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John Lusink Sales and Prospecting
- 1. Sales Prospecting By: John Lusink, Certified Business Coach
- 2. Me
- 3. Brian
- 4. Why should you care?
- 5. The agenda
- 6. The Golden Rule of Selling Spend more time with better prospects
- 7. Define Your Ideal Prospect 7 Key Questions Can, and will they buy? 1
- 8. Define Your Ideal Prospect 7 Key Questions Do they have 2 a genuine need?
- 9. Define Your Ideal Prospect 7 Key Questions Are they willing (and able) to act quickly? 3
- 10. Define Your Ideal Prospect 7 Key Questions Do they know, like, and respect you? 4
- 11. Define Your Ideal Prospect 7 Key Questions Do they perceive high value? 5
- 12. Define Your Ideal Prospect 7 Key Questions 6 Do the benefits outweigh the price?
- 13. Define Your Ideal Prospect 7 Key Questions Are they an excellent source for leads? 7
- 14. What is one of the biggest obstacles to selling? Hint
- 16. Fear of Rejection + Rejection & Failure = Greater Fear of Rejection
- 17. + Achieve Fear of Excellent Rejection Results = Diminished Fear of Rejection
- 18. Develop a Sound Strategy 8 Key Questions What do you sell? Define in terms of the what, not the how 1
- 19. Develop a Sound Strategy 8 Key Questions Who is your customer? 2
- 20. Develop a Sound Strategy 8 Key Questions Who are your non-customers? 3
- 21. Develop a Sound Strategy 8 Key Questions Why does your customer buy? 4
- 22. Develop a Sound Strategy 8 Key Questions Why does your Customer NOT buy? 5
- 23. Develop a Sound Strategy 8 Key Questions Where is your prospect? 6
- 24. Develop a Sound Strategy 8 Key Questions When does your customer buy? 7
- 25. Develop a Sound Strategy 8 Key Questions Who is your competition? 8
- 26. What is DISC?
- 27. D I C S
- 28. Director Influencer 00 D I C S Compliance Steadiness
- 29. How to to a
- 30. be prepared talk shut up (listen) about results Say: “You’re right, good idea!”
- 31. How to to an
- 32. be personal direct the conversation Say: “This is exciting! Great job, we are really going to make some noise together!”
- 33. How to to a
- 34. take your time get “little” agreements Say: “We’ll do this together, guaranteed, safe, others have the same concern.”
- 35. How to to a
- 36. give LOTS of data and info be on time do not touch Say: “Discount, Value, Return on Investment, Case Study”
- 37. Take Action. Ready, Fire, Aim Michael Masterson
- 38. Business Coaching is for you if you… truly want to improve your business are willing to take action are willing to invest the time are capable of making a commitment are willing to change
- 39. Next Steps – Easier than 1, 2, 3! 1. Complete the application for a complimentary coaching session. 2. My office will call you to schedule. John Lusink, Certified Business Coach FocalPoint Coaching of York Region 905.952.3601 jlusink@focalpointcoaching.com