This document provides an overview of training for partners of BizCentral USA. It covers introduction and terminology, core strategies of successful partners, prospecting and building a business. Partners are given operational manuals, customized business plans, sales pitch books, and ongoing marketing and individual support. The core strategies section emphasizes defining the partner/company relationship, selling services, and communicating effectively with customers and the company. Prospecting involves identifying potential clients through various sources and being persistent.
B2B Solutions' Sales success simplified. Follow this path to make success repeatable and profitable consistently.
This presentation was created leveraging my 20+years of living and practicing these success-steps and harnessing them all at www.interactiveye.com : a business tranformation and digital marketing innovation consulting firm. Cheers anshumali@interactiveye.com
How to ask good questions in Sales NegotationsJimmy Ng
Knowing how to ask good questions in sales presentations and negotiations to achieve a desired outcome and objective is what distinguished an experienced sales professional from amateurs. Learn this useful technique to significantly enhance your sales results!
Maximise Your Reputation in the Marketplace Jason KingMAXfocus
One of the biggest factors in determining how your target market perceives your business relates to the performance of your salespeople.
In this session we will discuss:
How to maintain existing business relationships so that your clients ignore approaches from your competitors
How to effectively prospect for new business without having to cold call
How to prepare and present compelling business proposals (not quotes)
Improvements in these key areas will significantly improve your reputation in the marketplace.
Sales training course 2020 - START SELLINGFraser Hay
Sales training course 2020 - START SELLING is an overview of the sales training coaching programme from Grow Your Business.
Whether you need sales training, help with sales prospecting, pipeline management, lead generation,sales appointments, sales proposals and closing more sales, then check out our programme at https://www.growyourbusiness.tv
TAGS;
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Developing selling skills presented at lorache consulting lagosDaniel Chinagozi
Effective Selling Skills Presentation, during and in-house training For Lorache Consulting Lagos, Nigeria. Sharing on how to move from Transactional selling to Consultative selling
B2B Solutions' Sales success simplified. Follow this path to make success repeatable and profitable consistently.
This presentation was created leveraging my 20+years of living and practicing these success-steps and harnessing them all at www.interactiveye.com : a business tranformation and digital marketing innovation consulting firm. Cheers anshumali@interactiveye.com
How to ask good questions in Sales NegotationsJimmy Ng
Knowing how to ask good questions in sales presentations and negotiations to achieve a desired outcome and objective is what distinguished an experienced sales professional from amateurs. Learn this useful technique to significantly enhance your sales results!
Maximise Your Reputation in the Marketplace Jason KingMAXfocus
One of the biggest factors in determining how your target market perceives your business relates to the performance of your salespeople.
In this session we will discuss:
How to maintain existing business relationships so that your clients ignore approaches from your competitors
How to effectively prospect for new business without having to cold call
How to prepare and present compelling business proposals (not quotes)
Improvements in these key areas will significantly improve your reputation in the marketplace.
Sales training course 2020 - START SELLINGFraser Hay
Sales training course 2020 - START SELLING is an overview of the sales training coaching programme from Grow Your Business.
Whether you need sales training, help with sales prospecting, pipeline management, lead generation,sales appointments, sales proposals and closing more sales, then check out our programme at https://www.growyourbusiness.tv
TAGS;
sales training course 2020, sales training course, start selling, selling course, sales pipeline management, sales prospecting, lead generation, sales appointments, sales management, sales proposals, sales appointments, selling skills, sales coaching, sales coach, selling, sales training, selling skills, sales skills course, selling skills course, sales course 2020, sales course
Developing selling skills presented at lorache consulting lagosDaniel Chinagozi
Effective Selling Skills Presentation, during and in-house training For Lorache Consulting Lagos, Nigeria. Sharing on how to move from Transactional selling to Consultative selling
Sales stuck in Negotiation? Is it winning the deal or relationship?Learn the Steps to Negotiate. Learn Negotiation Strategies and Communication Styles.
How to Improve sales Basics and Advance TechniquesSelf-employed
Ready to use presentation : How to Improve sales Basics and Advance Techniques
The ability to sell someone something - whether it's a product, a service, or an idea - is the fundamental skill at the core of many, many jobs in the business world. When it comes to closing a sale, it's not all about smooth-talking your buyer. It's just as important to be able to listen intently, think critically, and to intelligently apply effective sales techniques. By doing these things, not only will your personal sales increase - your business's will as well.
Sales is, at its core, a communication-based business. After all, if customers could make an informed purchase decision without communication, there would be no sales people. Learn five essential strategies for success in sales communication that you can apply to improve sales results today.
THE NEED FOR A SALES PROCESS
PROBLEM
The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and challenge you to improve your qualifying efforts.
DIAGNOSIS
The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer?
Fact: 82% of salespeople fail to differentiate
Result: They lose the business, fail to sell value
Fact: 86% of salespeople ask the wrong questions.
Result: They miss selling opportunities and end up wasting time while appearing unprofessional.
Fact: Only 18% of salespeople close without discounting price.
Result: Discounting becomes a habit and profit margins are eroded.
Fact: 95% of customers say salespeople talk too much.
Result: Customers are bored and feel salespeople don’t care about understanding their problems.
Fact: 62% of salespeople do not earn the right to ask questions.
Result: They fail to position the sale properly and don’t gain commitment.
Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system.
Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers.
SOLUTION
1. Stop assuming that your prospect needs what you’re selling.
2. Learn how to ask more questions to see if the prospect has any serious ‘pain’ issues that your product or service can resolve.
3. Learn a sales process to help you stay in control of the sales interview.
Too often when sales go down people start blaming the sales people, but there are many reasons why sales are made or not made. Only one reason is the activities of the sales people. Therefore, I created and have given a seminar on managing the selling process. It has been my most enjoyable seminar over the years. Here it is for you. I hope you find it informative and interesting. If you have any questions or comments, please let me know.
B2B Marketing: Part 6: Cold Calling Series: Getting Execs to Talk to You by J...Julie Bevacqua
Why solution selling can work to your advantage in a competitive sales environment, and 5 easy ways to gain relevant information on your prospects and their pain.
Sustainment and Mobile Reinforcement Strategies Ensure Sales Training Deliver...SAVO
Watch this session to learn how you can sustain the impact of your salesforce development efforts through a combination of performance support, coaching, technology and mobile reinforcement tools. Learn the strategies that will help extend learning from weeks to years, leverage mobile and social gaming to drive adoption and motivation, and help maximize the return on your training investment.
Sales stuck in Negotiation? Is it winning the deal or relationship?Learn the Steps to Negotiate. Learn Negotiation Strategies and Communication Styles.
How to Improve sales Basics and Advance TechniquesSelf-employed
Ready to use presentation : How to Improve sales Basics and Advance Techniques
The ability to sell someone something - whether it's a product, a service, or an idea - is the fundamental skill at the core of many, many jobs in the business world. When it comes to closing a sale, it's not all about smooth-talking your buyer. It's just as important to be able to listen intently, think critically, and to intelligently apply effective sales techniques. By doing these things, not only will your personal sales increase - your business's will as well.
Sales is, at its core, a communication-based business. After all, if customers could make an informed purchase decision without communication, there would be no sales people. Learn five essential strategies for success in sales communication that you can apply to improve sales results today.
THE NEED FOR A SALES PROCESS
PROBLEM
The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and challenge you to improve your qualifying efforts.
DIAGNOSIS
The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer?
Fact: 82% of salespeople fail to differentiate
Result: They lose the business, fail to sell value
Fact: 86% of salespeople ask the wrong questions.
Result: They miss selling opportunities and end up wasting time while appearing unprofessional.
Fact: Only 18% of salespeople close without discounting price.
Result: Discounting becomes a habit and profit margins are eroded.
Fact: 95% of customers say salespeople talk too much.
Result: Customers are bored and feel salespeople don’t care about understanding their problems.
Fact: 62% of salespeople do not earn the right to ask questions.
Result: They fail to position the sale properly and don’t gain commitment.
Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system.
Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers.
SOLUTION
1. Stop assuming that your prospect needs what you’re selling.
2. Learn how to ask more questions to see if the prospect has any serious ‘pain’ issues that your product or service can resolve.
3. Learn a sales process to help you stay in control of the sales interview.
Too often when sales go down people start blaming the sales people, but there are many reasons why sales are made or not made. Only one reason is the activities of the sales people. Therefore, I created and have given a seminar on managing the selling process. It has been my most enjoyable seminar over the years. Here it is for you. I hope you find it informative and interesting. If you have any questions or comments, please let me know.
B2B Marketing: Part 6: Cold Calling Series: Getting Execs to Talk to You by J...Julie Bevacqua
Why solution selling can work to your advantage in a competitive sales environment, and 5 easy ways to gain relevant information on your prospects and their pain.
Sustainment and Mobile Reinforcement Strategies Ensure Sales Training Deliver...SAVO
Watch this session to learn how you can sustain the impact of your salesforce development efforts through a combination of performance support, coaching, technology and mobile reinforcement tools. Learn the strategies that will help extend learning from weeks to years, leverage mobile and social gaming to drive adoption and motivation, and help maximize the return on your training investment.
What is the secret to achieving customer delight? What are the factors that contribute to customer delight? How are successful companies managing to delight their customers? Learn what it takes to master the art of customer delight through these 8 steps.
Sales expert, John Barrows, shares 12 guiding principles to his sales success. Get the details on these principles with the free ebook, 12 Guiding Principles to Sales Success: http://bit.ly/Sales-Success
Hi All,
Now you can download my Presentation easily. I changed my Privacy setting.. I wish I can make more presentations for the young salesmen, but I am so busy these days and couldn't reply everyone who need my presentation. So here you can download now and present it to your teams etc.
Regards,
Shahzad Chohan
Define Your Sales Process To Grow Your BusinessRapidAdvance
It’s a great asset to your company to have an effective sales team. The sales team is the face of your company, and it’s not the size of the sales team that translates into more sales. Have an established and well-defined sales process. By “sales process” we mean a systematic and tested approach that help your sales team close deals and reduce friction in introducing products or services to the customer.
Top Telemarketing Techniques is all about the telephone to enhance sales, fostering better relationships with customers, and how to make it easier to target prospects
In selling technique, a sales presentation or sales pitch is a line of talk that attempts to persuade someone or something, with a planned sales presentation strategy of a product or service designed to initiate and close a sale of the product or service.
How To Thrive As A Property Management Professional In A Competitive Market.pdfRE Professionals
If you’re a property management professional, you know that there are both good and bad times to be in the real estate industry, but there are also good and bad times to be an agent in your market. Unfortunately, even if you work with great clients and do your job well, the market may not necessarily reward you as much as it should. Instead of focusing on how difficult it is to find success today, though, focus on these eight tips for thriving as an agent in this competitive market so that you can get ahead of the competition and make more sales than ever before.
Website - https://professionalcolorado.com/
Common mistakes made by sales people and how to avoid them - Juma WilliamJuma William
Selling products is like making a relationship. It needs deep understanding and listening skills. There is a difference between CONTACT and CONTRACT, which is R that stands for Relationship.
CLIENTS NEEDS:
1. Respect,
2. Genuine Product,
3. After sale's service
4. Feedback-ask how the product/service is?
5. Relationship-Continuous vibes.
Common mistakes made by sales people and how to avoid themJuma William
Selling products is like making a relationship. It needs deep understanding and listening skills. There is a difference between CONTACT and CONTRACT, which is R that stands for Relationship.
CLIENTS NEEDS:
1. Respect,
2. Genuine Product,
3. After sale's service
4. Feedback-ask how the product/service is?
5. Relationship-Continuous vibes.
Common mistakes made by sales people and how to avoid them juma williamJuma William
Selling products is like making a relationship. It needs deep understanding and listening skills. There is a difference between CONTACT and CONTRACT, which is R that stands for Relationship.
CLIENTS NEEDS:
1. Respect,
2. Genuine Product,
3. After sale's service
4. Feedback-ask how the product/service is?
5. Relationship-Continuous vibes.
Read this article to know the steps towards crafting the right B2B sales process. Find out the most common B2B Sales Negotiation Mistakes and how to avoid them.
I would define ‘Customer Experience’as:
‘How customers or prospective customers perceive their interactions with your organisation’
Customer experience encompasses every aspect of an organisation’s offering - the quality of customer care, of course, but also advertising, packaging, product and service features, ease of use, and reliability.
How can you drive a consistently good and improving Customer Experience for your customers or prospects?
In this A to Z I’ll give you some of the answers and some tips from Oak Consult
The Art of Managing a PR Crisis by OnlineReputation.comBizcentralUSA
When businesses' reputations are on the line, at the height of a PR crisis, leaders need to come forward. The OnlineReputation.com team, they have the experience to help you navigate a crisis.
Stache is the Airbnb of Storage! Become a Host to Earn Cash Renting Your Nash...BizcentralUSA
Nashville, TN-based business, Stache, have expanded their collaborative storage solution services across the US. The Airbnb-type business matches people looking to rent storage space with those who have it. Visit https://www.stache.com/blog/how-make-side-money-fast to learn more.
In this 1 hour webinar hosted by BizCentral USA, we take a look at small business marketing methods, more specifically grassroots marketing. Learn how to turn the traditional methods up a notch! For more information, please visit: http://bizcentralusa.com/marketing_services.php
Basic Financial Management for Small BusinessesBizcentralUSA
In this 1 hour webinar hosted by BizCentral USA, we discuss the basic financial management, bookkeeping and accounting methods to keep your small business on the right track! For more information, please visit: http://bizcentralusa.com/accounting_cpa_bookkeeping.php
In this 1 hour webinar hosted by BizCentral USA, we discuss the ways to use and update your business plan to be most effective for your small business! For more information on business plans, please visit: http://bizcentralusa.com/businessplan.php
In this 1 hour webinar hosted by BizCentral USA, we take a look at the top reasons small businesses fail and how to avoid these dire mistakes! For more information, please visit: http://bizcentralusa.com/start_business.php
In this 1 hour webinar hosted by BizCentral USA, we discuss the qualifications and benefits for small business 8a certification. For more information, please visit: http://bizcentralusa.com/minority_business_sba_8a_wbe_mbe.php
Must Have Small Business Website Features BizcentralUSA
In this 1-hour webinar hosted by BizCentral USA, we discuss the must have features every small business website should have. For more information, please visit: http://bizcentralusa.com/web_design.php
Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
What are the main advantages of using HR recruiter services.pdfHumanResourceDimensi1
HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
Taurus Zodiac Sign_ Personality Traits and Sign Dates.pptxmy Pandit
Explore the world of the Taurus zodiac sign. Learn about their stability, determination, and appreciation for beauty. Discover how Taureans' grounded nature and hardworking mindset define their unique personality.
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
India Orthopedic Devices Market: Unlocking Growth Secrets, Trends and Develop...Kumar Satyam
According to TechSci Research report, “India Orthopedic Devices Market -Industry Size, Share, Trends, Competition Forecast & Opportunities, 2030”, the India Orthopedic Devices Market stood at USD 1,280.54 Million in 2024 and is anticipated to grow with a CAGR of 7.84% in the forecast period, 2026-2030F. The India Orthopedic Devices Market is being driven by several factors. The most prominent ones include an increase in the elderly population, who are more prone to orthopedic conditions such as osteoporosis and arthritis. Moreover, the rise in sports injuries and road accidents are also contributing to the demand for orthopedic devices. Advances in technology and the introduction of innovative implants and prosthetics have further propelled the market growth. Additionally, government initiatives aimed at improving healthcare infrastructure and the increasing prevalence of lifestyle diseases have led to an upward trend in orthopedic surgeries, thereby fueling the market demand for these devices.
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
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Remote sensing and monitoring are changing the mining industry for the better. These are providing innovative solutions to long-standing challenges. Those related to exploration, extraction, and overall environmental management by mining technology companies Odisha. These technologies make use of satellite imaging, aerial photography and sensors to collect data that might be inaccessible or from hazardous locations. With the use of this technology, mining operations are becoming increasingly efficient. Let us gain more insight into the key aspects associated with remote sensing and monitoring when it comes to mining.
2. Introduction & Terminology Introduction to Selling & Common Terminology Core Strategies of a Successful Partner Prospecting and Building your Business Sales Tools Provided by BizCentral USA
3. Introduction Please Note: It will be helpful to have the following available while we proceed through this presentation: Sales Kit Quick Reference Guide Operational Manual
4. Introduction The nature of sales can be very complex and strategic, yet extremely rewarding. In order to execute the sale and see those rewards, it is important to understand and implement a range of tactics such as: Networking Marketing Public Speaking Persuasion Listening & Communicating
9. An itinerary is simply a plan for what you are going to do, usually for the next week. In the itinerary, you spell out where you will be, at what time, on what day
11. The sales call report is similar to the itinerary, except it lists what you did as opposed to what you plan to do. Usually sales call reports are for the week preceding.
14. Once a prospect has become a customer, he requires attention. Periodically checking with the customer to determine his satisfaction with your product, service, or your company in general is a service call.
16. This is probably the simplest term on this list, but it is the most important. The decision maker is simply what it says; The person who will decide whether to buy from you.
18. The gatekeeper can be your best friend or your worst enemy. This is the person with the power to grant or deny access to the decision maker. Often it is a receptionist, secretary, administrative assistant, or even a security guard.
21. Core Strategies Overview In order to be a successful BizCentral USA Partner, there are certain core strategies to become familiar with. Defining Our Relationship: Production Center/Business Front Selling Our Services Communicating with the Production Center (BizCentral USA) Communicating with Your Customer Asking Questions
22. Core Strategies Defining Our Relationship Partners are in a unique position in the market place. They serve two masters. The customer is the boss and has the final say in the consultants dealings with him or her. Closing the sales in order to meet goals and bring in revenue. As a consultant, you are ultimately responsible for every action that you take or do not take. You are also responsible for every delivery, the quality, the customer service and every facet of your relationship to the customer. As a partner of BizCentral USA you have been assigned a product specialist and a client care coordinator; “Use them!”, they are there to support you. Having an open line of communication can alleviate many of the common issues you will face.
23. Core Strategies Selling Our Services It should go without saying, that you will make more sales if you believe in the product you are selling. Product knowledge is essential, not only to enable you to carry on an intelligent conversation, but to put yourself at ease when with the customer. The more you know about our products and services, the easier it is to believe in it. Know what packages or a la carte options best suit each segment of your market. If you know this, you will be able to select the particular products and services that will best meet the needs of a potential client. You will also be able to guide the customer away from any services that do not match up; whether this is based on need or budget. You cannot sell everything to everyone. Don't try to; it will only hurt you in the long run. Your plan is to build long-term customers. Building a strong customer relationship sometimes means not making the sale.
24. Core Strategies Communicating with Our Company All areas of communication are important. Customer requirements or specifications need to be on file at our headquarters. When processing an order for a client make sure to communicate as much information as possible in order to enable a smooth production cycle. Things to include on the order form: Any and all special requests Delivery requirements Quantities requested Production dates These must be readily accessible to anyone at BizCentral who could potentially need the information. It is the partner’s responsibility to see that the information gets to BizCentral USA. Additionally, you will want to have a separate correspondence file for each customer, particularly if the correspondence is fairly extensive.
25. Core Strategies Communicating with Your Customer BizCentral will provide you with updated information at the beginning of every month. Whenever anything changes, tell your customers and remember to exchange old material for new material. It is your responsibility as a partner to communicate to your client accurate and up to date information. If you have bad news to tell the customer, such as an increase in pricing etc., tell him immediately. Treat each client as if he or she is the only client you have. When you communicate with a customer, make the communications as personal as possible. Remember, you are the front-end of this operation and you are who will build the relationship with the client. In short, when communicating with customers, give them any information that will help them as soon as you can. You may find that you are relaying information that they don't want to hear. In the long run, you will be better off.
26. Core Strategies How to Communicate: Asking Questions The easiest way to find out anything is to ask. Most people do not ask the right questions or do not ask them at the right times. You can never lose by asking questions. Your questions should always be addressing the need for legitimate information or be moving the discussion toward closure. Your questions must be sincere. If they are not, the potential client will sense it, and you will find that you are spending all of your time trying to think up the next question. Good questioning will accomplish important functions. They help you to understand your client; who they are, what they do, and how they do it. They allow you to establish rapport with the customer.
27. Prospecting and Building your Business Introduction to Selling & Common Terminology Core Strategies of a Successful Partner Prospecting and Building your Business Sales Tools Provided by BizCentral USA
28. Prospecting Overview Effectively prospecting for future clients will dramatically increase your potential for success. By completion of this section you should have a clear understanding of the following: What Exactly is Prospecting Rules to Prospecting How do you find Prospects CharityNet USA Prospecting Tools
29. Prospecting Introduction The lifeblood of any sales organization is new customers. Over time, you will lose existing clients for a variety of reasons. Some will close. Some will move to another country. Some will decide to buy from a competitor Some will close for reasons that you cannot begin to fathom. In order to be successful at sales, you must have at least as many new clients coming in, as going out. That is why prospecting is so important.
30. Prospecting What Exactly is Prospecting As we already know, a prospect is a potential new client. Therefore, prospecting is the process by which we identify new potential clients. The emphasis you should place on prospecting can vary depending on your sales experience: If you are new salesperson with a very small existing customer base, then you should put between 80%-100% of your effort into identifying and qualifying new potential customers. If you are an established salesperson or have quite a few existing customers, then we recommend that at least 20% of your time should be devoted to active prospecting.
31. Prospecting Rules to Prospecting: Prospecting should be on the same level of importance as meeting with a client. No prospects eventually means no clients, therefore you will have no meetings. Be Brief: When making the initial phone call to the prospect, make it brief. Your goal should be to get the appointment, not to go into your sales pitch. Research: Know who you are calling before you call. Have a name of a person to talk to. Sometimes it is difficult to find out who is the best person to speak to. One simple way to find out is to call the receptionist and ask. The receptionist will usually tell you. Find out the best times to contact your prospects and vary your call times accordingly. Often this will require trial and error on your part. Be Accessible & Flexible: If you are having trouble getting to speak to prospects during regular business hours, try unconventional times. Many people arrive at work early or stay late. Call before 8:00 A.M. or after 5:00 P.M.
32. Prospecting Rules to Prospecting Continued Goal Setting: Establish a goal for prospecting. This is entirely up to you. If your goal is to set up ten appointments with prospects each week, then do it. See the end result before you begin. Know what you want to accomplish before you ever start the sales call. Visualize it. Work toward it. Be Persistent: Don't give up when things are not going well. When you have made fifteen phone calls and have zero appointments to show for it, the law of averages begins to work in your favor. Be persistent. Woody Allen once said, "Eighty percent of success is just showing up." Keep showing up. Be organized: Create a schedule. Know what you are doing and why you are doing. Don't stop. Be persistent: I know you are thinking, "He already said to be persistent." Yes I did. I included it here again because nothing is more important. Most salespeople stop too soon. I'll say it again: "Don't stop." When trying to make an appointment with a prospect, you will hear "no" more than you hear "yes." Your attitude should be that "no" does not mean "no," it means "not today."
33. Prospecting How do you Find Prospects There are many ways to identify prospects. Trade Associations & Directories Directory of Manufacturers Chambers of Commerce Seminars Industry Trade Shows Through Current Clients
34. Prospecting Our goal is to see you succeed as a BizCentral USA Partner. Your success is our success; Therefore we provide you with a variety of prospecting tools to get started: Local Networking Contact List Inclusion in our Consultants Network Free Marketing Review A Variety of Marketing Collateral Webinars Exposure on our national website and email newsletter
35. Sales Tools Provided by BizCentral USA Introduction to Selling & Common Terminology Core Strategies of a Successful Partner Prospecting and Building your Business Sales Tools Provided by BizCentral USA
36. Sales Tools Overview In addition to the prospecting tools we provide to you, you will also receive: Online Training Operational Manual Customized Business Plan Sales Pitch Book Marketing Support One-on-One Support
37. Operational Manual Operational Manual Table of Contents Customized Business Plan FAQ’s Partner Pricing Guide Service Process Product Questionnaire Terms of Service Additional Resources
38. Customized Business Plan Customized Business Plan You customized business plan provides detailed information regarding the strategic business services, marketing strategies and financial plan necessary for initial establishment as an independent authorized agent of BizCentral USA. This plan outlines the process for business growth, methods, and procedures for operation, infrastructure, and management.
39. Sales Pitch Book Sales Pitch Book Outline About Us Current Promotions 501c3 Grant writing Web design Bookkeeping Accounting Marketing and SEO Graphic Design Sales Forms Your Sales Pitch Book will also include a separate booklet containing a condensed versions of content in your Sales Pitch Book. This will be your “Quick Reference Guide”.
40. Marketing Support Marketing Support Monthly Partner Newsletter Marketing Collateral Graphics and Promotions Webinars Directory Listings Social Media Inserts
41. One-on-One Support One-on-One Support As a partner, you will be assigned a personal partner specialist. Should you ever have any questions, this is your direct contact and support systems.
42. Conclusion There is no one formula for effective selling. Although there are certain things that every consultant must do to be successful, he or she must be adapted to each individual's personality. Effective Selling = Persistence, Research, Goal Setting BizCentral is here to support your efforts as a partner. Your success is our success!