Download - 10 steps to sales success
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.
“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
http://www.thewolfofwallstreet.com/images/photos/img7.jpghttp://anabolicmen.com/wp-content/uploads/2014/03/testosterone-cheat-sheet-by-tim-ferriss.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
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!
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!
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