skip miller - selling tips
DESCRIPTION
Big Ideas Track - ICON14TRANSCRIPT
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ProActive Selling
Skip MillerM3 Learning
Now that you have all those leads...Turn Leads into Sales
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Take a Test
of Leads that turn into a presentation
of Leads that turn into a proposal
of Leads that Decision
So what are we doing to make our prospects mad?
74%
34%
11%
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Leads to Revenue Factors1. Quality of Marketing Lead Gen2. Quality of Understanding “my” needs3. Listening Skills4. Value to Price5. Fit
CSO Insights
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Leads to Revenue Factors1. Quality of Marketing Lead Gen
2. Quality of Understanding “my” needs3. Listening Skills4. Value to Price
5. Fit
CSO Insights
So what are we doing on these three?
?
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• It’s all about Revenue and Decisions– Customers– New Business– Land and Expand– Return business– Referrals– Prospecting
• Leads do not equal revenue
Let’s Get Down to Business
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Energy turns Leads into Decisions
Determine Change Energy Honor the Split – 2 Solution Boxes The 5 P’s ValueStar Get I-Dates
Let’s Get Down to Business
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Close
Justify
Validate
Educate/Discovery
Initiate
Decide
Rationalize
Transfer of Ownership
Education
Initial Interest
Buyer’s Process
Seller’s Process
Stage 3
Stage 2
Stage 4
Stage 5
Stage 1
Stag0
Buy/Sales Process
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Close
Justify
Validate
Educate/Discovery
Initiate
Decide
Rationalize
Transfer of Ownership
Education
Initial Interest
Buyer’s Process
Seller’s Process
Stage 3
Stage 2
Stage 4
Stage 5
Stage 1
Stage 0
Lead Gen
Buy/Sales Process: Stage 0
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• Someone showing an interest?• Curiosity?• Tire Kicking?• Returns your call?• Grants you a meeting?
What is a lead?
The Goal - to find the energy source
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Two Motivators: Buyers Motivation
PainAway
PleasureTowards
The Energy to Change
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Interest with a sense of urgency
What is a qualified lead?
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• Urgency means “of pressing importance.” • When business people have a true sense of urgency, they think action
on critical issues is needed now, not eventually, not when it fits easily into a schedule. "Now" means making real progress every single day.
• These are challenges that are central to success or survival, winning or losing.
• With a true sense of urgency, people want to come to work each day ready to cooperate energetically and responsively with intelligent initiatives from others. And they do.
• People want to find ways to launch smart initiatives. They want answers.
Sense of Urgency
Have them answer themselves.
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Honor the Split
Rational Case
Technical Case
ValidateEducation
Initiate
Justify
Decide
Validate
Education
Cause/EffectWhat you do here
matters.
CSP
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Solution Box = Value and Urgency
ATL
BTL
Initiate
Justify
Decide
A
B
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The 5 P’sProduct Features
Perceived Quality of Fit
Professional Support – Ease of Use
Price to Budget
Personal
Box A – BTL Needs
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ValueStarTool ROITimeRiskLeverageBrand
Box B – ATL Cause for Change
} VALUE
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Initiate
Justify
Decide
Validate
Education
Cause/EffectSplit
Ann
Jimmy
Education
Separation
List of Needs 1 2 3
Skip
332500
$2,500$2,500Weekends
The Printer Story
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What is the cause for the change?
What is the urgency to get an answer?
What is the impact, payback, or return that is expected, both ATL and BTL?
What are the consequences of no action; of doing nothing?
What are the available resources or options to achieve the results?
What are the perceived risks of making this trip?
Lead Qualification Questions
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I-DateWhen they Transfer ownership
When are they going toREALLY Commit?
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• Request a Decision• Request a Decision at every step
The Decide
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• Determine Change Energy• Honor the Split: 2 Solution Boxes• The 5 P’s• ValueStar• Get I-Dates
ReviewEnergy turns Leads into Decisions
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Take The Quiz
Visit Our Homepage:www.M3Learning.com
Scroll to quiz:“How ProActive areyou? Find out!”
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Thank YouQ & A
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Action StepsM3 E-Mail Newsletterwww.m3learning.com
Skip Miller [email protected]
Infusionsoft your Selling Effort Turn Leads into SalesProActive Selling