new sales training - selling technology solutions ......selling technology solutions successfully...
TRANSCRIPT
NEW SALES TRAINING -Selling Technology Solutions Successfully
• Understand the Sales Transaction & Position Yourself to Win the Deal(Tuesday, September 15)
• Develop & Execute Your Sales Plan (Tuesday, September 22)
• Sell to All Personality Types By Leveraging the DISC (Tuesday, September 29)
• Prospecting – Above the Line (Tuesday, October 6)
Selling Technology Solutions Successfully
• Prospecting – Below the Line (Tuesday, October 13)
• Objection Handling Methodology In a Non-Manipulative Manner (Tuesday, October 20)
• TAG’s Multi-Step Sales Process Overview - Phase 1: Pre-Sales Planning & Phase 2: 1st Meeting Guide (Tuesday, October 27)
• TAG’s Sales Process Phase 3 – Performing a Successful Assessment (Tuesday, November 3)
Selling Technology Solutions Successfully
• TAG’s Sales Process Phase 4 – Making Your Recommendations Before Finalizing Your Proposal (Tuesday, November 10)
• TAG’s Sales Process Phase 5 –Closing Your IT/Azure Deal (Tuesday, November 17)
• TAG’s Sales Process Phase 5 – Closing Your Telephony or Surveillance Deal (Tuesday, December 1)
• TAG’s Sales Process Q&A (Tuesday, December 8)
Above the Line
Prospecting
Salespeople are in business for themselves without the risk
Life Business Plan
$$$$ Things Passion
2 Types of Prospecting
Above the Line (85% Close)
Below the Line (25% Close)
Target Your Existing Customers
Stop Ignoring Your Customers!!!
Sitting on Pile of Gold
Pick
Customers
Rifle: Dark Web
Run dark web scans on 10 of your existing customers
Elite Group
Elite Group
• What’s the best possible appointment one can make?
• Referral
• Account that’s moving
• Pending event
Office FurnitureOffice Furniture
Elite Group
Commercial Real Estate
Tenant Improvement
The Lease Is Up: Office Space Decisioning
During A Pandemic
There is one certainty in all this COVID-19 ambiguity: the date of lease expiration
Interview Process…
TAG’s Elite Group Handbook
TAG Provided Real Estate PowerPoint
Potential Birddogs?
Potential Birddogs?
• CPAs
• Bankers
• Insurance Brokers
• Payroll
• Printers
• Web site design
• Security/Surveillance
What about
your
customers?
What do Birddogs do?
• Understand our criteria for prospecting
• Leverages their relationships
• Makes you aware of an opportunity
• Facilitates an introduction for you
• Helps you close the sale
You will bring them opportunities
Receive a commission
Why Should Someone
Be A Birddog?
Prospecting for Birddogs
• 80/20?
• Customers
• Chambers
• Business Organizations
• Ask!
Reinforcement
Why haven’t we written you a check lately?
Constant Communication
• Call frequently
• Receive all of your company’s marketing (emails, social media, etc.)
TAG’s Birddog Handbook
Customer Referrals
Customer Referrals
• Learn your customers’ passions
• Understand who they associate with and where
• Be specific when asking for a referral
Ask Your Customer Questions
• “What are your opportunities, challenges, etc.?”
• “What changes/trends are occurring in your industry?”
• “What’s the next major purchase that you’re considering at this time?”
Trusted Advisor
Develop & Grow Your Sales Team = Opportunities & Sales
Above the Line Prospecting
• Rifle Into Your Customer Base
• Elite Group
• Birddogs
• Customer Referrals
Leverage Existing
Relationships & Pursue New
Ones to Drive Your Sales
• Driven
• Persevere
• Motivated
Successful people give more than they
take, as a principle, not as a tactic
Questions?