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Engine To Top Line Growth
The document outlines a comprehensive sales strategy focused on developing effective selling skills, lead generation, and understanding customer needs. It emphasizes the importance of building trust, effective communication, and using storytelling techniques to enhance the selling process. Additionally, it provides guidance on meeting objectives, handling objections, and ensuring customer satisfaction post-sale.
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Engine To Top Line Growth
- 1. Engine To TopLine Growth Selling IT to the Gulf THE NEW EQUATION IN SELLING™
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- 3. Objectives •Identify and develop sales opportunities • Prepare and strategize for effective sales meetings • Deploy evidence based face-to-face selling skills to build trust, create need and help the buyer make a buying decision • How to use third party stories to leverage the sale
- 4. Nature or Nurture How much change are we capable of?
- 5. Limbic Neocortex Reptilian
- 6. Sales Funnel Lead Generation Marketing Sales Sorting Suspects Meetings Booked (prospects) Momentium Customer Needs Analysis Presentation Perfect practice of face-to- Recommendation face selling skills increases Close your conversion ratios Negotiation Agreements After Sales Service Repeat Sales Cross Sales
- 7. Lead Generation Sales identify target market, prospecting skills, clear value driven elevator pitch Sorting Suspects 5 key qualifying questions, clear “fit” criteria Meetings Booked effective phone skills, ability to build rapport (prospects) with gatekeeper & prospect, networking skills, effective pre-call research Customer Needs Analysis uses research to develop strategy, build pre-call plan, identifies “The” problem/ opportunity, uses provocative questions, engaging narrative/story Presentation compelling & interactive presentation, matches needs & wants, “The” answer, gets agreement at every stage
- 8. Lead Generation Recommendation compelling story, matches all buying criteria Close gets agreement at each step, summarizes & is assumptive, prepares agreement Negotiation/ able to negotiate terms, deal with Agreements sign off / agreement/ legal process, keeps buying centre informed/involved After Sales Service ensures buyer experience exceeds expectation, resolves issues proactively and professionally Repeat Sales/ account reviews, new CNA’s, Cross Sales ongoing discovery, “The” problem “The” opportunity
- 9. Lead Generation Marketing Driven Sales Driven • Internet • Cold Calls – Phone • Press Releases • Drop In’s • TV / Radio • Networking • Newspaper Ads • Referrals • Tradeshows • Speeches • Email Blasts • Centres of Influence • Newsletters • Channel/Alliances • Other • Other _________________ _________________ _________________ _________________ _________________ _________________
- 10. What’s In YourPipeline? My annual revenue target Calculation: Example: My average sale is Annual Revenue $_________ $1,000,000 Total By Average Sale $_________ $20,000 sales needed = Total Sales Needed _________ 50 Ratio % Closing Ratio .333 = Required # 150 of New Meetings _________ Required # of New Meetings
- 11. Prospect Criteria • Industry • Company Size • Financial Results • Location • Values • Other Criteria
- 12. Research and Planning • Competence • Confidence • Selling is the transfer of confidence
- 13. Mission 19 Scenario Synopsis Zack has been asked to get an appointment for the company he represents, Networkerz Connection Systems. However, he is told that he will probably have to leave a voice mail as Leanne, the Managing Editor at The Dunnvail Town News is rarely at her desk. Therefore, Zack knows that he must leave an effective voice mail that will guarantee a return call. And that call must result in a face-to-face appointment. Once Zack meets with Leanne, his challenge is to create dissatisfaction, which will elicit a positive response. He will learn how to identify her values, as well as her emotional needs and wants, by understanding the intent behind her words - her meta message.
- 14. Mission 19 Trends and Company Profiles
- 15. Objectives and EndResults… What do would you communicate to your prospect as objectives for your meeting? What end result would you plan for this meeting? Best case? Minimum outcome?
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- 17. The Buying Process TRUST NEED HELP HURRY
- 18. The Selling Process NEED WANT CAN AFFORD TIMING BUYING/SUCCESS CRITERIA
- 19. Buying & SellingProcess TRUST NEED NEED WANT HELP CAN AFFORD HURRY TIMING BUYING/SUCCESS CRITERIA
- 20. Inquiry NEED WANT What is your single biggest challenge? CAN AFFORD What would you like to see happen instead? TIMING BUYING/SUCCESS CRITERIA
- 21. Advocacy Do you have a good story to tell? Once upon a time…. For example…..
- 22. Your Stories TRUST Stories to build trust and create or develop need position you as the NEED answer (help) and create urgency HELP HURRY Create word pictures & new reference experiences
- 23. Protocols of Communication General Known Simple Specific Unknown Complex
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- 26. Momentium What will you need to know to build your model of excellence/perfect call?
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- 28. Momentium The Sales Call
- 29. Developing your Models ofExcellence • Provocative questions • Advocacy that creates emotion • Best moves
- 30. Story Framework SITUATION COMPLICATION RESOLUTION
- 31. Objections • When they present an objection to you – or a speed bump they speak to you from one of two perspectives • They either tell you they are satisfied • Or they tell you they see no benefit in your product or service
- 32. No Benefit When they tell you they see no benefit they object by saying a version of the following: • Your price is way too high • My budget is spent • You don’t have what we require
- 33. Satisfied Objections The challenge? When I’m satisfied I of course see no benefit • So….. If I’m satisfied? ….YES • Then, there is NO benefit
- 34. Satisfied Objections When they tell you they are satisfied they say things like – • We’re happy with our present supplier • This won’t work for our people/us • I don’t need this
- 35. Buyer POV 2 very different things from the buyers point of view • In both cases I may trust you but…. • In only one case have I acknowledge the need to change • Not that I have a need…I may or may not have one …but the need to change
- 36. Imagine….1985 If Iwant to sell change…. What might I need to create or change for my prospect?
- 37. Desired Outcomes Competence leads to confidence Selling is the transfer of confidence
- 38. Making it workfor you…
- 40. Surprise or Delight RISK ANXIETY MONOTOMY BOREDOM
- 41. Next Steps • Your Target Account Model of Excellence • The pre-call planner • Q&A