5 Step Selling Success Cycle   Step 2 Prospecting   Bret Conkin July 31 2009
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5 Step Selling Success Cycle Step 2 Prospecting Bret Conkin July 31 2009

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Step 2 in the 5 Step Selling Success Cycle. Excerpt of Workshop provided to 30 entrepreneurs on July 31, 2009 featuring learnings from work with Tony Robbins, Don Cherry, Rodney Dangerfield and ...

Step 2 in the 5 Step Selling Success Cycle. Excerpt of Workshop provided to 30 entrepreneurs on July 31, 2009 featuring learnings from work with Tony Robbins, Don Cherry, Rodney Dangerfield and others.

As Michael LeBouef says, Don't Sell, Help people Buy what the Want!

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  • Audience is the broadest view of our market. Prospects share behavioural characteristics. Leads have an unmet want we can provide a solution for.
  • Bill Bishop Sales Trainer question on Solving Problems

5 Step Selling Success Cycle Step 2 Prospecting Bret Conkin July 31 2009 Presentation Transcript

  • 1. Prospecting – Filling the Funnel
    Step 2 Help People Buy
    Copyright – fundfindr Media Inc.
    1
  • 2. 2. Prospecting – Learning Outcomes
    2
    Review the Power of Helping People Buy
    Discover power of a prospect profile to pre-qualify
    Analyze how to attract the right prospects.
    Discover the critical importance of your database.
    Review Prospecting tactics
    Exercise on Prospecting – Find a ….
  • 3. 2. Sales Funnel definitions
    Copyright - fundfindr Media Inc.
    3
    Audience: Targeted group from plan
    Prospect: Shared behaviour characteristics (location, interest, passion)
    Lead: Has unmet need /is qualified.
    Customer: Order has been taken.
    Fan: Loyal customer, evangelist.
    The Rule of 10
  • 4. 2. Sales Funnel & Your Goals
    Funnel Stage
    4
    Engage & Qualify
    Discovery & Solution
    Align & Commitment
    Reward & Feedback
  • 5. Why People buy
    The power of helping people buy what they want
    5
  • 6. 2. The 2 reasons that people buy
    2. SOLUTIONS TO PROBLEMS
    1. GOOD FEELINGS
    Copyright fundfindr Media Inc.
    6
  • 7. 2. Why people buy
    7
    Nobody want to be sold!
    People buy emotionally and justify it with logic.
    4 main emotions: Glad, Sad, Mad, Scared
    Buys occur when they are glad about you/service.
    Reinforce emotion with logic – a reward! (move to closing)
    Question to ask to find solutions/change feelings:
    What do you have? What would you like it to be?
  • 8. 2. Creating a prospect profile
    Copyright – fundfindr Media Inc.
    8
    What is similar about my customers?
    What is similar about my competitor’s customers?
    Who has the unmet need and ability to pay?
    Where can I find them?
    Can focus your efforts, marketing/sales tactics.
    Pre-qualify prospects against the profile before contact.
    Attracting the wrong prospect can have huge costs!
  • 9. 2. The critical database
    Copyright – fundfindr Media Inc.
    9
    Your database is the lifeblood of your business.
    Select it carefully. Can automate some activity/reports.
    Keys:
    Ask colleagues & contacts (niche solution?)
    Ability to import/export data
    Flexibility to change platforms - growth/needs
    Community for support
    Must have discipline to maintain it.
    Do you use one? How well does it serve you?
    ACT, Maximizer, Sugar CRM, Salesforce
  • 10. 2. Prospecting Tactics & Tips
    Sales funnel goal – Engage & Qualify
    Introduction email or letter
    Tone: Brief, warm, relevant (reflects homework).
    Include: USP, mutual contacts, Top 2 benefits.
    Optional: Sincere compliment, Intro offer.
    Follow-up
    Call or email w/ added value (article, tips).
    6-8 weeks later (depends on category).
  • 11. 2. Prospecting Tactics & Tips
    Networking: Circulate, biz cards, don’t sell.
    Create a “presence” in relevant places.
    Association, community, social media, event.
    Focus on ways to help them. (Info, referral, buy?)
    Ask “Is there anything I can do for you.”
    Cold calls: Not bugging them, helping them buy
    Build relationship - Interests/photos/issues (ball cap test)
    Coffee/donuts/samples
    “If you know of anyone who might need x (your services), please keep us in mind.” (e.g. Indirect)
    Referral is a 2 say street
  • 12. 2. Prospecting Tactics & Tips
    Warm calls: Advance to Discovery & Solutionstage
    Pre-qualified or have expressed interest
    Probe profile match and confirm unmet need.
    Move them to right emotional state to buy.
    Provide value even when not selling.
  • 13. Step 2. Group Exercise – What are customers really buying from us?
    13
    What good feelings or solutions to problems do I/can I offer?
    E.g. Don’t sell toys. Sell children happy moments.
    Don’t sell spa service. Sell convenience, relaxation & family time.
    We offer:____________________________
    Break into groups of 3.
    Pick “buyer” and “seller” then rotate
    Ask questions to qualify if they have matching unmet need
    The catch?
    Can only ask questions! No selling! Try 10 in a row.
  • 14. Step 2 – Prospecting Summary
    Copyright – fundfindr Media Inc.
    14
    Defined a Sales Funnel
    Reviewed the Power of Helping People Buy
    Discovered the power of prospect profiles
    Analyzed how to attract the right prospects.
    Discover the critical importance of your database.
    Reviewed prospecting tactics
    Took part in exercises on Prospecting
  • 15. 11 things Entrepreneurs share in common - Video
    Copyright – fundfindr Media Inc.
    15
    Mike Desjardins, Virtus Inc. Principal
    Success Snack on Entrepreneurship
    captured for fundfindr.tv
  • 16. Contact Info
    16
    Bret Conkin
    fundfindr Media Inc.
    p: 604.250.9666
    e: bret@riiplay.tv
    t: twitter.com/riiplaytv
    Blogs:
    www.eventswithoutend.blogspot.com
    www.fundfindr.tv