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Skip Miller - Selling Tips
This document discusses strategies for turning leads into sales. It provides data showing that 74% of leads result in a presentation, 34% in a proposal, and 11% in a decision. It identifies the top factors for converting leads to revenue as quality of marketing, understanding customer needs, listening skills, value to price fit, and fit. It outlines steps for determining a customer's motivation or "energy for change" and using tools like the value star and solution boxes to address customer pains and motivations toward a solution. It stresses qualifying leads by assessing urgency, impact, and resources and setting "I-dates" for when a customer will commit to a decision. The overall message is that proactive selling requires understanding customer needs and motiv
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Skip Miller - Selling Tips
- 1. ProActive Selling Skip Miller M3Learning Now that you have all those leads...Turn Leads into Sales
- 2. Take a Test ofLeads 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. Leads to RevenueFactors 1. Quality of Marketing Lead Gen 2. Quality of Understanding “my” needs 3. Listening Skills 4. Value to Price 5. Fit CSO Insights
- 4. Leads to RevenueFactors 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. • It’s allabout 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. Energy turns Leadsinto 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. Close Justify Validate Educate/Discovery Initiate Decide Rationalize Transfer of Ownership Education InitialInterest Stage 3 Stage 2 Stage 4 Stage 5 Stage 1 Stag0 Buy/Sales Process
- 8. Close Justify Validate Educate/Discovery Initiate Decide Rationalize Transfer of Ownership Education InitialInterest Stage 3 Stage 2 Stage 4 Stage 5 Stage 1 Stage 0 Lead Gen Buy/Sales Process: Stage 0
- 9. • Someone showingan interest? • Curiosity? • Tire Kicking? • Returns your call? • Grants you a meeting? What is a lead? The Goal - to find the energy source
- 10. Two Motivators: Buyers Motivation Pain Away Pleasure Towards TheEnergy to Change
- 11. Interest with a sense of urgency Whatis a qualified lead?
- 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.
- 14. Solution Box =Value and Urgency ATL BTL Initiate Justify Decide A B
- 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. ValueStarTool ROI Time Risk Leverage Brand Box B –ATL Cause for Change VALUE
- 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. What isthe 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. I-Date When they Transferownership When are they going to REALLY Commit?
- 20. • Request aDecision • Request a Decision at every step The Decide
- 21. • Determine ChangeEnergy • Honor the Split: 2 Solution Boxes • The 5 P’s • ValueStar • Get I-Dates Review Energy turns Leads into Decisions
- 22. Take The Quiz Visit Our Homepage: www.M3Learning.com Scroll to quiz: “How ProActive are you? Find out!”
- 23.
- 24. Action Steps M3 E-Mail Newsletter www.m3learning.com SkipMiller skip@m3learning.com Skipmillersalesacademy.com Infusionsoft your Selling Effort Turn Leads into Sales ProActive Selling