Successful Solo Pro Sales Conversations

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Learn the secret to really nailing a sales conversation.

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  • Be confident in that you know more about what you do than your client. You don’t have to know more than everyone everywhere.\nYou’re not in competition. You’re there to help guide the client from where they are to where they want to be.\nLead by setting appointments. Don’t be too available. If you can have an assistant set your appointments for you, all the better. It creates a sense of leadership.\nSet aside your ‘need’ and focus on the client’s.\n\n
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  • agenda: 1) We’ll look at where you are now; 2) we’ll uncover hidden challenges; 3) We’ll create a clear vision of your objectives; 4) We’ll finish up by identifying some next steps, you may recommend some resources. \n\nYou’re there to help them solve their problem, so they NEED you to connect to them as a leader. \n\nAcknowledge their awareness in some way: Getting help, Stepping up to a new level...\n
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  • Successful Solo Pro Sales Conversations

    1. 1. SUCCESSFUL SOLO PRO SALES CONVERSATIONS PRESENTED BY BARBARA SAUNDERS, THE SOLO PRO SUCCESS COACH DIRECTOR, IASECP | FOUNDER, THE SOLO PRO ACADEMY IASECP.COM | SOLOPROSUCCESS.COM
    2. 2. THANK YOU!TIME IS VALUABLE - SO YOU’RE INVESTING IN YOU
    3. 3. WHY?YOU’RE LEAVING MONEY ON THE TABLE! LET’S PUT AN END TO THAT.
    4. 4. YOU’RE IN THE RIGHT PLACE IF:YOU’RE GOOD - BUT NOT EARNING ENOUGHYOU DON’T HAVE ENOUGH WELL-PAYING CLIENTSYOU’RE FRUSTRATED WITH YOUR CLIENTS/PROJECTSYOU’RE WORKING TOO HARD TO GET TOO LITTLEYOU WANT TO MOVE TO THE NEXT LEVEL
    5. 5. WE’RE GOING TO COVER:PRE-CONVERSATION PREP WORKBEING A LEADERGUIDING THE “4-ACT PLAY”DIFFUSING THE ‘MONEY’ ISSUERED FLAGS FOR WHEN TO CUT & RUN... AND A SPECIAL RESOURCE FOR YOU
    6. 6. MY OWN STORYFROM FREEBIE FREELANCING TO SUSTAINABLE BUSINESS
    7. 7. THE OBJECTIVE HAVE A FOCUSED CONVERSATIONTHAT LEADS A POTENTIAL CLIENT TO MAKE A DECISION — TO HIRE YOU.
    8. 8. LET’S DIVE INKEEP AN OPEN MIND — THIS IS A NEW APPROACH!
    9. 9. PRE-CONVERSATION PREPMINDSET - SERVICE NOT NEEDINESSPREPARE TO LEADFILTER CLIENTSTHIS IS NOT A ‘JOB INTERVIEW’YOUR CHECK LIST & ‘CHEAT’ SHEET
    10. 10. MINDSET PREP EXPERTISE HAS VALUE CREATE AWARENESS YOU ARE THE ‘CEO’ GUIDE THROUGH FEAR SELLING IS SERVING IT’S NOT ABOUT YOU
    11. 11. PREPARE TO LEAD YOU KNOW ENOUGH SET APPOINTMENTS SET YOUR STUFF ASIDE REVIEW YOUR SYSTEM
    12. 12. FILTER FIRSTFINE TUNE YOUR NICHEIDENTIFY PAINBUILD A SIGNATURE SYSTEM SOLUTIONPRE-QUALIFYING QUESTIONNAIRE
    13. 13. THE CONVERSATIONBE THE ‘CEO’ — NOT THE ‘JOB SEEKER’ LISTEN TO LEAD, NOT TO FOLLOW
    14. 14. LEAD FROM ABOVESET THE TONETENSION IS OKESTABLISH AGENDAACKNOWLEDGE
    15. 15. A FOUR-ACT PLAYIDENTIFY WHERE THE CLIENT IS CURRENTLYIDENTIFY WHERE THEY WANT TO BE — THE ‘GAP’SHOW YOU CAN LEAD THEM THROUGH THE ‘GAP’ASK FOR THE BUSINESS
    16. 16. SET THE STAGE THE ‘CEO’ APPROACH
    17. 17. ACT 1: WHERE THEY AREGET A CLEAR PICTURE OF THE CURRENT SITUATION
    18. 18. WHAT TO UNCOVERWHY ARE THEY LOOKING FOR HELPDIG INTO CHALLENGESIDENTIFY SELF-SABOTAGINGMISSING PIECES OR OPPORTUNITIESASK “WHAT DO YOU WANT INSTEAD?”
    19. 19. ACT 2: LOOK AHEAD WHERE DO THEY WANT TO BE
    20. 20. WHAT’S THE VISIONMEASURABLE GOALSWHY IS THAT IMPORTANT?WHAT’S AT STAKE?DIG DEEPER INTO THE IMPACT AND COSTSWHAT WILL THIS CHANGE DO FOR THEM?
    21. 21. DRILL INTO IMPACT & COSTWHAT’S HOLDING THEM BACKDEEP LEVEL OF IMPACT: THE COSTQUANTIFY THE COSTMORE CHALLENGESEXPLORE OTHER AREAS OF IMPACT
    22. 22. IDENTIFY THE GAPCLARIFY WHAT’S IN THE ‘GAP’
    23. 23. INTERMISSION RECAP THE GAP YOU’VE HEARD THEM.YOU UNDERSTAND — THEY UNDERSTAND
    24. 24. WANT MORE HELP?BUSINESS MAPPING STRATEGY SESSIONS OPENINGS ($147 VALUE)
    25. 25. ACT 3: PLOT THE COURSE SHOW THAT YOU CAN LEAD THEM OVER THE GAP
    26. 26. ACT 4: MAKE YOUR OFFER ASK FOR THE BUSINESS
    27. 27. FINALETHE FOLLOW UP SYSTEM
    28. 28. WANT MORE HELP?BUSINESS MAPPING STRATEGY SESSIONS ($147 VALUE)
    29. 29. DETAILSCREATE A CLEAR VISIONUNCOVER HIDDEN OBSTACLES AND CHALLENGESLEAVE RENEWED, RE-ENERGIZED AND INSPIREDREADY TO TAKE YOUR NEXT STEPS FILL OUT AN ONLINE APPLICATION AT: WWW.IASECP.COM/STRATEGY

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