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The Real Secrets of the Top 20% By Mike Brooks

The Real Secrets of the Top 20% By Mike Brooks. The Alternative Board 707-864-5762 www.tabeastbaynorth.com . Material is based on the following Book. Components of the Presentation. Covering Seven Major Topics. 1 – General Sales Process. 2 – 80/20 Rule. 3 - “Prepare to Win”.

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The Real Secrets of the Top 20% By Mike Brooks

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  1. The Real Secrets of the Top 20%By Mike Brooks The Alternative Board 707-864-5762 www.tabeastbaynorth.com TAB East Bay North

  2. Material is based on the following Book TAB East Bay North

  3. Components of the Presentation CoveringSeven Major Topics 1 –General Sales Process 2 –80/20 Rule 3 -“Prepare to Win” 4 – Unqualified Prospects 5 – Getting to Closed 6 – The Objection 7 – Expect to Win TAB East Bay North

  4. Overall Business Process Sales Product/Service Fulfillment After Sales Support Marketing Feedback Accounting / Tracking Metrics TAB East Bay North

  5. General Sales Process • Drive Interest • Bonding • Unique Selling Proposition • Information • Understanding • Needs Clarification • Advice • Assistance • Reassurance • Removing Objections • Quotation • Transaction Processing TAB East Bay North

  6. Up Front Contract The time and length of the meeting. Who else should sit in with us? Should I leave if you have a phone call? I am going to ask you questions? I want you to ask me detailed questions. We will make a decision on what the next step should be with us. TAB East Bay North

  7. Bonding Get them talking about their passion. Follow the speech pattern Mimic the body language Listen for and mimic the perception words Common interests Reveal something of yourself TAB East Bay North

  8. Ask Questions By asking questions, you get the prospect to do most of the talking. Questions shift the focus from you to the prospect to where it belongs. Questions probe. They uncover the “real” issues. Prospects hide their true motives as a built-in defense mechanism to thwart salespeople. Questions allow the prospect to become emotionally involved. People make decisions intellectually, but they buy emotionally. TAB East Bay North

  9. Components of the Presentation CoveringSeven Major Topics 1 –General Sales Process 2 –80/20 Rule 3 -“Prepare to Win” 4 – Unqualified Prospects 5 – Getting to Closed 6 – The Objection 7 – Expect to Win TAB East Bay North

  10. The 80/20 Rule 80% of the sales revenue and income in any company or industry is usually made by the top 20% of the sales force TAB East Bay North

  11. Listening / Talking: 80%:20% The 80:20 law as it applies to selling techniques. As the salesperson, you should be listening 80% of the time and talking 20% of the time. Selling is no place for motor mouths. The more you listen, the more you will sell. Practice the active listening techniques of paraphrasing and asking clarifying questions. To quote an old Chinese proverb, “Seek to understand before being understood. TAB East Bay North

  12. Components of the Presentation CoveringSeven Major Topics 1 –General Sales Process 2 –80/20 Rule 3 -“Prepare to Win” 4 – Unqualified Prospects 5 – Getting to Closed 6 – The Objection 7 – Expect to Win TAB East Bay North

  13. Secrets of how the Top 20% prepare to win The top 20% prepare to win. Become a sales professional. Practice doesn’t make perfect, it makes permanent. Know your numbers. Record yourself. Learn to listen. Develop and use effective Scripts. TAB East Bay North

  14. Prepare to Win Rule 1 : Make a Commitment • Make a personal commitment to “Be the Best”. • Become a Sales Professional. • Treat it as a career not a job. • This allows you to do the hard work to become the best. • Come in early and stay late. • Start making calls early (7:45) • Stay late to prepare for tomorrows early calls. • Manage your time effectively. • Eliminate time wasters. • E.g. extending calls for prospects who will not buy. TAB East Bay North

  15. Prepare to Win Rule 1 : Make a Commitment • Learn and practice effective techniques • Ad-libbing is how the bottom 80% make their living. • Invest in yourself • Take sales training courses, buy books, IPod downloads etc… • http://www.mrinsidesales.com/secretresources/ • Improve your Product Knowledge • Develop an expectant attitude of Success TAB East Bay North

  16. Golden Rule 1 : Be Specific • Do research and leave a message that specifically addresses a problem or event that your prospect is dealing with. For example, if you find out on their website that they are opening a new branch or division in another city, mention this and tie it in with your value proposal. And always use their first name. Something like:"Hi Barbara, Mike Brooks here with HMS software. I'm calling about your new office that's opening in Houston next month, and I wanted to provide you with some ideas that may help with your networking issues. We work with a lot of companies in the area, and I think you'll find it useful if we talk. You can reach me by calling area code (800) 222-0568. That number again is area code (800) 222-0568, and ask for Mike Brooks. I look forward speaking with you and thanks for returning my call.” TAB East Bay North

  17. Golden Rule 2 : Use A Script • You absolutely must script out exactly what you're going to say. • Nothing gets your message deleted quicker than a series of ums and ahs. • People are way too busy to sit through -- let alone call back -- a message that rambles on and on by someone who doesn't appear to know why they are calling.Also, by scripting your message you can create great content ahead of time and delivered like a professional -- unlike the other 80% of the messages they get. TAB East Bay North

  18. Golden Rule 3 : State their Problem and offer a Solution • Did you notice that in the voicemail sample in rule #1, mentioned a specific event (their move) and a possible problem (networking issues) as well as potential solutions to their problems (some ideas that may help you)? The winning voicemail formula -- mention specific problems your prospect is having and offer your solutions to them. Prospects are only thinking about themselves and will only be interested in you if you can help them solve their problems. TAB East Bay North

  19. Golden Rule 4 : Mention how your solution has worked for others in their industry. • Did you notice in the sample voicemail message the part about “we work with a lot of other companies in your area"? People want to work with, and in fact feel comfortable working with, people who understand their business. If you have experience at solving other company’s problems, then your prospect will want the same solution as well. Everyone wants to work with successful companies and if other companies are using you, they figure you've got to be doing something right. TAB East Bay North

  20. Golden Rule 5 : Never, ever leave more than two messages . • After you leave your first message, wait at least a week before you leave a second. And if that doesn't get returned, move on. • The last thing you want to be is a pest and a desperate one at that. After two messages, your prospect has your name and number, and if they are interested they will call you back. And if they don't then you get to spend time looking for someone who will. In conclusion: to give your voicemail messages the best chance of being returned, follow these 5 Golden Rules. And make sure to have a solid script ready for when they do call back! TAB East Bay North

  21. Prepare to Win Rule 2 : Practice Perfection • Get in the habit of mini critique sessions after each call (ask): • What went right? • What should I change? • How am I going to change it? • .What can I do at the next call to improve? TAB East Bay North

  22. Prepare to Win Rule 3 : Prepare for Objections • Objections are going to happen. Ask yourself: • What are the top three objections I get when I make cold calls? • How about when I call a prospect back to close them? • Am I prepared with scripted responses when I get them? • Resources for building scripts: • See your companies training Manual. • Seek out your companies top closers. • Get a coach. • Read this book and read it again. TAB East Bay North

  23. Prepare to Win Rule 4 : Know your numbers • Partial list of items to track: • The best call times during the day • The number of phone calls you need to make before getting a qualified prospect. • The number of prospects you have to call back before you close a sale. • Your closing percentage. • The number of leads you send out a day • The closing percentage on the leads you send out. • The value of each golden hour. • The value of each qualified prospect. TAB East Bay North

  24. Prepare to Win Rule 5 : Record Yourself • Record your calls and check for: • Did you give your prospect a chance to tell you everything? • Did you talk over your prospect? • Did you hear exactly what they were saying,or did you hear what you wanted to hear? • Did you introduce an objection? • Did you talk past the close? • Did you ask the right questions based on what they said? • Did you question the red flags? • Did you even hear the red flags? www.MrInsideSales.com/SecretResources to find recording devices. TAB East Bay North

  25. Prepare to Win Rule 6 : Listen • 5 lessons about listening: • Use a script • Keeps you focused on their answers not your next question. • Don’t interupt • It is rude, disrespectful and clearly shows you are not listening. • Pause for 3 seconds • This will coax your prospect into filling the space with value. • Keep them talking • Use open ended questions like: What do you mean?. • Listen to your own recordings • Evaluate your own listeninhg skills. TAB East Bay North

  26. Rule 7 : Pre-call planning and Scripting • Plan your next day before leaving office: • Plan your closes • Review your prospects buying motives and possible objections. • Set a goal for the number of prospecting calls you will make. • Organize your leads and call lists. • Set three priorities. • Group your non-essential activities and set aside time to complete them. TAB East Bay North

  27. Rule 7 : Pre-call planning and Scripting • Organize your scripts. Here is a list to consider: • Opening Script • Rebuttal / Response Scripts. • Qualifying Checklist. • Closing Script. • Closing Rebuttal / Response Scripts. Effective use of scripts seperates the Top 20% from the rest. TAB East Bay North

  28. Prepare to Win : Gatekeeper Script Gatekeeper: Can I tell him who’s calling? Salesperson: Yes, Please tell him the Mike Brooks from Mr. Inside Sales is calling please. Gatekeeper: Can I tell him what this is about? Salesperson: Yes, Please tell him it’s about our upcoming top 20% sales training. I’ll hold while you get him… or I’ll hold while you put me through. Using please twice and an instructional comment will eliminate 80% of any further screening. TAB East Bay North

  29. Prepare to Win : Negative reflex Script Prospect: I’m not interested. Salesperson: We do business with XYZ. Prospect: We don’t have the money now. Salesperson: That’s exactly why I’m calling you see... The idea is to get past their negative reflex and get them to engage. TAB East Bay North

  30. Components of the Presentation CoveringSeven Major Topics 1 –General Sales Process 2 –80/20 Rule 3 -“Prepare to Win” 4 – Unqualified Prospects 5 – Getting to Closed 6 – The Objection 7 – Expect to Win TAB East Bay North

  31. You can’t close an unqualified prospect • Top 20% focus on disqualifying buyers sooner rather than later. • Throw your sales pipeline away. • Prospects never get better. • Deal killers on the front end will never go away. • Look for early red flags and trust your gut. TAB East Bay North

  32. Why Qualify a Prospect The brutal reality is that leads and prospects never get better with time. The top 20% are ready to deal with reflex responses with scripts. TAB East Bay North

  33. Handling Brush Off’s: Looking at Info Prospect: I usually buy from _____, but would like to see your information. Salesperson: Why would you switch vendors? Salesperson: How many other companies have you looked at in the last 6 months?. Salesperson: And, how many did you go with? Learn to ask hard questions to verify your intuition. TAB East Bay North

  34. Handling Brush Off’s: Looking at Info Prospect: I’d like to look it over. Salesperson: Great and when you do, if you think it will help your business, when would you move on it? Remember to respond with tough positions with questions. TAB East Bay North

  35. Reflex Responses : I’m not interested Script 1: That’s fine and many of my best clients said the same thing. As they learned more about the benefits they were glad they took a few minutes. One thing they liked … Script 2: I didn’t expect you to be interested. You don’t know enough about it yet. But I do know you are interested in (saving money, increasing $, increasing productivity etc…) continue on… Script 3: I can understand that. You probably get a lot of these calls. I know what that’s like because I get a lot of calls too. Once in a while I listen because something really good comes along. And that’s what's happening for you right now. You see … TAB East Bay North

  36. Reflex Responses : Just send Information Script 1: I’d be happy too and if you like what you see, would you be ready to place an order? Script 2: Before I do, I want to make sure you be ready to act on it if you like it. Let me ask you (qualifying questions on budget, decision-making process etc…) Script 3: Sure and after you receive the information, how soon are you going to be making a decision? Script 4: And what would you need to see to say yes to it? TAB East Bay North

  37. Reflex Responses : We’re Happy Script 1: That’s fine and many of my current customers said before they learned more about_________. Just out of curiosity what do you like most about your current (vendor, product-service, etc…). The key here is to keep them talking. Script 2: That’s great, whenever you get a great product for a great price you should never think about switching. Out of curiosity, how did you make your decision to go with them? The key here is to keep them talking. Script 3: I am glad you are taken care of right now, let me ask you something. If you ever found it necessary to get another (quote, point of view, vendor, information …) could I be the first in line to talk to you about some of your needs? Great, I’ll go ahead and send you some of my contact information. Do me a favor and keep it handy if you need …. TAB East Bay North

  38. Reflex Responses : I’m too busy Script 1: That’s exactly why I called. I know how busy you are and I wanted to set up an appointment when both of us will have more time to talk. Will Thursday at 2:00 PM work for you? TAB East Bay North

  39. Components of the Presentation CoveringSeven Major Topics 1 –General Sales Process 2 –80/20 Rule 3 -“Prepare to Win” 4 – Unqualified Prospects 5 – Getting to Closed 6 – The Objection 7 – Expect to Win TAB East Bay North

  40. Secrets of how the Top 20% close You sound professional. You remain in control. You concentrate on listening. You won’t introduce objections. You won’t talk past the close. TAB East Bay North

  41. Closing : Opening remark 1, HI C or S Hi, _________, this is Mike Brooks from Mr. Inside Sales. I’ve been looking forward to speaking with you, and I am sure you looked at the information I sent you, and probably even have a few questions. Do me a favor and grab that information, I’ll hold while you do… Never say, I’m calling to follow up…. TAB East Bay North

  42. Closing : Opening remark 2 , Hi I Hi, _________, this is Mike Brooks from Mr. Inside Sales. How are you doing today? Great. It’s been an exciting morning here and I have a few updates on that info/quote I sent to you. It’ll just take a minute to bring you up to speed. So do me a favor and grab that info, I’ll be happy to hold on while you do … Never say, I’m calling to follow up…. TAB East Bay North

  43. Closing : Opening remark 2 , Hi D Hi, _________, this is Mike Brooks from Mr. Inside Sales. How have you been? Great. The good news is that this won’t take long, and you’ll be glad you took a few minutes to go over this briefly. Do you have the quote handy, or should I hold while you grab it … Never say, I’m calling to follow up…. TAB East Bay North

  44. Closing : The Instant Assumptive Close Hi, _________, this is Mike Brooks from Mr. Inside Sales. Well I must tell you, I’ve been looking forward to speaking with you today. You see I was thinking about how happy my other clients are and how much I enjoy talking to them, and I realized you could easily become one of my best clients as well. Now I’m sure you reviewed the information, and like them, can see the benefits that this product/service can bring to you. My question to you is: Would you like our (larger offering) or would you like to start with our (smaller offering). Then listen…….. Your intuition will guide you on when… TAB East Bay North

  45. After Delivering Price • Ask them how they feel, or where they stand relative to the price you just delivered. • How does that price sound to you? • Is that within your budget? • Which of these price points appeal to you the most? • Is that what you are looking to spend? TAB East Bay North

  46. The Power of Trial Closes Subtle Pulse Takers. Targeted. Direct Closing questions. TAB East Bay North

  47. Subtle Pulse Takers Are you with me on that? Does that make sense? TAB East Bay North

  48. Targeted Is that what you were looking for? Is that going to fit your situation? Is that within your budget? Can you see the benefit here? TAB East Bay North

  49. Direct Closing Questions If this is all you knew about this, would you be tempted to buy it/go with it/hire us? Does this sound like the solution you need? Am I getting close to having a new client? TAB East Bay North

  50. The Multiple Choice Close _________, some of our clients start with the minimum investment package of $XXXX, and usually wish they had taken more, while other clients realize that with an (investment, product, service) this good, it makes sense to move other things around to get more liquid and participate at the $YYY level. And of course our professional clients won’t even consider anything less than $BBB in something this good. Where do you see yourself starting? … You compete for spending $, not just direct competitors. TAB East Bay North

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