales Ninja Warrior Quiet Unsuspecting Expert Deadly
- 42. SOCIAL SELLING 5 Cs OF MY WEB MY WAY HR 2.0
- 43. “ The time spent on social networks is growing at 3x the overall internet rate accounting for over 10% of all internet time. “ Source: Nielson 2009
- 44. 1 CONSUME More information, at the speed of click!
- 45. Publish a blog Publish your own Web pages Upload video you created Upload audio/music you created Write articles or stories and post them 21% Creators Post ratings/reviews of products/services Comment on someone else’s blog Contribute to online forums Contribute to/edit articles in a wiki 37% Critics Use RSS feeds Add “tags” to Web pages or photos Vote for Websites online 19% Collectors Maintain profile on a social networking site Visit Social Networking sties 35% Joiners Percentages indicate proportion of online population participating in at least one activity, at least monthly. Source: North American Media and Marketing Online Survey, Q2, 2008 Read blogs Watch video from other users Listen to podcasts Read online forums Read customer ratings/reviews Spectators 69% None of the above Inactives 25% Source: Forrester Research, Inc. The Social Technographics Ladder
- 46. “ “ Your brand is no stronger than your reputation and will increasingly depend on what comes up when you are Googled. Alan Jenkins, Global Communications Consultant
- 48. Human Capital Strategy Talent Resources Business Strategy Business Results
- 49. 2 CREATE More data was generated in 2009 than in the history of mankind. Source: Andreas Weigland
- 50. Attention scarcity is here Are your prospects changing the channel?
- 55. 100,000,000 The number of YouTube videos viewed per day
- 58. I AM HOT!!
- 59. 3 COMMUNICATE People don’t want to be talked at bycompanies… They want to talk to people.
- 60. Strategy: to humanize the company by connecting consumers with Ford employees and with each other when possible, providing value in the process.
- 63. 1382% The monthly growth rate of Twitter users from January to February 2009
- 73. 1 Monitor 2 Analyze 3 Influence Online Reputation
- 75. Why Salespeople Fail Ingram, Schwepker & Hudson
- 76. THEIR STUFF your stuff
- 77. 3 out of 4 Americans use social technology -Forrester, The Growth of Social Technology Adaptation, 2009
- 78. 4 COMMUNITY Experience drives expecation, and builds trust.
- 79. 5,000,000,000 The number of minutes spent on Facebook each day
- 80. Give people the power to share and make the world more open and connected.
- 81. 1500 500 150 35 15 5 darmano.typepad.com From Intimacy to Ambient Intimacy Threshold of maximum number of individuals Source: Dunbar’s Principle
- 84. “The corporations that survive and go on to accelerate are going to be the one’s that use this time to increase the use of their technology and data gathering, and find new and innovative ways to use it.” Karl Fish, “Shift Happens”
- 85. Technical Competence Refined Data Management Advanced Relational Skills Success will be achieved in ‘THE BLEND’ Sales 2.0
- 86. RELATIONSHIP VALUE EVANGELISM CUSTOMIZATION DIFFERENTIATION
- 87. Selling Value “Have a POV, idea, technique or resource that improves their situation. Give them a taste. Then another. Know enough to understand how to help. Give them something they aren’t getting now. Give it before the competition.” Createdemandfor the business. Create desire for you.
- 89. 5 COMMITMENT Take Action… The Law of Incremental Commitement
- 90. A SALE IS MADE On every call… Who is doing the closing?
- 92. The World Series of Cold Calling
- 96. SHOCK & AWE Give value first… Getting Noticed!
- 99. PREPARED 90% OF DEALS are won orlost BEFORE themeeting
- 100. Precall Planning Checklist Outcomeobjective Questions Map Demo/Preso Decision Maker CV CompetitiveDifference POV ROI Analysis Strategyforobjections Proof of concept CommitmentStrategy
- 101. PRACTICE ATHELETS SPEND 90% 10% of thier time practicing of thier time in competition Whatisyour ratio?
- 102. Malcom Gladwell
- 103. What Does it Take to be Great? In study after study, of composers, basketball players, fiction writers, ice-skaters, concert pianists, chess players, master criminals, this number comes up again and again. Ten thousand hours is equivalent to roughly three hours a day, or 20 hours a week, of practice over 10 years… No one has yet found a case in which true world-class expertise was accomplished in less time. It seems that it takes the brain this long to assimilate all that it needs to know to achieve true mastery. Outliers
- 104. Are you Ready for a fight?
- 106. Why Salespeople Fail Ingram, Schwepker & Hudson
- 107. Performance Vision
- 108. One Big Idea
- 110. Process Follow a disciplined methodology Selling With a PULSE Urgency Expedite the sales cycle Learning Sell from a position of intelligence Solutions Solve problems and expand opportunity Experience Build a vision of the experience and outcome “What got us here…Won’t get us there”
- 111. Youare the Company!
- 113. Warm Cold LEAD GENERATION Research DiscoveryQuestions QUALIFY Live Web SECURE MEETING Pre Meeting ValueDemonstration HomeworkPOV PRE CALL PLANNING Definedmeeting OutcomeObjective QuestionMapping OBJECTIVE Customization POV Case Study ROI DEMO/PRESO Agreementon nextsteps DefinedIntent COMMITMENT Confirm Agreement Value Reinforcement FOLLOW UP Proposal Pilot CLOSE
- 114. 1 Warm Cold LeadGeneration
- 115. 2 Discovery Questions Research Qualify
- 116. 3 Live Web SecureMeeting
- 117. 4 Pre-MeetingValue Demonstration Homework POV Pre-callPlanning
- 118. 5 QuestionMapping Defined meetingoutcome objective Objective
- 119. 6 Case StudyROI CustomizationPOV Demo / Preso
- 120. 7 Agreement onNext Steps Defined Intent Commitment
- 121. 8 ValueReinforcement ConfirmAgreement Follow Up
- 122. 9 Pilot Proposal Close
- 123. Sales 2.0: Selling with a PULSE Image will go here e: ryan@ryanestis.com w: ryanestis.com p: 800.480.0455 t: @ryanestis
Editor's Notes
- Two questions:-How many of you would like more quality prospects and shorter sales cycles?-Make more money?Two objectives:-A few ideas or insights into how some new sales 2.0 techniques can help you be more effective and explode past your numbers-Have FUN – participate – session is interactive. A few housekeeping notes on participation:
- Mobile Socials go ahead and live tweet. For those of you who have no idea what I just said….you will. Also, I have a whistle – thunderous standing O. So, a little background on me. For the last 7 years I was the Chief Sales Officer for IPG (Marketing/Communications company) – so I do approach sales with a lot of emphasis on marketing strategy and I think you’ll see some of the advantages of leveraging good marketing strategy into the selling process. And I’ve had my own consultancy for a year. And much like you, I am out there knocking on doors trying to attract and take care of clients just like you…..so part of my offering today is to share what is working, what is changing and where I think you need to invest your time. Now, I have had some success in my career. Won a lot of big deals. Ran a large sales organization. But I didn’t get off to the best start……..In fact I STRUGGLED. No training. No insight into how to sell the right way. No results. I was on the verge of a career transition out of sales….and not voluntarily…..
- I realized I needed to sharpen my axe. My Manager wasn’t going to do it for me. My company wasn’t going to do it for me. It hit me…….I was the CEO of me. So that night I started to invest…….I bought his books on tape…..I read think and grow rich by Napolean Hill, the world’s greatest salesman by Og Mandino…..and I never stopped investing. Because I realized something that night…..and I have never forgotten it since……SELLING IS A SKILL – much like the practice of the LAW or ACCOUNTING. There are a core set of competencies that can be studied, practiced and mastered that will assuredly separate you……and lead to success. And here is a key point about sales training and sales skill – its requires constant fine tuning. I was going to be a Sales Athlete – and compete to win! The Sales Athlete approaches selling like a sport…. Change is not something that we should fear.Rather, it is something that we should welcome.For without change, nothing in this world would ever grow or blossom, and no one in this world would ever move forward to become the person they’re meant to be.
- Anyone going to watch The Masters? Well, its safe to say both of these guys have achieved Mastery. But they are constantly tweaking, adjusting, fine tuning and adding to their skill set. They have “swing coaches” that work with them…….and I don’t think selling is all that different. So consider me today’s Sales Swing Coach. And as today’s coach I want to spend just a minute on OPPORTUNITY. Training – slight adjustments a few minor tweaks….make all the difference. Swing coaches. Practice. They adjust when their game needs it and/or the conditions warrant the tweak.-competition-landscape-”feel”
- You are in the greatest vocation in the world.If you master it….you will have career security for life (why I felt confident starting a business in the middle of the worst recession since the great depression).AND it’s a time of significant change/transformation. I think we’ve seen the worst of the economy……..BUT selling, client acquisition and the way companies and customers connect has, from my view, been completely transformed. And there is where the opportunity for advantage exists…..In many respects, that means opportunity….but it also creates some challenges.
- I know it feels like we are fighting for every dollar…..and in many respects – we are. This is your time….what are the barriers. **Sales are harder to make. What changes have you seen in the last 12-24 months. Why might sales be harder today?THESE THINGS ARE NOT GOING TO CHANGE…….the only change we can control is us. OUR SKILLS!!! See if this sounds familiar.
- To play in this game….to be the one vendor she calls back…..you have to be better then GOOD….what I like to call Rock Star Good! This isn’t going to change, in fact it may get worse…
- *What does it take to be a Rock Star Seller? GREAT List of best practices. Here is the idea/challenge specific to best practices…….HOW DO WE REPLICATE THEM DAILY? Or what I like to refer to…..
- The idea is to replicate these best practices everyday and continue to add new skills and competency into your DNA. 21 days to turn a behavior into a habit. A big part of our focus will be on a foundation or Rock Star Skills…..good place to start is a definition.
- The key is help.Its become a service oriented vocation. Solve problems. Or help people accomplish a result. The close should be the logical conclusion of an effectively managed sales process. Sounds easy……BUT, we often have one big barrier in our way to make it easy….
- COMPETITION! How do you feel about your competition?Selling is a competitive sport…..you line up head to head and the market decides who is better. You guys sound ready to compete…..My feeling, I couldn’t stand mine……Elevate my PERCEPTION. There are a lot of “salespeople” who SELL WHAT I SELL. You have to DIFFERENTIATE and elevate the perception associated with who you are…and what you do. A key insight to achieve true competitive differentiation.
- Its what I call Consultant Perception. Which do you think is better….why?Right – elevated perception. Let me elaborate on the difference.
- Another key difference is that people spend money to spend time around consultants. We are in sales yes, but we want to elevate our Consultant Perception. You do that by being an informed expert. Consultants establish what I like to refer to as quality POV. Meaning…..
- They establish a clear an compelling Point of View and Position of Value unique to a particular customers or selling situation.Typically a sales comes down to just a couple key decision criteria. Consultants have POV because they are expertly informed. Access to information = the ultimate sales advantage. One core skill above all others.
- Top sellers plan questions for every client interaction.They ask more questions.They ask better questions. They ask questions that engage the heart and mind of a prospective buyer.They ask question that the competition overlooks.People love to talk about their stuff. Give them the opportunity to give you WHAT YOU NEED TO CLOSE (a lot of sellers try and close to soon – before they even have POV).
- *add two questions to this list (categorize them if you want)…You cannot interrogate prospects…..you have to EARN the right to ask questions! You EARN time and information through quality relationships…….I want to talk about the importance of relationships. Part of the reason we ask good questions is that we know people like to talk about themselves…..and we are still in the PEOPLE business…..so likability is a big deal.
- Old adage – people buy from people the like.Of these 4 things Like – Believe – Confidence – Trust, which do you think is more important?*Video
- Remember this movie?Where Gaylord could not get inside his father’s Circle of Trust.Well, TRUST is a huge decision advantage in Selling.
- This is how the circle of trust works…..but in sales they typically don’t get the experience before they buy……so they are BUYING a PERCEPTION or a VISION of an Experience….There are things you can do to move the prospect to the center of your circle of trust. The first BIG key to establishing trust is understanding why/how people BUY!
- The SALES PROFESSIONAL is the driver! Most competitors offer pretty much the same stuff….products and services are commoditized……..I LOVE that about sales. We make business happen! Have you ever lost a deal based on price?Most people don’t buy price – they buy value. The Value-Price index – will always be proportionately related. *Why someone buys from your company – 3 reasons on an index card*Why do they buy from YOU – 3 reasons on an index card
- Features v Benefits. Take it a step further. Deliver on the Emotional Benefit. How does it feel? That is where the BIG VALUE PROP and BIG PAYOFF exist.The intersection of Sales & Marketing. As an aside, Marketing works for the Sales org. Working for an ad agency gave me an advantage….Maintain the sales conversation at your highest purpose. You have a WINNING emotional benefit. There is a lot of fear in the market. You can help people succeed. Show them how. Connect your employees to the very best of who you are and the experience you deliver.
- What do you think of when you think of Apple?
- IMAGE & DESIGN company. Revolutionized the way we purchase and consume music…..now its evolved into transforming the way we connect and communicate…..if your fans of the iLife, see if this next 30 seconds register:
- I had a perfectly fine PC but wanted to be more like the young, hip and cool guy. This stirred an emotional reaction…..and thought it would be fun to take a look at the way such an innovative company talks about their jobs.
- Fortune Magazine CEO of the decade.World’s Greatest Salesman……launch of the iPad….its him. If you listen to him talk he is a master at creating a vision of the experience for the user (google his college keynote address and watch it on YOuTube). He does it through Storytelling. Great BOOK called PRESENTATION SECRETS of STEVE JOBS!
- He is the most powerful Elevator Pitch guy in business today.
- Every Seller has to have a good Elevator Pitch. Often times we have 30 seconds to make a first impression and elevate interest. We have to engage and entice from the onset. These are my 7C’s of a good elevator pitch……*1 & 2s…3 minute drill Should you use a script – YES – until it becomes part of your Selling DNA. Gives you your very best chance to be your very best when the pressure is on. I want to give you my PITCH TEST. For any feature/benefit or value proposition you introduce to a prospective customer. Give it this test:
- Remember, customers don’t care about YOU/YOUR STUFF…..they care about THEM/THERE STUFF. After every power statement (ie. We have the industry’s leading interactive recruitment marketing technology platform) SO WHAT? You’ll find as you keep the conversation tied to the emotional benefit the language is pretty powerful.Now. Once you have the message and value prop right….you have to go tell the world, or at least the people in ‘your selling universe’ the story…..
- *So, how are you generating quality leads today?
- TARGET ACCOUNT UNIVERSE. Who do you love? Want? Need? Go get em and Give Value! We don’t let high value targets lie dead or dormant in our database. We do something different with the the one’s we cove the most.
- In establishing a TAU and pipeline most Sales Leaders want HUNTERS today. Every organizations wants and needs Sellers that are proactive. That ATTACK the market and cultivate new business. There were times and economies where we could be Farmers or what I refer to as “inbound” sellers….those times have past. But I don’t think HUNTER is the right characterization anymore. I will tell you what I prefer.
- I prefer Sales Ninja Warrior – they are quite (listen more than they talk)…..by unsuspecting I mean that to the buyer it feels more like they are being helped than sold…..The Ninja is a complete subject matter expert and uses an expansive arsenal of weaponry to get the job done. Ninjas have an expansiveArsenal of weaponry…….more of the new age/Web 2.0 Sales Expert…using new weapons – primarily technology to drive what I call “EXPONENTIAL RAINMAKING” – build relationships – add value. I want to introduce you to my Web 2.0 Digital Foortprint.
- This is the Sales 2.0Ready Footprint. And these new tools represent an awesome opportunity to communicate and connect your TAU to your value prop. If you don’t participate your relevancy is diminished. Elevate your presence. This is the NOW playbook. Your participation impacts your company brand and your personal brand. Relationship Management 101. Tools to facilitate better relationships faster. Supports the interaction. (My friendship on Skype). Delicate balance between the blend of tech automation and relational skills. Candidates want conversations! Research Tools Participation Drives RelevancyTransparency = TrustListening is more important than talkingRelationship Accelerator
- We are going to focus on how some of these new tools and technology can drive improved communication, collaboration and positively impact your conversion ratios. How do you leverage new tools and tech. to raise awareness, build relationships and create more meaningful experiences for prospects so they become customers. But first, want to make the business case….short video that really focused on the evolution and opportunity with social media.
- Consumption habits on the web have shifted. HowWe consume the web more than traditional media and the growth curve has been staggering. So, ,lets take a quick look at what we’re doing::
- 69% of users are classified as spectators21% creators….Who is a Creator – own a blog, website, domain, write and postWherever we fall on the ladder…even as spectators has big impact on our decisions. The way we we us the web influences things like reputation and perception which ultimately shape our interaction and action.
- This is what is commonly known in Marketing Circles as a Google Factor – where your reputation is based on search results. I don’t know about you…..but I wouldn’t go to a meeting without Googling the players first. Increasingly – this is where you’ll earn your reputation. Same holds true for individuals. Your brand is your reputation. Understand your Google Factor. Sidebar: Anyone ever do a Google search on an old girlfriend or boyfriend? What happens when they or an employer conducts a Google Search on you? We are using this Research to make important decisions……great move for Microsoft to call their search engine the Decision engine.
- And the way we consume or expect information to come in is all customized……and that is game changer. This is my iGoogle…..and it’s the information I want, how I want it…when I want it…..part of the reason I haven’t read a newspaper in 3 years.
- BING – The Decision EngineWe use the tools to drive decisions….and increasingly we want more personalized experience – or – MY WEB. MY WAY.
- So much content is being pushed out its overwhelming…….and competitive. There will be a shift from creating to quality again.
- ..the shortening of attention spans. Everyone is doing more w less….and EVERYONE is pressed for time….here is the concern. To be in the game we have to be ROCK STAR GOOD.
- I am a content creator. There is a lot of competition….a new blog is created every second. This is my blog. Passiononpurposeblog.com. I am using the blog to raise awareness but I also want to convert prospects into customers. So I invite my prospects to use it with me. Watch your thoughts; they become words.Watch your words; they become actions.Watch your actions; they become habits.Watch your habits; they become character.Watch your character; for it becomes your destiny.- Upanishads
- UHG is a prospect. This is a VP of Marketing for UHG sitting with me in a Coffee Shop. I had my flip cam. I interviewed her and put her on the blog. I can do the same with customers. The idea is that every post becomes “good sales content” that I can leverage.
- I publish a quarterly e-zine. This is the reason I am here. I want to put good content into my channels and let technology and my ambassadors help me.
- My YouTube channel. Video to Web is exploding and anybody that is “selling an experience” could benefit by leveraging video (I know you have a video)…
- The other important point is that this isn’t just for large companies. In fact, social media and tech. level the playing field so we can compete w the big boys!
- These opportunities aren’t just for small companies! I use them for REA…..
- There is no cost of entry…….I can market my business with no budget! it’s a GAME CHANGER!!!!
- People don’t want to interact w Brands and Companies. They want honest communication from other people. People don’t trust brands anymore….they trust their circle of influence.
- But its good to define the objective. Why are we using the tools? What are we trying to accomplish?
- Allan Mullaly Twitter Story – Ford Focus
- And today, everyone has a megaphone!……there are new outlets to share your experience…….and these are all examples of corporate rating sites. You don’t control this anymore but if you do have an opportunity to influence.
- The other critical consideration – and smart brands are starting to get this – GEEK SQUAD story. Robert Stephens. Responding to client needs on Twitter. Are you listening to your own Customers? Selling is asking…not telling/Selling is listening…not talking.Customers and Prospects will tell us SO MUCH – if we stop and really listen.What do you think the #1 reason salespeople fail would be? Guess**
- LISTENING is cited in Research as the #1 reason salespeople fail……Ironically the entire failure card is within YOUR control….
- Prospects don’t care about YOU!Make EVERYTHING it about them.Customization – Differentiation – Value!
- People are wading into Web 2.0. This means your prospects and customers! Increasingly people will prefer the advantages of communicating in this domain. Either way as a Seller it gives you an advantage! *Digital Footprint Quiz.
- I love the word community. Implies a certain code of conduct. It also elevates expectations about relationships and experience. Its people and leadership that drive Community……and what Community is all about is relationships.
- Facebook is the ultimate Community Property on the Web……and it was a tool that created more connectedness………and there is an interesting bit research around social networking called the Dunbar principle…..
- The interesting thing is that you can have 1,500 friends but when you actually look at traffic on sites, you see people maintain the same inner circle of around 150 people that we observe in the real world,” said Dunbar.“People obviously like the kudos of having hundreds of friends but the reality is that they’re unlikely to be bigger than anyone else’s.Robin Dunbar’s threshold of maximum number of individualsAmbient intimacy is about being able to keep in touch with people with a level of regularity and intimacy that you wouldn’t usually have access to, because time and space conspire to make it impossible – Leisa Reichelt.
- You are a ROCK STAR when they start coming to you…Build fan communities……and deliver on the “experience”….
- Not just the companies…..but individuals also.
- What channel should you use? The answer is…..it depends. Where is your audience? What is your end or outcome objective?Where improved tech competency and refined data management intersect with Advanced Relational Skills. Don’t overly on the tools of expect them to replace relationships. Our Recruiter Training focuses predominantly on the relational quadrant because there is an over reliance on the tools….you have to find the right blend. The secret is these tools aren’t a replacement for relationships – but rather an accelerator!
- Relationships – Rock Star Sellers live on their relationships Value – They give it first, early and often in the sales cycleCustomize – They sell to a specific buyers particular need and situation (leveraging intelligence and POV)Differentiation – Look for the slight edge Evangelism – Let your best customers sell for you and keep them coming back for more! This is the essence of what I call VALUE SELLING:
- Elevate the EXPERIENCE associated with me.
- *1’s and 2’s partner……1’s please share with the 2’s a quality consumer experience you had……and how it made you feel. -THE FEEL IS WHY PEOPLE BUY (you can get your stuff from the competition) THERE IS ONLY ONE YOU!!!!! -What I want to do is give people a taste and vision of these feelings and experiences during the sales cycle to give myself an advantage!
- #1 reason that salespeople fail. After every prospect interface you should be able to answer:-What commitment did you close?-What are the next steps?-Confirm with e-mail (and make sure you are connected on LinkedIn!). Selling is about a series of small commitments or wins that lead to the BIG COMMITMENT……Now, one thing we haven’t spend any time on is the role of the phone. I think the phone can be a valuable tool because so many sellers only rely on email today!
- Most Sales are closed after the 5th attempt. Most salespeople give up after the 2nd.Have to learn how to sell past NO (no is simply a request for additional information). When cold calling was the main source of lead gen and bus dev we used to have an exercise for new reps to build “persistence” – dial tone exercise.
- Do you use the phone?Who has seen the movie Jerry McGuire – well, if you are like me this is how you feel or what you look like when you are on the phone…phone is good for 2 things:Compelling introductionsAdvancing relationshipsNow, in my industry we had to phone work and it was hard……drudgery….so I thought lets make it more fun….and what is more fun than a little competition?
- So, we instituted what I called The World Series of Cold Calling (Mariano Rivera -The MIND of a CLOSER (and a CHAMPION).We would go head to head. Point system. Tall the calls after a blitz. Crown our Champion. Travelling Trophy. Bragging rights. -What happened was we increased our call productivity by 4x!!!! GAME CHANGER – Mind Shift! Every time he steps on the field everything is on the line. There is 0 margin for error. Every pitch demands his very best effort and performance.How we can we approach the workday like this. Put our people in a Champion Mindset during peak selling hours……”COMPETE LIKE A CHAMPION TODAY”
- Whatever it is for you (competition - a daily affirmation – a workout) personally that puts you in the ZONE consider it and try and spend more of your peak selling time there. Now a quick rule of thumb on the phone: Never ask a stranger how they are doing? Here is why…..
- Selling past no. Overcoming objections. Dealing with rejection. Never getting a second chance. “Dial Tone” exercise to train new hires to get comfortable selling past NO.
- 2 BIG reasons salespeople fail:#2. Spend time on low value activity (know your ratio’s)Spend time on what produces return.
- Quick insight into a strategy for penetrating TAU accounts. Its about differentiation. Lynn’s Saturday appointment and blood donation was a bit of Shock & Awe.
- Share another shock an awe story. Calling on BucaTo prep we went there for dinner the week before the sales pitch.But as we were putting the deck together I didn’t think we had enough. So, I went back…….during off hours. To two restaurants….spent time with Management. And captured a bunch of photo’s!
- I would NEVER be outworked. NEVER be out-prepared. The SALE is made in Pre Call Planning…..here is my checklist.
- Would be reasonable to spend 3-5 hours prepping for a 30 minute meeting. Prepare for EVERY prospect interface. A quick walk through:Begin with the end in mind. Not every meeting should be an attempt to close. Know the outcome at the onset. Think incremental commitment. Have your Questions Map prepped.Research the Co. and the Buyer (linked in).Clearly understand your position vs the competitionEstablish a compelling POVAnticipate the objectionsShow case studies – nobody wants to be first – who else in their situation benefited Don’t leave without commitment – we have to do more than present to share info.And when you have the Call Plan nailed – PRACTICE!
- You have to make it part of your DNA and every good pitch is customized.
- If you want to become legendary……you have to put in the work. How much work? Well, are you familiar with this guy. Malcom Gladwell, author….wrote about called Outliers…all about success.
- 10,000 hours is a lot….so experience does matter. Its hard work to achieve mastery……In sales two things I would suggest practicing:QuestionsListening
- Are you guys ready for a fight? You will meet a competitor this year. The deal will be close. Neck and Neck. The buyer will be on the fence. Something fractional will separate you and the competition….or nothing at all… It will come down to who is more prepared. Who is more ready. Who put in the work.…..it will be the little things….that happen each and every day and often go unnoticed in the moment but cumulatively make all the difference in the world…..you are in a fight that will be won, inch by inch…..together, as a team.
- WHISTLE The phenomenon – all smiling from ear to ear FUN Told you about my blog – got on this idea ITS OK to have FUN at work ITS OK to have FUN beating the competition!
- I shared the reasons salespeople fail…..here is why they succeed……its nothing you can’t do. BUT it’s a choice!!. ATTITUDEEFFORT EXPERTISE (so important – be a student of the game).
- So, establish a vision for where you want your performance to be. Small goals that lead to the one big goal! I know you have a plan. Lets add a BIG 30 day GOAL to it right here, right now.
- Take advantage of the opportunity you have. Video*. Amazing time. That I believe will prove out to provide many of us with special opportunities. And I want to thank you:-I am healthy-I have people in my life that love me and I get to love them back-And I got to spend today, doing exactly what I want to you-I really do hope the same for you…..and we started this off with 2 questions, I want to close w 2 questions and a comment. Change is not something that we should fear.Rather, it is something that we should welcome.For without change, nothing in this world would ever grow or blossom, and no one in this world would ever move forward to become the person they’re meant to be.
- This describes their work culture….and it’s not for everyone…..it’s a place where the RIGHT people in the RIGHT jobs thrive….and their competition is certainly taking notice…..you can have a look at Microsoft..