Victor Antonio. No touch selling. https://outsourceforum.org/online

1. SALESVELOCITYACADEMYWebiniar:NoTouchSelling
@VICTORANTONIO

2. Time
Retention

3. Strategy

4. Strategy
[ ][ ][ ]=

5. Strategy
[ ][ ][ ]x x

6. Strategy Outreach

7. Strategy Outreach Setup
Virtual Office Tools
The Big 6

8. WebCam
Logitech c920
$100
CONFERENCE CALLS
Video

9. YETI Microphone
(USB Connector)
$149.00
CONFERENCE CALLS

10. NEEWER Ring Light
$110.00
CONFERENCE CALLS
Video

11. Ring Light
$15.00
CONFERENCE CALLS
Video

12. Computer Riser
$19 - $399
CONFERENCE CALLS
Video

13. Computer/Standing Riser
$279
CONFERENCE CALLS
Video

14. Helicopter Head Trapped in the Attic
Very Professional Door #1 or #2?
Nice Shower Curtains!
Witness Protection Program
(Undisclosed Location)

15. Background
FREE - $150
CONFERENCE CALLS
Video

16. fast.com
Business Ethernet
> 20 Mbs Download
$50 - $150
CONFERENCE CALLS
Video

17. Strategy Outreach Setup Mindset
Who is your biggest competitor?

18. Strategy Outreach Setup Mindset

19. Strategy Outreach Setup Mindset

20. 92% Admit to multi-tasking
Strategy Outreach Setup Mindset Meeting

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. Ringelmann Effect
1 2 3 4 5 6 7+
ENGAGEMENT
DIFFICULTY
VIRTUAL MEETING
IN-PERSON MEETING
LOW
HIGH
PEOPLESource: RAIN Group

23. Non-Buying Signals
•Don’t ask
questions
•They ask the
wrong questions
•At the end they
have no
questions

24. 94.4% Attention F2F
41.7% Attention V2V

25. Presentation power
Attention
Time
100%
80%
Question Demo Case Study Q & AData
Powerful Opening
Call to Action
Next Step

26. Video Close
Advance vs. Continuation

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. “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. “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?

31. New habits, new REsults
Time
Results
Source: Atomic Habits, James Clear