Successful Solo Pro Sales Conversations

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

THANK YOU!TIME IS VALUABLE - SO YOU’RE INVESTING IN YOU

WHY?YOU’RE LEAVING MONEY ON THE TABLE! LET’S PUT AN END TO THAT.

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

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

MY OWN STORYFROM FREEBIE FREELANCING TO SUSTAINABLE BUSINESS

THE OBJECTIVE HAVE A FOCUSED CONVERSATIONTHAT LEADS A POTENTIAL CLIENT TO MAKE A DECISION — TO HIRE YOU.

LET’S DIVE INKEEP AN OPEN MIND — THIS IS A NEW APPROACH!

PRE-CONVERSATION PREPMINDSET - SERVICE NOT NEEDINESSPREPARE TO LEADFILTER CLIENTSTHIS IS NOT A ‘JOB INTERVIEW’YOUR CHECK LIST & ‘CHEAT’ SHEET

MINDSET PREP EXPERTISE HAS VALUE CREATE AWARENESS YOU ARE THE ‘CEO’ GUIDE THROUGH FEAR SELLING IS SERVING IT’S NOT ABOUT YOU

PREPARE TO LEAD YOU KNOW ENOUGH SET APPOINTMENTS SET YOUR STUFF ASIDE REVIEW YOUR SYSTEM

FILTER FIRSTFINE TUNE YOUR NICHEIDENTIFY PAINBUILD A SIGNATURE SYSTEM SOLUTIONPRE-QUALIFYING QUESTIONNAIRE

THE CONVERSATIONBE THE ‘CEO’ — NOT THE ‘JOB SEEKER’ LISTEN TO LEAD, NOT TO FOLLOW

LEAD FROM ABOVESET THE TONETENSION IS OKESTABLISH AGENDAACKNOWLEDGE

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

SET THE STAGE THE ‘CEO’ APPROACH

ACT 1: WHERE THEY AREGET A CLEAR PICTURE OF THE CURRENT SITUATION

WHAT TO UNCOVERWHY ARE THEY LOOKING FOR HELPDIG INTO CHALLENGESIDENTIFY SELF-SABOTAGINGMISSING PIECES OR OPPORTUNITIESASK “WHAT DO YOU WANT INSTEAD?”

ACT 2: LOOK AHEAD WHERE DO THEY WANT TO BE

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?

DRILL INTO IMPACT & COSTWHAT’S HOLDING THEM BACKDEEP LEVEL OF IMPACT: THE COSTQUANTIFY THE COSTMORE CHALLENGESEXPLORE OTHER AREAS OF IMPACT

IDENTIFY THE GAPCLARIFY WHAT’S IN THE ‘GAP’

INTERMISSION RECAP THE GAP YOU’VE HEARD THEM.YOU UNDERSTAND — THEY UNDERSTAND

WANT MORE HELP?BUSINESS MAPPING STRATEGY SESSIONS OPENINGS ($147 VALUE)

ACT 3: PLOT THE COURSE SHOW THAT YOU CAN LEAD THEM OVER THE GAP

ACT 4: MAKE YOUR OFFER ASK FOR THE BUSINESS

FINALETHE FOLLOW UP SYSTEM

WANT MORE HELP?BUSINESS MAPPING STRATEGY SESSIONS ($147 VALUE)

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

Successful Solo Pro Sales Conversations

by Int'l Assn. of Self-Employed Communication Professionals on Nov 02, 2011

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Successful Solo Pro Sales Conversations — Webinar Transcript

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