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Victor Antonio. No touch selling.

  1. 1. SALESVELOCITYACADEMYWebiniar:NoTouchSelling @VICTORANTONIO
  2. 2. Time Retention
  3. 3. Strategy
  4. 4. Strategy [ ][ ][ ]=
  5. 5. Strategy [ ][ ][ ]x x
  6. 6. Strategy Outreach
  7. 7. Strategy Outreach Setup Virtual Office Tools The Big 6
  8. 8. WebCam Logitech c920 $100 CONFERENCE CALLS Video
  9. 9. YETI Microphone (USB Connector) $149.00 CONFERENCE CALLS
  10. 10. NEEWER Ring Light $110.00 CONFERENCE CALLS Video
  11. 11. Ring Light $15.00 CONFERENCE CALLS Video
  12. 12. Computer Riser $19 - $399 CONFERENCE CALLS Video
  13. 13. Computer/Standing Riser $279 CONFERENCE CALLS Video
  14. 14. Helicopter Head Trapped in the Attic Very Professional Door #1 or #2? Nice Shower Curtains! Witness Protection Program (Undisclosed Location)
  15. 15. Background FREE - $150 CONFERENCE CALLS Video
  16. 16. fast.com Business Ethernet > 20 Mbs Download $50 - $150 CONFERENCE CALLS Video
  17. 17. Strategy Outreach Setup Mindset Who is your biggest competitor?
  18. 18. Strategy Outreach Setup Mindset
  19. 19. Strategy Outreach Setup Mindset
  20. 20. 92% Admit to multi-tasking Strategy Outreach Setup Mindset Meeting
  21. 21. Peak Trough Recovery 7 am 9 am 11 am 1 pm 3 pm 5 pm 7 pm 9 pm ANALYTICAL ADMINISTRATIVE INSIGHT When to Hold Meetings Source: Daniel Pink, When
  22. 22. Ringelmann Effect 1 2 3 4 5 6 7+ ENGAGEMENT DIFFICULTY VIRTUAL MEETING IN-PERSON MEETING LOW HIGH PEOPLESource: RAIN Group
  23. 23. Non-Buying Signals •Don’t ask questions •They ask the wrong questions •At the end they have no questions
  24. 24. 94.4% Attention F2F 41.7% Attention V2V
  25. 25. Presentation power Attention Time 100% 80% Question Demo Case Study Q & AData Powerful Opening Call to Action Next Step
  26. 26. Video Close Advance vs. Continuation
  27. 27. “No Questions” Script • You: Do you have any questions? • Jane: No, no questions. • You: Jane, can I ask you a question? • Jane: Sure. • You: When I finish a presentation and there are no questions it’s either because • I’ve explained this well and you need to think about it • Or, You’re not interested. Which is it?
  28. 28. “Let Me Think About It” Script • Jane: No I’m interested; I just need to think about it. • You: I’m glad you’re interested. With past clients I’ve learned there 3 reasons why they’re not sure. • The first is they don’t see the product (service) as a FIT for your company, is that it? • Jane: No, it’s what we’re looking for. • You: Well then maybe there’s some FEATURE or FUNCTIONALITY that’s missing. Is that it? • Jane: No, it has the essential features. • You: Well it is a FIT and has the FEATURES you need, I’ll have to assume it’s a Financial issue then. Is that it?
  29. 29. “Not Interested” Script • Jane: I would say that this isn’t for me (not interested). • You: I appreciate your honesty. Is it that the product (service) isn’t a FIT for your company? • Jane: No, it’s what we’re looking for. • You: Well then maybe there’s some FEATURE or FUNCTIONALITY that’s missing. Is that it? • Jane: No, it has the essential features. • You: Well it is a FIT and has the FEATURES you need, I’ll have to assume it’s a Financial issue then. Is that it?
  30. 30. New habits, new REsults Time Results Source: Atomic Habits, James Clear

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