The Sure-Fire Formula to Exploding Your Sales


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The Sure-Fire Formula to Exploding Your Sales

  1. 1. Rochelle Togo-Figa The Breakthrough Strategist Sales Business Coach, Speaker and Trainer The Surefire Formula to Exploding Your Sales
  2. 2. A Bit About Me… <ul><li>Specialize in sales coaching and training </li></ul><ul><li>Creator of The Inner Game of Sales TM and Sales Breakthrough System TM </li></ul><ul><li>Author of Sell Without the Slick , sales self-study manual </li></ul><ul><li>23 years in sales, 14 years as a sales trainer & sales coach </li></ul><ul><li>My story…. </li></ul>
  3. 3. How are you reacting to the economic climate? <ul><li>Pulling back on marketing your business </li></ul><ul><li>Not marketing your business </li></ul><ul><li>Not selling your services </li></ul><ul><li>Afraid to spend any money </li></ul><ul><li>Hoping things will change quickly </li></ul><ul><li>Spending cautiously </li></ul><ul><li>Pulling the sheets over your head! </li></ul>
  4. 4. What successful business owners are doing… <ul><li>Never stop marketing and selling </li></ul><ul><li>Market and sell even more </li></ul><ul><li>Learn new ways to market and sell </li></ul><ul><li>Think outside the box </li></ul><ul><li>Stay visible </li></ul><ul><li>Remain positive no matter what! </li></ul>
  5. 5. Your Sales Marketing Pie
  6. 6. Networking <ul><li>Networking is one of the fastest ways to get a lot of people to know you, like you and trust you. </li></ul><ul><li>Go where your ideal client goes </li></ul><ul><ul><li>Networking groups they attend </li></ul></ul><ul><ul><li>Associations they belong to </li></ul></ul><ul><ul><li>Non-professional groups they belong to </li></ul></ul><ul><ul><li>Newsletters and magazines they read </li></ul></ul>
  7. 7. Networking Groups <ul><li>Weekly networking groups </li></ul><ul><ul><li>Business Network International ( </li></ul></ul><ul><ul><li>“ Le Tip” ( ) </li></ul></ul><ul><li>Professional Associations </li></ul><ul><li>Chambers of Commerce </li></ul><ul><li>Toastmasters ( </li></ul><ul><li>Board of Directors </li></ul><ul><li>Rotary Club, Lions Club, Elks Club </li></ul><ul><li>Social Clubs: Investment, Country, Tennis </li></ul>
  8. 8. Speaking <ul><li>Speaking to groups is one of the best ways to become known. </li></ul><ul><li>Specialist in your field </li></ul><ul><li>Instant credibility </li></ul><ul><li>Vast exposure </li></ul><ul><li>More efficient </li></ul>
  9. 9. Speaking Venues <ul><li>In-person </li></ul><ul><ul><li>For yourself or pre-formed groups </li></ul></ul><ul><ul><li>Fee or no fee </li></ul></ul><ul><li>On the phone </li></ul><ul><ul><li>Teleseminars </li></ul></ul><ul><ul><li>Interviews with strategic partners </li></ul></ul><ul><li>Online </li></ul><ul><ul><li>Webinars </li></ul></ul>
  10. 10. Workshops/Teleclasses <ul><li>Access to reaching groups who see you as the expert. </li></ul><ul><li>Interested in learning more about your service or product. </li></ul><ul><li>Live workshops & Teleseminars </li></ul><ul><ul><li>On your own ( </li></ul></ul><ul><ul><li>Collaborate with a strategic partner </li></ul></ul>
  11. 11. Irresistible Offers <ul><li>Offer “free” rich & valuable content </li></ul><ul><li>Know-Like-Trust Factor </li></ul><ul><li>Seen as the expert </li></ul><ul><li>Establish credibility </li></ul><ul><li>Irresistible Offers… </li></ul><ul><ul><li>Free Online Newsletter </li></ul></ul><ul><ul><li>Special Reports </li></ul></ul><ul><ul><li>Tips </li></ul></ul><ul><ul><li>Checklist </li></ul></ul><ul><ul><li>Audio CD or downloadable audio </li></ul></ul><ul><ul><li>Talks and Teleclasses </li></ul></ul>
  12. 12. Programs & Products <ul><li>Create your own step-by-step system </li></ul><ul><li>Recycle existing material </li></ul><ul><li>Record and transcribe your group events into products </li></ul><ul><li>Package into programs and products </li></ul><ul><li>Massive passive online revenue stream </li></ul>
  13. 13. The Follow-Up <ul><li>80% of sales opportunities are lost due to lack of follow-up </li></ul><ul><li>Prospects who say “no” now will make a buying decision within 12 months </li></ul><ul><li>Selling is establishing a long-term business relationship </li></ul>
  14. 14. Benefits of Follow Up <ul><li>One of the most effective and inexpensive ways to increase your business dramatically. </li></ul><ul><li>Prospects who do not buy short-term usually make a purchase within 12 months. </li></ul><ul><li>When they’re ready, it’s with the person who stays in touch. </li></ul><ul><li>You’re creating a relationship over time. </li></ul>
  15. 15. Here’s The BIG One…. <ul><li>It may take at least 7-10 follow-ups to close the sale! </li></ul>
  16. 16. Follow Up Tips <ul><li>F/U within 24 hours </li></ul><ul><li>Hand-written notes </li></ul><ul><li>Send Out Cards </li></ul><ul><li>( </li></ul><ul><li>Send “Soft Touch Base” emails </li></ul><ul><li>Send Testimonials </li></ul><ul><li>Keep in touch during and after </li></ul><ul><li>Write ezine ( </li></ul><ul><li>Thank them after </li></ul><ul><li>Customer Appreciation Lunch </li></ul><ul><li>Remember special days </li></ul><ul><li>Special Themes </li></ul><ul><li>Habit of persistence </li></ul><ul><li>Don’t get stopped by “No” </li></ul>
  17. 17. Closing the Sale
  18. 18. Steps leading to the Close <ul><li>Develop Rapport </li></ul><ul><li>Invite Prospect to speak first </li></ul><ul><li>Ask qualifying questions (How, Why, When, and What) </li></ul><ul><li>Listen and Play back </li></ul><ul><li>Handle Objections </li></ul><ul><li>Summarize the Prospect’s Needs </li></ul>
  19. 19. Steps leading to the Close <ul><li>7. Present your Background </li></ul><ul><li>8. Make the Recommendation </li></ul><ul><li>9. Tie Back to the Benefits </li></ul><ul><li>10. Ask for Agreement (How does that sound?) </li></ul><ul><li>11. Closing Questions and Next Steps </li></ul>
  20. 20. Listen and Play Back <ul><li>Prospect: Gives you information – the Facts </li></ul><ul><li>You: “Plays back” the facts to Prospect </li></ul><ul><li>“ Playing back” means rephrasing what Prospect has said </li></ul>
  21. 21. 20/80 Rule <ul><li>The Business Owner speaks 20% of the time </li></ul><ul><li>The Prospect speaks 80% of the time </li></ul><ul><li>That means your job is to listen more and talk less </li></ul>
  22. 22. Why Play Back? <ul><li>Stay on track </li></ul><ul><li>Clarify and summarize </li></ul><ul><li>Generate more information by showing you’re listening </li></ul><ul><li>Prospect feels heard </li></ul><ul><li>Use a lead-in phrase </li></ul>
  23. 23. Lead-In Phrases <ul><li>“ So, what you’re saying is…” </li></ul><ul><li>“ If I understand you correctly…” </li></ul><ul><li>“ Let me see if I have this…” </li></ul><ul><li>“ In other words…” </li></ul><ul><li>“ What I’m hearing is….” </li></ul><ul><li>“ Sounds like you want…” </li></ul><ul><li>“ I sense this is important to you” </li></ul>
  24. 24. Advantages of Play Back <ul><li>Confirms you are clear on what the prospect’s challenges & issues are. </li></ul><ul><li>Triggers more information to use. </li></ul><ul><li>Shows you are genuinely listening to them. </li></ul><ul><li>Builds trust and rapport. </li></ul>
  25. 25. <ul><li>Let’s see if you really listen! </li></ul>
  26. 26. The Close <ul><li>50% of all sales calls end without asking for some sort of commitment to the next step! </li></ul>
  27. 27. Making the recommendation… <ul><li>Summarize the prospect’s needs </li></ul><ul><ul><li>“ Based on what you said, it sounds like you’re interested in…” </li></ul></ul><ul><li>Make your recommendation </li></ul><ul><ul><li>“ Here’s what I recommend….” </li></ul></ul><ul><li>( Optional ) Present options </li></ul><ul><ul><li>“ You can select …., or you can go with …” </li></ul></ul><ul><li>Tie back the benefits to the prospect’s needs </li></ul><ul><ul><li>“ This will help you …………. that you said earlier is important to you.” </li></ul></ul><ul><li>Get agreement </li></ul><ul><ul><li>“ How does that sound?” </li></ul></ul>
  28. 28. Closing Questions <ul><li>Examples of closing questions </li></ul><ul><ul><li>“ Shall I draw up a contract?” </li></ul></ul><ul><ul><li>“ Is there anyone else involved in the decision-making process?” </li></ul></ul><ul><ul><li>“ Would you like to sign up?” </li></ul></ul><ul><ul><li>“ Is my recommendation acceptable?” </li></ul></ul><ul><ul><li>“ Shall I finalize the details?” </li></ul></ul><ul><ul><li>“ How soon do you want to get started?” </li></ul></ul><ul><ul><li>“ What will it take for you to do business with us?” </li></ul></ul>
  29. 29. Ask & then Shut Up! <ul><li>Ask “closing questions”, and then be quiet </li></ul><ul><li>Don’t speak until your prospect answers you </li></ul><ul><li>The first person to speak, LOSES! </li></ul>
  30. 30. Next Steps <ul><li>Ask “Closing” questions </li></ul><ul><li>Confirm next steps that you and prospect will take </li></ul><ul><li>Connect next steps to the calendar </li></ul>
  31. 31. The Inner Game of Sales
  32. 32. Your thoughts create your reality <ul><li>You can be in action until you’re blue in the face </li></ul><ul><li>If you don’t believe, nothing will change </li></ul><ul><li>What you think and speak creates your reality </li></ul>
  33. 33. Self-Sabotaging Beliefs <ul><li>They won’t pay for this </li></ul><ul><li>I don’t know enough </li></ul><ul><li>I’m not enough </li></ul><ul><li>They’ll find out I’m a fraud </li></ul><ul><li>I don’t have the right personality to succeed </li></ul><ul><li>I’m a failure </li></ul><ul><li>I can’t do this </li></ul><ul><li>I’m not worth this </li></ul><ul><li>I can’t have it all </li></ul><ul><li>Who would want what I offer? </li></ul><ul><li>I have nothing to offer </li></ul><ul><li>I can’t compete </li></ul><ul><li>I’m not good at sales </li></ul><ul><li>I’m not good at marketing </li></ul><ul><li>I’ll never succeed </li></ul><ul><li>I’m not good at what I do </li></ul><ul><li>I’m not ready yet </li></ul><ul><li>I’ll get overwhelmed if I have too many clients </li></ul><ul><li>They’re better than me </li></ul><ul><li>I don’t have what it takes </li></ul><ul><li>I’m not motivated enough </li></ul><ul><li>I must discount to have clients </li></ul><ul><li>I have to work hard to succeed </li></ul><ul><li>I can’t afford to get help </li></ul>
  34. 34. Barriers to Your Success <ul><li>Inner Voice </li></ul><ul><li>Fears </li></ul><ul><li>Past-based experiences </li></ul><ul><li>Limiting thoughts </li></ul>
  35. 35. Your thoughts create your reality Feelings Action Thoughts Results
  36. 36. Reframing Limiting Thoughts <ul><li>Limiting thought </li></ul><ul><ul><li>“ I’m not good at this.” </li></ul></ul><ul><li>Reframe the limiting thought </li></ul><ul><ul><li>“ I have an excellent product, provide extraordinary service, and my prospects like me.” </li></ul></ul><ul><li>Ask yourself if that new statement is truer than the original thought </li></ul>
  37. 37. Your thoughts create your reality <ul><li>“ Your subconscious mind cannot tell the difference between a clear and vividly imagined experience and a real experience.” </li></ul><ul><li> David Cameron Gikandi </li></ul><ul><li> Happy Pocketful of Money </li></ul>
  38. 38. YOU are the author of YOUR LIFE! <ul><li>Make the commitment and eliminate the excuses. </li></ul><ul><li>No one stops you…only you stop you. </li></ul><ul><li>What have you been unwilling to do because of a “fear”? </li></ul><ul><li>Ask yourself “Is this a real fear or a self-imposed fear?” </li></ul><ul><li>Reframe the limiting thought. </li></ul><ul><li>Then TAKE ACTION! </li></ul>
  39. 39. <ul><li>What action steps are you going to take away today? </li></ul>
  40. 40. <ul><li>FREE Preview Teleseminar Series starts on April 7 th highlighting LIVE June Event “The Inner Game of Sales” Workshop (June 25-27). Sign up at </li></ul><ul><li>FREE Audio CD “ The 9-Best Kept Secrets to Exploding Your Sales” at </li></ul><ul><li>The Inner Game of Sales FREE online newsletter , sign up at </li></ul>Free Gifts For You!