Creating your own sales steps

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  • Creating your own sales steps

    1. 1. Creating Your Own Sales Steps Thom Finn, Business Coach
    2. 2. Creating Your Own Sales Steps Thom Finn, Business Coach
    3. 3. The Rules • A Group Coaching Session, not a lecture • Take what you need, leave the rest behind • Ask “How Can I Apply This” not “This won’t work…” • Do not fear the noun “script” • Leave here with an Action Plan • Ask Questions and Interact • Consumer Psychology
    4. 4. Creating Your Sales Step • Review who is here • Expert by necessity – 1000 clients with skill but no organization – Scattered, hit and miss, • Poor/no follow up=40% lost sales • Theory of the steps so you can apply • Analogy of dating
    5. 5. Creating Your Sales Step • • • • Repeating Case Studies #1: Deck Builder Sales-B2C Product #2: Business Coach Sales-B2B Service #3: Software Sales-B2B-Product & Service • Goal: YOU each create your own rough draft of sales steps
    6. 6. Case Studies Sales Steps: Deck Builder 1. The lead arrives 2. Assessment 1. 2. 3. 4. Listen Time Size Price Range 3. Schedule a Visit 4. Email with Link 5. Visit – – – – Listen Walk the site Picture Book Agree on size, options and price range – Discuss timing 6. Proposal 7. Close
    7. 7. Case Studies Sales Steps: Business Coach 1. The lead arrives 2. Meet and Greet 1. 2. 3. 4. Listen Examples Goals Price Range 3. Schedule a Diagnostic 4. Email link and questionnaire 5. Visit – – – – – Listen Tour Discuss issues Tentative Reccs. Agree on size, options and price range 6. Proposal 7. Close
    8. 8. Case Studies Sales Steps: Software Developer 1. The lead arrives 2. Phone Interview 1. 2. 3. 4. Listen Deliverables Small Educate Price Range 3. Schedule Interview 4. Email case studies 5. Visit – Listen – Discuss deliverables – Agree on size, dates, scope and price range – Discuss rough draft 6. Proposal 7. Close
    9. 9. Successful Dating Steps 1. 2. 3. 4. 5. 6. 7. You catch their eye… The 1st conversation… The Coffee Date… Going Steady… Proposal… Marriage Growing the Family
    10. 10. #1: Catch Their Eye • • • • They see you/you see them/you hunt them Conversion Rate not Lead Generation Increase the # of ways leads can come in Breaking the Ice – You be interesting with subtle hints OR – A Good Line to get to the coffee date – Reduce the Road blocks
    11. 11. 1: Catch Their Eye • Same principle in business Err on the side of too little small talk Subtle hints; they ask “What do you do?” Reduce the roadblocks Know the source to know what worked, where to fish Separate the players, the wheat from the chaff
    12. 12. 1: Catch Their Eye Case Studies Decks Coach Software Pick Up* Line Do you haveuse-enjoy your deck? How did you get started? How much time on paperwork? Roadblocks Full 50%, permits 4x a month only, yearly contracts 100% web, SEO, tech Best Source Neighbors Referrals Funded Start Ups No Players Know it All’s Clueless New Jersey
    13. 13. 1: Catch Their Eye Exercise • • • • You Make it Work: Exercise What’s a Good interest getting line? What’s your Coffee Date Invitation? 2 Road Block you can eliminate-stop doing • Your 2 best Sources of leads • 3 characteristics of players
    14. 14. 2: The 1 Conversation st • What are they thinking? – aware of you? – Prejudiced? • Systemize this: Use of Scripts, forms and systems • True Purpose is Next Step only • Avoid Rushing-too fast • In dating, this looks like________
    15. 15. 2: The 1st Conversation Case Studies Decks Coach Software They Think No idea of What IS cost, I want this? $? big I know I want X… System Script-price Examples right away Overview, deliverables Avoid Ego minutia Ego, talking Too technical range up front
    16. 16. 2: The 1st Conversation Exercise • • • • You Make it Work: Exercise What are THEY thinking? Prejudiced? Avoid these 3 things Based on above, what goes into a script guide
    17. 17. 3: The Coffee Date • What are they thinking, aware of you? • Guarded by fear of making mistake • Systemize this: Use of Scripts, forms and systems • True Purpose is Next Step only • Avoid Rushing-too fast • In business, this looks like________
    18. 18. 2: The Coffee Date Case Studies Decks Coach Software They Think Commit, unsure, He’s too defensive, fear smooth, I feel of hassle stupid System Process- they talk first, past successes Shut Up! Educate Feel-FeltFound, how it can help Avoid Rushing, Winging it WE, You Need… Look at Me… She just wants 1 thing
    19. 19. 3: The Coffee Date Exercise • You Make it Work: Exercise • What are THEY thinking? Guarded? Skeptical? • Do these 2 things, Don’t do these 2 things • Based on above, what goes into a script guide-what do you ask? What’s an opener? What’s your “go to move” or phrase?
    20. 20. 4: Dating Going Steady • • • • What are they looking for? Sincere details, generosity, candidness Talk of marriage up front Systemize this: Use of Scripts, forms and systems • True Purpose is Next Step only • Avoid Non Committal
    21. 21. 4: Dating Going Steady Case Studies Decks Coach Software They Look for Honest, directness, accommodation Intelligence, experienced, successful Trust ability maybe likeability System Picture Book and Website “you remind me of…” Address “What will your parents think….” Avoid Bait and switch vague Breaking word Withholding the goodies Trashing competition
    22. 22. 4: Dating Going Steady Exercise • • • • You Make it Work: Exercise Their 1 biggest fear/Cold Feet :_________ You can be honest by discussing _______ To be clear about your intention of marriage, you say______________ • You can show attention to small things by __________ • How will you best handle Cold Feet?
    23. 23. 5: Proposing • Do you WANT a proposal (no Players) • “Why would you say no?” then address it • Get verbal agreement on the key points in your proposal • Give them 2 options (only) • Re state relevant hot buttons • When can I get my answer?
    24. 24. 5: Proposing Case Studies Decks Coach Software Agree on Key Points $ Range size material options due date Choices of $ top goals, deliverables $ Range specific deliverables 2 options differs by Size material options and price Frequency and price Functionality and price Re State Hot Buttons More expensive but maintenance free Cash Flow sickness or Burn out is gone Automation saves time
    25. 25. 5: Proposing Exercise • What are they Key Points you must get agreement on prior to proposing? • What are 2 variables they can choose to create 2 option proposals • What are the top 3 most common hot buttons or wants you should re state?
    26. 26. 6: Marriage=Closing • Likelihood > with no surprise proposal • He who talks first looses • Smoothly put a ring on it; confirming symbol • Quickly move into execution with “next steps” • Avoid Remorse by clearing road blocks • Be a good a spouse (separate coaching session)
    27. 27. 6: Marriage/Closing Case Studies Decks Coach Software The Big ? Do You want your deck? Can I be your Coach? Do you want to go ahead? The Ring Signature No Ring Signature and initials Smoothly Move Let’s start now. Schedule-30% check. Can I get Work on x,y, and z by session #1 that now? Road Blocks Ill find out a date… Deposit means Phase 1 done by _______ Call to schedule Let me get back to you with…
    28. 28. 6: Marriage/Closing Exercise • Script out your Closing Question or Statement • What symbolizes the deal? • What can you say/do/deliver that smoothly moves to execution? • What road block to getting started do you be sure is gone?
    29. 29. 7: A Healthy Marriage Fulfillment = Customer Service= Separate Keep the Romance with authenticity ACTIONS speak louder than Words Execute, then Thank, Before you ask for referrals or testimonials Avoid Perceived Indifference Add this relationship to your experience trunk
    30. 30. Application • Systemize your Sales. Step #1 is____, #2 is _________,etc. • Sales Steps=easier Prospect Management – Prospect A is @ Step #5 – Prospect B is stuck @ Step #4 – 14 Prospects hit Step #1 this week • • • • • Make the First Move Don’t be Cute or Cheesy Don’t be Desperate Don’t be a Stalker Have a Game Plan
    31. 31. Closing • Systemize your steps • Write out your scripts • Get some REAL Feedback • Discussion • Questions – Ask specific questions on my feedback sheet
    32. 32. Creating Your Own Sales Steps Thom Finn, Business Coach

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