sales is a contact sport. a contact sport??? you must make contact how do i do that? once i make...
TRANSCRIPT
Sales Is A Contact Sport
A Contact Sport???• You Must Make Contact• How Do I Do That?• Once I Make Contact – Then What?• How Do I Keep Contact?• What If This Lasts for Months or
Years?
What We Will Address
• How Do I Connect?• How do I Get in Front of and Stay in Front of
my Prospects – with Value?• Preparing for the Interaction• Establishing a Sales Process• Objectives for Advancing the Sale• Effective Messaging
Your Individual Situation
• Phone Contact (Inbound or Outbound)
• Face to Face Sales Calls
• Cold Sales Calls
• Networking
Connecting with your Prospect
• Connection before Content
• Personalize your Approach
• Listen & Ask Questions
• Find a common ground
• Present a Specific Idea
• Instead of Features & Benefits
The “Good Old Days”
• Prospect Needs Information – Call You• Make Phone Contact – Talk to Assistant• Access Was Easier• Less Competition• No Web• No Voice Mail
• The #1 Reason for Failure Is Not Being Involved With Prospects When They Want to Buy!
• 60% of the Buying Steps are completed before the salesperson is ever connected.
• 80% of Sales Close After the 5th Attempt• 48% of All Reps Quit AFTER One Attempt• 87% of All Leads Are
NEVER Pursued• 45-63% of All Leads
Eventually Buy
SOME ALARMING FACTS!!!
The Seller’s Conundrum
• Concurrent Prospecting And Selling• Increased Non Sales Tasks• Pressure To “Commoditize” • More “Fizzled” Sales• Less Support• Higher Goals• Income Pressure
Today’s Decision Makers
• Gets 3,000 touches daily• Take 17 calls daily• Meets 4.8 reps weekly• Insecure / Fear of Change• Avoids risk• Voice Mail – Don’t Answer
Phones• Shop at Your Desk• Buyer not TARGET
Enabling Competitive Advantage for the Interaction
• Insight
• Collaboration
• Evaluation
• Impact
Phone Messaging & Emails
• Prepare, Prepare, Prepare• Objective of the Call• Why Should I Call You Back / Reply to You?• Rehearse & Adjust• Content of Message “I have and idea…”• Phone Message / Immediate Email
How is Your Message Landing?
• Valued?
• Compelling?• Be Very Clear on Your Offer & How It Has
Helped Others
• Measure Results & Adjust Your Approach
Dynamics of a Sales Call
• TRUST
• CREDIBILITY
• EXPERTISE
• RELIABILITY
• INTIMACY
ATTEMPT
WAIT (Stay In Touch)
YES
NO
All Calls End Predictably…
Sales is about Maintaining Relationships
Obtaining and maintaining the maximum number of relationships while providing value will result in maximum sales.Making the most contacts will not.
“Top Of Mind Awareness” is Key
TOMA……..…• Is about regular
communications• With suspects, prospects,
and customers• It is a persistent process• It's about creating dialogs• It allows you to
demonstrate your capabilities
• It demonstrates your value
Developing a Process
• Why a Process?• Define Critical Steps• Objectives of Each Call / Interaction• Where Am I with this Prospect?
It’s Not the People It’s the Process
• 91% of Deals Don’t Close as Expected• 85% of Companies Don’t Have a Formal
Process• 51% of Sales People Missed Quota• Processes Implemented = More $$$
The Facts
• Somebody is Buying Something – From Somebody … Somewhere!!!
• 84% New Purchase Start on the Web
Referrals• Are You Asking For Them?• Cold Calling has a 98% Failure Rate• Referrals Lead to 70-90% Close Rate• TOMA• Identify Your Ideal Client• Work Your Database
Takeaways• What Will You Do Differently Tomorrow?• What Would You Like More Information On?• What One Or Two Ideas Did You Gain?
