The Process
SHHH!
The Secret to Sales Success?
First, read the process below.
Whether it's planning the call, making the call, or closing the sale, it's a process.
What's the Process?
Unlike other coaches that pretend they've discovered some amazing secret, here's the process:
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Know thy Customer
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Market research Methods
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Competition Spying
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Ideal customer Workshop
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Top 3 Issues -Greatest Impact Theory-Understand top issues of ideal client
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The Call
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Setting Agenda- Opening(Language of Selling)
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Understand Business
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Problems/Issues
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Pain I can solve
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Qualify/Dis-Qualify-Can I help them/Do I want to help them
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Future Pace- What does success look like
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To Make an Offer or not to Make an Offer
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Godfather offer
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Pricing Formulas
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Objection Objection
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Define
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List all possible
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2-3 ways to overcome objections
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Objection Obliterator
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Button Down Confirmation of Objections
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The Money Objection
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The 2 types
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What they really are
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How to Handle
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Personality Types
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Introvert
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Extrovert
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Hardcore selling
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Solution based selling
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Who are you selling to-adjust based on position/personality
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Follow Up Fortunes
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Follow Up sequences
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Down Sell
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Nurture Campaign
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Messenger/Text
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Personalized Video
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Lead Reactivation
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Most Confidence Exercise
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Tools
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The Unlikiest Salesperson
Most salespeople are outgoing extroverts who were selling things since birth. They got the most candy at Halloween and won the sales contests for the school fundraisers.
That was not me!
I'm a painfully shy introvert who got into sales because I needed to pay my college roommate my half of the rent.
If you're not a natural at what you're trying to do, you have to study.
So, I studied. I learned. I tried and tried again.
Eventually I discovered how to make sales often enough to make a living. Then, I discovered that I could teach others to do it well too.
After being the boss of multiple sales teams, I decide it would be helpful to business owners and management if I taught their people too.
Even in today's hyper-digital world, the sales process is always the same. In fact, chance are you already know these things.
The problem is that most salespeople, teams, and manager don't do it well or correctly.
Whether I am coaching one-on-one or a whole team, we start by making sure that the process is complete and well understood, even by old-timers like me who think we know it all.
