Skip Miller - Selling Tips

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Big Ideas Track - ICON14

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Skip Miller - Selling Tips

  1. 1. ProActive Selling Skip Miller M3 Learning Now that you have all those leads...Turn Leads into Sales
  2. 2. Take a Test of Leads that turn into a presentation of Leads that turn into a proposal of Leads that Decision So what are we doing to make our prospects mad? 74% 34% 11%
  3. 3. Leads to Revenue Factors 1. Quality of Marketing Lead Gen 2. Quality of Understanding “my” needs 3. Listening Skills 4. Value to Price 5. Fit CSO Insights
  4. 4. Leads to Revenue Factors 1. Quality of Marketing Lead Gen 2. Quality of Understanding “my” needs 3. Listening Skills 4. Value to Price 5. Fit CSO Insights So what are we doing on these three? ?
  5. 5. • It’s all about Revenue and Decisions – Customers – New Business – Land and Expand – Return business – Referrals – Prospecting • Leads do not equal revenue Let’s Get Down to Business
  6. 6. Energy turns Leads into Decisions  Determine Change Energy  Honor the Split – 2 Solution Boxes  The 5 P’s  ValueStar  Get I-Dates Let’s Get Down to Business
  7. 7. Close Justify Validate Educate/Discovery Initiate Decide Rationalize Transfer of Ownership Education Initial Interest Stage 3 Stage 2 Stage 4 Stage 5 Stage 1 Stag0 Buy/Sales Process
  8. 8. Close Justify Validate Educate/Discovery Initiate Decide Rationalize Transfer of Ownership Education Initial Interest Stage 3 Stage 2 Stage 4 Stage 5 Stage 1 Stage 0 Lead Gen Buy/Sales Process: Stage 0
  9. 9. • Someone showing an interest? • Curiosity? • Tire Kicking? • Returns your call? • Grants you a meeting? What is a lead? The Goal - to find the energy source
  10. 10. Two Motivators: Buyers Motivation Pain Away Pleasure Towards The Energy to Change
  11. 11. Interest with a sense of urgency What is a qualified lead?
  12. 12. • Urgency means “of pressing importance.” • When business people have a true sense of urgency, they think action on critical issues is needed now, not eventually, not when it fits easily into a schedule. "Now" means making real progress every single day. • These are challenges that are central to success or survival, winning or losing. • With a true sense of urgency, people want to come to work each day ready to cooperate energetically and responsively with intelligent initiatives from others. And they do. • People want to find ways to launch smart initiatives. They want answers. Sense of Urgency Have them answer themselves.
  13. 13. Honor the Split Rational Case Technical Case Validate Education Initiate Justify Decide Validate Education Cause/Effect What you do here matters. CSP
  14. 14. Solution Box = Value and Urgency ATL BTL Initiate Justify Decide A B
  15. 15. The 5 P’s  Product Features  Perceived Quality of Fit  Professional Support – Ease of Use  Price to Budget  Personal Box A – BTL Needs
  16. 16. ValueStarTool ROI Time Risk Leverage Brand Box B – ATL Cause for Change VALUE
  17. 17. Initiate Justify Decide Validate Education Cause/Effect Split Ann Jimmy Education Separation List of Needs  1  2  3 Skip 3 32 500 $2,500 $2,500 Weekends The Printer Story
  18. 18.  What is the cause for the change?  What is the urgency to get an answer?  What is the impact, payback, or return that is expected, both ATL and BTL?  What are the consequences of no action; of doing nothing?  What are the available resources or options to achieve the results?  What are the perceived risks of making this trip? Lead Qualification Questions
  19. 19. I-Date When they Transfer ownership When are they going to REALLY Commit?
  20. 20. • Request a Decision • Request a Decision at every step The Decide
  21. 21. • Determine Change Energy • Honor the Split: 2 Solution Boxes • The 5 P’s • ValueStar • Get I-Dates Review Energy turns Leads into Decisions
  22. 22. Take The Quiz  Visit Our Homepage: www.M3Learning.com  Scroll to quiz: “How ProActive are you? Find out!”
  23. 23. Thank You Q & A
  24. 24. Action Steps M3 E-Mail Newsletter www.m3learning.com Skip Miller skip@m3learning.com Skipmillersalesacademy.com Infusionsoft your Selling Effort Turn Leads into Sales ProActive Selling

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