STEPS TO

SALES SUCCESS10

ABOUT ME

Founder and CEO of 3 Communications, a new

digital communications agency specialised in EU

Affairs.

Over 15 years of consultative sales and business

development experience working in international

media sales for magazines like The Economist,

Forbes, Fortune and Time Magazine.

WHAT

have I learned?

1. FIND YOUR NICHE

http://www.npws.net/blog/your-marketing-strategy-needs-buyer-personas

http://blog.mailchimp.com/new-mailchimp-user-persona-research/

“Don’t just limit your research to the decision maker, get as

much background as you can on their circle of influence”Walter Rogers, Founder & CEO, CloudCoaching International

http://anthillonline.com/wp-content/uploads/2010/01/Buying-roles.gif

2. BE LAZY BE SMART

http://www.thewolfofwallstreet.com/images/photos/img7.jpghttp://anabolicmen.com/wp-content/uploads/2014/03/testosterone-cheat-sheet-by-tim-ferriss.jpg

http://championshipbasketballschool.com/wp-content/uploads/2013/12/The-rule-of-80-20.jpg

http://www.thewolfofwallstreet.com/images/photos/img7.jpg

3. BE A THOUGHT LEADER

http://thenypost.files.wordpress.com/2013/10/stevejobsbig.jpg

AWARENESS + INTEREST + DESIRE + SALES

4. LISTEN FIRST

http://zerotimeselling.com/wp-content/uploads/2012/02/Retro-salesman.jpg

Focus on building a rapport and gathering intelligence (identifying needs and pain points).

Here is insight from Jordan Belfort, the real Wolf of Wall Street - http://youtu.be/3dGSf7Tb9vo

BUILD TRUST THE OLD FASHIONED WAY: EARN IT

1. Focusing on helping instead of selling

2. Asking good questions and being a great

listener

3. Discovering what they value, and making

sure they receive that value

4. Thinking outside the box and finding ways to

meet their needs

Source: Salesforce.com

http://www.psdevwiki.com/ps4/images/0/08/Silver_Platter.jpghttp://4.bp.blogspot.com/-gJYai7XDFhQ/TwCi55F7_QI/AAAAAAAABQ0/leVrwR7F8HE/s1600/old+shoes+.jpg

5. CREATE A MIRROR EFFECT

http://helpingeveryyouth.com/magazine/wp-content/uploads/2013/11/man-in-the-mirror.jpg

6. DEFINE NEXT STEPS

What is

your

priority?

What is

your

timing?

What

is your

budget?

http://teshnwritings.com/wp-content/uploads/2013/06/open-doors-1024x768.jpg

• Set a joint action plan. Would they like a proposal?

• If there is another decision-maker try to get a

meeting with him/her.

• If you cannot set a 2nd meeting right away, ask if

you can call in a week in order to get feedback.

• Close the doors… Never leave a meeting without

setting next steps!

7. NAIL THE PROPOSAL

http://www.psdevwiki.com/ps4/images/0/08/Silver_Platter.jpg

Try to personally

present the

proposal after you

send it. This

maintains

momentum and

helps you

explain/sell your

concept.

Write the proposal

like a contract with

your signature,

space for the

client’s signature

and any

amendments. This

will make it easier

to close!

8. CLOSE CLOSE CLOSE !!!

THE YES CHAIN…

Make sure you get a personal meeting to discuss the

proposal. Then work your way towards the close with

concise, direct questions:

“Do you agree that this is the right approach?”

“Will this help solve your issue/need?”

“Are we ready to go ahead?”

“What else would you like to think about?”

“Shall we go for it?”

Every question must lead to a close.For inspiration see this video from Jordan Belfort: http://youtu.be/zVRsFCfQi04

9. INVOICE EARLY

http://www.invoiceload.com/blog/wp-content/uploads/2013/06/paid_invoice_get_paid_faster.jpg

10. LEARN FROM YOUR MISTAKES

http://www.teamcharlton.com/agent_files/Blog