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Coaching Call #1

Coaching Call #1 . April 2, 2013. Mindset. Can make or break you Make selling a game Almost anyone can learn to sell Responsibility for success is yours You must set reasonable goals for yourself and put those goals in writing

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Coaching Call #1

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  1. Coaching Call #1 April 2, 2013

  2. Mindset • Can make or break you • Make selling a game • Almost anyone can learn to sell • Responsibility for success is yours • You must set reasonable goals for yourself and put those goals in writing • Define the tasks required to achieve your goals (set reasonable goals) • Consistently perform the tasks you defined to achieve your goals • You must keep track of your efforts and measure success and failures • Stop doing what does not work and improve what is working. i.e. if what you are doing does not work, stop doing it and move on (hurry up and fail) • No crime in failing

  3. Rejection • Sales is a numbers game – don’t take it personally

  4. Rejection • Sales is a numbers game – don’t take it personally • Pre-qualify leads • Don’t waste time on the wrong types of leads • Don’t be afraid to walk away from unqualified leads • Bad leads will not become good customers • First focus your resources on leads you can close today then nurture the others in order of priority (time permitting) • Each part of the sales funnel will produce stats that you must track to learn what sales process works best for you

  5. Set The Tone • Begin on a positive note (smile even through the phone – don’t beg) • Be sure of yourself • Speak with authority • Be assertive • The four basic personality traits • Autonomous • Aggressive • Nurturing • Assertive = All three of the above in equal proportions

  6. Set The Tone • Be polite, respectful, confident and natural • Use the lead’s first name • Make the call brief to respect the lead’s time and make them want to speak to you again (Leave them wanting more) • Listen as much as possible while controlling the direction of the conversation • The lead must like you to buy from you • The lead must trust you • The lead must see themselves in the conversation • The lead must see a strong value proposition (what is in it for them/ROI)

  7. Avoid This Mistake • Do not allow any particular lead to become your main focal point • Avoid this by having a steady stream of leads • Learn to fire the lead and move on

  8. Poll #1 • Do you keep track of your marketing efforts?

  9. Poll #2 • Do you know which of your marketing efforts produce the best results?

  10. You cannot measure what you do not track • Productive lead generation is the result of following a consistent process that is tracked. • You must have the right systematic approach in place to succeed. • Discipline and standardization is required

  11. Organization & Time Mgmt. • Set aside a predefined period of time each day to work on lead generation activities • Do not allow yourself to be side tracked during your scheduled lead gen time

  12. Lead Gen. Time • Build a database of leads

  13. Lead Gen. Time • Build a database of leads • Use a sales funnel to monitor the progression of your leads from 1st contact to final sale

  14. Lead Gen. Time • Build a database of leads • Use a sales funnel to monitor the progression of your leads from 1st contact to final sale • Meeting prospective leads • Speaking at events • Asking for referrals • From current clients & those in sales funnel • Out Bound Calling • Out Bound emails

  15. Lead Gen. Time • Conduct follow ups that push potential leads through the sales funnel • Do not do anything during your scheduled lead time other than generate leads • Lead gen time is not for admin or other work, it’s for the SOLE purpose of generating leads

  16. Lead Gen. Time • Do not allow the lead to dictate to you when to send the lead additional information • When your scheduled lead gen time is up you can focus on providing follow up materials that were asked for by the potential lead. • Prioritize you response and follow up communication by first focusing on the “A” list of leads first • You track and analyze data during another time, not now (this falls under admin time)

  17. Poll #3 • Please select the forms of marketing you are currently using • In person meetings • Network events • Speaking Engagements • Referrals you have asked for • Outbound Calls • Outbound Emails

  18. Polls #4-9 • Please tell us how many times you have conducted the following in the previous 30 days • In person meetings • Network events • Speaking Engagements • Referrals you have asked for • Outbound Calls • Outbound Emails

  19. During The Sales Presentation • Engage the lead to speak to you about their business • The sales process is about them NOT you • Ask the following questions • Are they or have they done any marketing • If so, what type of marketing • What about their competition? • Are their competitors missing marketing opportunities that they could take advantage of? • Do they have any experience working directly with a online reputation marketing consultant? • Try to establish a common personal interest (sports they like etc.)

  20. During The Sales Presentation • Ask what each new client is worth to them • Initial value • Lifetime value • Discuss ROI • Know your product • Convey the value proposition • This is an investment that pays dividends • This is an insurance policy • They insure assets such as equipment, bldgs. Etc. • Yet they have no insurance on their most important asset (Their Reputation)

  21. During The Sales Presentation • Discuss Harvard study – Each addl. star rating in Yelp = an increase in revenues of 5%-9% • Discuss Cone influence study 1 bad review at top of results equates up to an 80% likelihood that the person seeing the negative review will not call them. (would they?) • Speak in ways that the potential lead can see themselves in the conversation • Can you see how your business would benefit by each additional star rating you gain in Yelp? • Would you call a business after reading a bad review if that business had only a couple of reviews? • Would you like to have an opportunity to engage a problem client before that client vented the frustration publically? • Etc., Etc. Etc..

  22. Record Key Points • Record the key points of each phase of the sales funnel • Schedule follow ups • Record results each follow up • Annotate the progression of each lead through the sales funnel

  23. Q and A

  24. Survey the webinar

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