377 exam 2

Do You Make Small Talk or Get Right Down to Business?

!Chit-chat with a purpose !The purpose of small talk - Gain an advantageous, positive beginning that will break the ice and ease tension !"Warms up" a cold environment !Provides additional information !Small talk can be negative if it conflicts with prospect's social style

Class "A" Prospects Defined:

!Ideally, the optimal prospect is one to whom..... 1. You have been REFERRED to by a person that the Prospect "respects" 2. A person who has the ability to make a BUYING DECISION 3. Someone that you have all the INFORMATION THAT YOU NEED to make a good presentation. 4. An individual who has the ability TO PAY for the product or service that you are marketing

3 Strategies to Optimize SPINs

!Learn to Focus on the Right Problems -Requires Product, Market, Competitive and Customer Knowledge & Planning Listen Carefully to the Customer =-!Let the Prospect Talk --Take Notes !Focus on Problem-Solving versus Interrogation - !Avoid repetitive questions - !Paraphrase and repeat prospect comments to demonstrate that you are in synch

Specific Planning of Questions

!Plan your questions in sequence to gain information in a logical order. !Predict possible answers to your questions so you are not left wondering what to say next. !Prepare transitions from every possible question into the next.

THE INITIAL APPROACH Gaining Attention & Capturing Interest

!Salesperson must develop a carefully constructed, attention generating statement or approach that focuses the Prospect's full attention completely on you and your proposition -Unless Prospects want to listen, they won't - so you have to give them that reason -Fit your approach to each Prospect individually

Prospects Very Often Forget What We Tell Them

!The "typical" salesperson presents 6 to 8 benefits during a sales presentation! 24 Hours later, the average prospect remembers just one benefit !39% of the time, they remember that one benefit incorrectly !49% of the time, they remember something that wasn't mentioned at all

Pre-COVID & With Vaccine...

!The Optimal Setting for your Presentation: • Client's office • Your office • Restaurant (neutral) !No interruptions !Your prospect is obligated to listen !Non-threatening atmosphere !Neutral, Less stressful

Before COVID The Handshake Was The Proper Initial Greeting

!The handshake helped determine someone's personality style: -!Drivers - firm, may turn hand over yours - !Amiables - may not make eye contact !The handshake is one of the first nonverbal signals you give and receive

The Magic of SPIN

!Through the use of this 4-step questioning technique !The discovery of the client problems are identified by the Prospect and NOT by the Salesperson !As a result, the Prospect does not feel like they are being "SOLD," but that they have been correctly guided by the salesperson !Builds a Solid PARTNERSHIP

7. Use your sales deck as a guide to the conversation, not a conversation replacement

*Your sales presentation shouldn't do all the talking for you. Instead, use your remote sales presentation to guide the conversation. • Think of your presentation as a visual aid: The real impact should be from what you're saying. • The slides are there to cement those ideas in the mind of the prospect. Terri Sjodin on PowerPoint 1. The salesperson must be the focal point, not their slides 2.Should be an AUTHENTIC visual aid 3.If slide benefits prospect keep it, if it is to help you through presentation, get rid of it 4.Use pictures not words in PowerPoint

A "Center Of Influence," & How They Can Help You

-Are influential with a significant number of people (wide range of contacts) -!Is someone who believes in you and what you are selling or offering - !The names they give to you are at least partially qualified prospects -!Implement a referral strategy with your "Center of Influence" that is similar to the way that you would ask someone for a referral -Whereas a Center of Influence can potentially "open the door" for you with a prospect, they usually, CANNOT GET YOU HIRED

Thoughts on Dealing With Gatekeepers

-Be Sincere & Respectful !Be Honest about your intentions -!Politely ask questions - Gatekeepers often know what the company's needs are and what's in the Decision Maker's best interests -!Keep your Sense of Humor -!Be Thoughtful - small gifts and cards can go a long way - !Be Patient... Remember, the Gatekeeper's job is to protect their Boss from YOU REMEMBER Since the Gatekeeper's job is to screen calls for the Decision Maker If you can communicate well with the Gatekeeper, you have laid down the groundwork for good communications with the Decision Maker

Company Initiated Prospecting: Why Hire SDRs, LDRs...

-COST & TIME EFFICIENCIES: Telemarketing / tele-response, email solicitation and email response activities by less experienced sales personnel (SDRs - Sales Development Representatives,) generate new leads for the company., !RESOURCE OPTIMIZATION: This team approach towards lead generation / sales allows the more experienced Account Executives (AE) with more opportunities to close the sales. (This is a much better investment of their time and expertise.) !TRAINING OPPORTUNITIES & CAREER ADVANCEMENT: This prospecting method / turnover also provides great "skills training" for newer sales people (SDRs) to better understand how their business operates and how the sales cycle evolves, before they are promoted into the AE position

Personal Networking

-CREATE A POWERFUL DIGITAL PRESENCE -!MAKE PROSPECTS INTERESTED IN YOU -!CREATE A DESIRE (WITHIN THEM) TO WANT TO SEEK YOU OUT -!YOUR BEST DEFENSE IS A STRONG OFFENSE

Situational Questions

-Data-gathering questions -Uncover facts and background only -They should be non-threatening and help built an atmosphere of trust Sales reps will ask generalized questions looking for a cue to jump on to. Every question that falls under this phase will be related to the salesman's product, but will not reference it directly.

Problem Questions:

-Questions that explore needs - Helps define the prospect's needs more explicitly -Used to search for areas where your services are needed - THE GOAL IS FOR PROSPECT TO INITIALLY RECOGNIZE THAT THEY DO HAVE A PROBLEM -The salesperson will ask the prospect about the problem they face due to their current situation. This will lead to the prospect or potential client being more comfortable with the salesperson, resulting in a healthier conversation. -If the prospect can discuss the challenges they have in achieving success, sales professionals can get a better idea of what solution to offer them to reach their goals.

Need-Payoff Questions:

-Questions that get prospects to tell you the benefits your solution offers -Helps build the VALUE of your solution -Creates a positive problem-solving atmosphere The last part of the method is to try to resolve the client's need and ask them to buy your product. This is the most important part of the SPIN selling methodology as it determines whether the prospect is interested in the idea or not. If you genuinely listened to your potential client's situation, you won't have to extensively explain your product. They'll be pointing out the benefits they can get if they purchase your product. You'll be able to close a sale and establish a genuine relationship with your customer.

3. Do a practice run with a colleague

-There is nothing worse than the agonizing seconds that pass while you try to share your screen, load a new window, or send a link during your remote sales presentation.

Some Reasons For Firing Are Within The Salesperson's Control

-Time-Line Of A Doomed Sales Relationship -The client / salesperson relationship deteriorates and the client chooses to take their business elsewhere & fires you and your company -With All These Reasons For Change, A Salesperson Must Keep Their Sales "Pipeline" Fresh With New Potential Prospects

Implication Questions:

-Used to build up the seriousness of the problem in the mind of the prospect -Phrasing is critical -Attach a bottom-line figure to the question At this stage, the salesperson asks a few hypothetical questions. These questions imply that their prospect's problems can be solved using their product or service. However, there is a thin line between asking them an implied question masquerading as a solution and insulting their current methods of getting things done. Be sensitive to your client's plight. Don't just assume that the product or service you're offering will dramatically increase their productivity right away. SPIN selling questions can help you understand their situation, but it does not allow you to jump the gun in offering your product or service as a solution.

OPEN-END QUESTIONS !Identify a topic, but do not provide structured answer alternatives

-allows the prospect to move in any direction -cannot be answered with yes or no designed to stimulate the prospects thinking and increase dialogue -help determine dominant buyng motives (rational or emotional) -uncover the social or behavioral style of the prospect

Prospecting without a PRE-APPROACH Strategy will never work

...it's the planning and preparation done prior to your actual contact with the prospect • Pre-approach Basics !Allows you to be less mechanical and more thoughtful !Allows you to anticipate problems and plan ways to handle them 4 Steps in Pre-approach Planning 1. Analyze prospecting information 2. Plan specifically for each sales call 3. Study product and sales info of what you are trying to sell 4. Rehearse your presentation -The extent of your Pre-approach will vary by the Industry you serve, the types and number of qualified prospects that you have and by their revenue potential.

7 ways to make yourself stop hating prospecting article

1) Why does the author, Ken Kupchik, suggest setting a specific time for prospecting? -if you try to wing it and you don't enjoy prospecting, you'll keep putting it off indefinitely. If you keep yourself to a strict schedule then there won't be a way to avoid it or make excuses to yourself for why you didn't do it. You also need to make sure to set aside the appropriate amount of time, since reaching a prospect can take patience and persistence. 2What does he mean when he says "make a game out of it?" -When you start to approach it as a challenge or even as a source of entertainment, you'll be surprised at how effortless it will become. 3) How does he suggest salespeople can best, "get used to it?" -you'll feel more and more natural doing it. 4)What should you do when you have a negative experience with a prospect? -move on quickly 5)What does he mean when he says you should focus on your ultimate goal? -so you understand exactly why you're doing what you're doing. 6_Why is it essential that you only sell a product or service that you believe in? -becomes less difficult to sell -All it takes then is to convey your beliefs to other people as often as possible.

5 Ways to Get Better Results,When Seeking Referrals

1)Ask the person for their help 2. Gain their permission to explore 3. Narrow their focus by explaining who your ideal prospect is... this makes it easier for the person you are asking to focus on helping you 4. Explain your course of action, what you are proposing, what you are asking for (your Game-plan) 5)Always ask for referrals with respect. Never take someone's referral for granted

spin selling article

1)what is one of the key reasons that spin selling is so successful? -it revolves around the salesperson asking questions. In this scenario, the prospect is encouraged to speak because he or she has to provide answers. -Another reason why this technique works is its flexibility. While there are general guidelines for what types of questions to ask, there's still room for the salesperson to adjust depending on how the conversation is going. 2) in one word, what does the spin selling technique help to establish between the prospect and the salesperson -relationship 3)what 3 letter acronym does neil rackham suggest salespeople use to enable them to focus more on the prospects needs and less on the product or service that they are trying to sell them? 4)SPIN Selling Training Tips If you're planning to use the SPIN selling technique as your sales methodology, some ground rules to keep in mind include: • Use this technique when your clients have yet to fully understand the problem they're facing. If you can help them realize the pain points and offer them a solution, then you won't have a problem building a lasting relationship with them. • Listen carefully to your client's answers. This is the only way to present them with a solution that will address their problems effectively. • What works for one customer may not effectively solve the problem of another. Though they may have similar general issues, the specifics of each client may differ depending on the situation they're currently facing. • Research is the key! Don't jump in without knowing anything and instead, make sure you ask questions relevant to your client's problem. • Be aware of time limits. Talking about problems and possible solutions may go on for hours if unchecked but be wary of the time you spend in sales discussions. • Prepare for your customers to ask their own questions. Because the Internet is more accessible now, people tend to do their own research ahead of scheduled sales calls. • Ask questions to keep the conversation going for you to get more information, and don't just check off questions like a checklist. Remember, every customer has different needs. • SPIN selling is just the first step to fixing your client's problem areas. If they won't use your product or service properly, then the solution they want won't be achieved. • SPIN selling is just a methodology, not the sales bible. In some cases, the SPIN selling model may not be the best strategy to use for closing a deal.

3 Presentation Styles

1- The Memorized (Preset) Presentation • Quick Productivity • Beneficial during initial learning periods • Reliable Information • Ensures that the "right information" gets communicated to the prospect • Proven Effectiveness • Memorized presentations are typically tested, refined and enhanced • Confidence Building • Knowing that their presentation works for other salespeople increases the confidence for newer salespeople A Memorized Presentation should be internalized to the point that it becomes a normal, personalized message.

8 Great Reasons Why & When It Pays To Pick-Up That Phone Or Headset

1. 57% of C-level buyers prefer that salespeople call them, according to a comprehensive Rain Group study 2. 82% of buyers accept meetings when salespeople reach out to them, the Rain Group found 3. When's a good time? The earliest part of the buying process: 71% say they want to hear from salespeople when they are looking for ideas to drive strong business results 4. The ideal number of calls to win the sale: Six, according to research by Velocify. Fewer than that and salespeople might not cover enough ground. More than that and its diminishing returns on time and effort 5. However, 50% of leads never get a second cold call from salespeople, another Velocifiy study found 6. The best days to make prospecting calls are Tuesday, Wednesday and Thursday, according to comprehensive research from CallHippo 7. Wednesday is the absolute best: 46% more conversions are made on Wednesdays compared to Mondays, the CallHippo researchers found 8. The best times to call prospects: 4 to 5 p.m., then 11 a.m to 12 p.m. (on those best days we noted)

Prospecting Via Email - Get Personal

1. 80% of buyers prefer that salespeople contact them via email, The Rain Group researchers found. One caveat: It has to be a personalized - not a mass-marketed - message 2. More than 50% of customers will find someone else - even when they're looking for a provider - if they don't receive personalized emails, a SALESFORCE survey found

Effective Tactics for Presentations

1. Capture their Attention 2. Get them to Participate 3. Provide a Demonstration (if applicable)

A well-planned demonstration will:

1. Catch and peak the buyer's interest 2. Fortify your points 3. Keep the prospect involved 4. Help the prospect understand the benefits 5. Keep the prospect interested and stimulated 6. Cut down on the total number of objections 7. Help you CLOSE the SALE

12 Steps Towards Crushing A Virtual Sales Presentation

1. Create a sales deck that focuses their attention In an in-person presentation, you may have worked with a larger screen or projected your presentation. In a remote setting that's not an option: You're sharing your screen with the presentation, meaning your slides are only as big as the screen they're using. -This goes for both text and visuals: Simple, straightforward slides are always better than trying to cram too much information into one slide. An ideal sales deck pulls in your prospect's attention and holds it there while you go through your points. 2) Make it clear this is a video-on call -Why does having video on make such a difference? -Simply put, because using video on a sales call the best replacement we have for speaking face-to-face with our prospects. -With video on, you can pick up on the subtle, nonverbal cues that your prospects are giving you, just like in person. You can read their body language and facial expressions throughout your presentation, and adjust your pitch as necessary. -Using A Webcam Leads To A Significant Increase In Both The Salesperson & The Prospect's Responsiveness During A Sales Presentation -Simply put, be clear on your invitation. Instead of asking them to 'meet' or 'hop on a call', use the phrase 'video call' or 'video meeting'. Include the term 'video meeting' in your calendar invitation.

Some Of The Reasons That We Lose Customers Are Beyond Our Control

1. Customer moves on, retires or dies 2. Customer's company goes out of business 3. Mergers, downsizing or bankruptcies 4. Unexpected & unplanned for pandemics

Advantages of Using Amplification Questions

1. Encourages the prospect to continue to provide useful information. 2. Allows the salesperson to rephrase what the prospect appears to have intended. 3. Invites the prospect to expand or clarify any point of disagreement. 4. Narrows down generalizations and clears ambiguities.

Each Unit of Conviction Consists of the Following 5 Elements

1. Feature (A fact about the product or service) 2. Transitional phrase or bridge 3. Benefit (What's in it for me?) 4. Evidence or proof statements 5. Tie-down (trial close or nail down)

If Including A Demonstration In Your Presentation... Ask Yourself These Important Questions

1. Is the demonstration needed and appropriate? 2. Have I developed a specific demonstration objective? 3. Have I properly planned and organized the demonstration? 4. Does my demonstration present my product in an ethical and professional manner? 5. Have I rehearsed to the point that the demonstration flows smoothly and naturally?

3 Fundamental Selling Truths

1. Know your product well or else prospects will resent you 2) Be authentic. If you don't believe in your product, you can't fake it 3. If you can't sell your product enthusiastically, don't bother selling it...your prospects will know

6 ways to increase your response rates from prospects

1. Personalize your message 2. Communicate via the prospect's preferred medium 3. Be unique 4. Use conversational syntax (KISS) 5. Include a clear call to action 6. Focus on the prospect's needs

The Purpose of Your Presentation Is To...

1. Provide knowledge using the features, advantages, and benefits of your product, marketing plan, and business proposal 2. Allow your buyer to develop positive personal attitudes toward you and your product 3. Convert their want into a need and into the belief that your product can fulfill those wants 4. Convince the buyer that not only is your product the best, but also that YOU are the BEST SOURCE to buy from

YOUR OBJECTIVE: To transition a targeted person or company from a lead to a qualified prospect and ultimately to a client

1. Sales Lead - is just a name 2. Prospect - someone researched for need, fiscal capability, and authority 3. Qualified Prospect - a thoroughly evaluated prospect that has met the criteria (along with additional relevant information) 4. When serviced successfully, the Qualified Prospect ultimately transitions into a Client -Finding Qualified Leads Is Not Only Time Consuming, But Very Expensive -Typically, the larger the company & the higher its revenues, the more costly it is to find a qualified lead

How To Successfully Network During COVID article

1. Since the COVID outbreak, has networking become more important or less important? Why? -With social distancing in effect for the foreseeable future, networking online—which some business people were already doing pre-Covid as a secondary pursuit—has become the primary way to connect. 2) Based upon a 2014 poll, is virtual networking necessarily a bad thing? -More than a third of2,022 U.S. adults responding to a Harris Poll conducted in September said it is more important than usual in the pandemic, with work-from-home and no-travel rules in placeat many companies. 3. What are some of the key action steps an individual should take to successfully network during COVID? -Be Proactive -Use Online Tools -Follow Up -Strengthen Ties -Be Considerate -Prepare, and Be Specific 4. What does the author mean when he says you should "widen your circle... to include weak ties?" -They are more likely to have new information than those with whom you are in regular touch, 5. What are some of the tools that are available to help you more effectively network and have you used any of them? -linkedin, meetup, lunchclub, ziprecruiter, upstream

Various Approach Strategies

1. The Self-Introduction Approach !Weakest approach by itself !Address the prospect by name (pronouncing it correctly !State your name and company !To be effective, it should immediately lead into another of the Approach strategies 2. Qualifying Question Approach !Seeks a commitment from a prospect !By the Prospect's response, allows you to determine if they are cold, lukewarm, or red-hot 3. Relevant Benefit Approach !Gives the prospect a reason to listen !Suggests a risk for failure to listen 4. Curiosity Approach !You should already know something about the prospect !Ask questions whose answers will reflect favorably on your product/service 5. The Compliment Approach !Signals your honest interest in the prospect !Make it sincere, specific and of genuine interest 6. The Referral Approach !Helps you establish leverage by borrowing the influence of someone the prospect trusts and respects 7. The Education Approach !Utilize research or data and use your approach as a means to provide vital information to your prospect 8. The Showmanship Approach !Doing something unusual to capture the prospect's attention !Example: dropping a new, unbreakable plate to demonstrate its durability 9. The Hands On (Product Demo) Approach !Hand the product, or some physical representation of it to produce a positive reaction !It stirs interest !Permits a demonstration !Makes a multiple sense appeal

Your questions have 4 Key Objectives:

1. To discover the prospect's "hot button" 2. To establish their purchase criteria 3. To agree upon a time frame for the completion of negotiations 4. To gain agreement on the problem before beginning your actual presentation

The Significance Of That First Meeting

1. To make a favorable or positive impression on the prospect 2. To gain the prospect's undivided attention 3. To develop positive interest in your proposition 4. To transition smoothly into the fact-finding or need discovery steps of the sale -FORBES Magazine says that you have just 7 SECONDS to make that good first impression • You want to show your trustworthiness - emoting warmth & confidence • Prior to the meeting - use the PRE-PLANNING strategies covered in prior classes. This shows your sincerity and willingness to work / "do your homework" - which heightens your credibility, thus increasing your trustworthiness with the prospect - "elegant stalking" • Try to give a genuine smile (versus a fake smile) - "shows bottom of teeth, wide eyes" • Various ways to sit during the job interview (Pre-COVID) • Where you sit at the conference table can contribute towards that first impression- dominance / leadership (sitting at head / flank positions) or sitting at the center promotes a community approach towards the meeting - SOCIAL DISTANCING IS A REQUIREMENT IN LIVE MEETINGS TODAY

seven rules for writing emails that engage prospects article

1. Why is it so important for the salesperson to read their email out loud and again prior to sending it? -spelling errors, missing words, and other grammar issues. These mistakes scream a lack of attention to detail or a general lack of concern. 2. What does the author mean when she says "be human" in your email? -Templates are great, but they're predictable and transparent. It's more important than ever to show that you understand your prospect's challenges, so get personal! 3. Give some examples of email messages that may be "sneaky" and what are some of the risks that the salesperson takes by sending these types of emails? -subject lines like "Re: next steps" might increase open rates by tricking recipients into thinking they're continuing a conversation. But this immediately violates trust. Being deceitful puts the receiver on the defensive and will subvert any benefit. A genuine approach will always go further. 4. What does the author mean by "re-engaging with humor"? -If you're still not receiving anything back from the recipient, go big with your third email and use humor. This, more than anything, can elicit a response. -use if no response after multiple attempts 5. Give some examples of how a salesperson can make setting a meeting as easy as possible for the prospect? -Do you have a scheduling link in your email yet? -calendly 6) What strategy does the author recommend as a means to ensure that you are sending out the most effective email formats? -Make small changes and send the updated email to half your list and the old template to the other half. See what drives results. Don't just stop after you find one solid change; successful emailers continue to test throughout the year.

The Proper Greeting Rules for an effective handshake

1. You may wait for the prospect to initiate the handshake 2. Maintain eye contact for the duration of the handshake 3. Apply firm, consistent pressure on the hand. 4. The hands should meet equidistant between the prospect and the salesperson in a vertical position. 5. If your palm tends to be moist from nervousness, carry a special handkerchief with powder and p Alternate Options Since COVID: 1.THE ELBOW BUMP 2.THE FOOT TAP 3.THE HEAD NOD 4.THE YOGA BOW 5.THE WAVE

Participation

1.You must get the prospect involved 2.Ask questions and listen to their answers 3.Encourage the prospects to ask questions

prospecting during a crisis: 3 powerful outreach principles for SDRs

2. What are some of the ways that she suggests that the salesperson achieve these objectives? -Pivot with pressure-free follow-ups -Personalize effectively by practicing "granular" empathy -Present value instead of pulling back on price 3)3. What does the author mean by saying that salespeople need to "practice granular empathy" with their prospects and customers? -They must not only understand but also connect with buyers and go out their way to eliminate anything that signals a buyer is a number on a list. The groundwork for forging a connection starts with slowing down; imagine yourself in your prospect's shoes. Take it further by role-playing their tasks in your head before you interact with them. Picture your buyer's industry, their customers, and their top priorities. A short Google search will go a long way in helping you step into their shoes. Search terms like: • "[Buyer's role] struggles during COVID-19" • "How [Buyers Title] are being affected by COVID-19" 4)4. Why does the author believe that offering price discounts is not a great strategy to implement now (and perhaps even after the Pandemic?) f you drop your price by 50%, you're not selling me on the value of your product. You're selling me on the value of a price." Trying to close the deal by dropping the price, the SDR devalued his product. He also failed to understand and address Andy's biggest concern: 5)If you have this opportunity and are already working in a sales organization, what does the author suggest you do to best understand the current needs and challenges that your prospects and clients are facing? -If possible, play the support role and note how buyers: • Are using your product/service during COVID-19. • Are adapting to changes in their industry. • Describe being affected by COVID-19. This will help you develop raw empathy and glean granular insights that enrich every aspect of your outreach during COVID-19.

How To Get On The Radar Of People You Admire article

2. Why does the author not recommend calling Oprah? --t the world is full of incredibly talented people who can help you grow. You don't need Oprah, Bill Gates, Tim Ferriss or any other high-profile figure who will definitely never see your request to "put some time on their calendar." Start smart by identifying friends of friends who are doing cool things 3. Instead, what strategies does the author recommend for "starting smart?" -Don't limit your list to people who are in your exact field, either. Breakthroughs often come when you surround yourself with people who view things through a different lens. 4) Is the email's Subject Line important? -The subject line "Friend of [mutual friend's name]" is a solid option, but it's not the only one. -Quick question" net strong results when you're reaching out to new people. For me personally, the subject line "Thank you" has consistently been the most effective in starting conversations. (helps you stand out without showing off) 5) What does the author mean when he says you should know your "North Star" when sending an email? -When drafting an article, write at the top of the page: "After reading this, I want the reader to ________?" He told me to use this question as my North Star to guide my writing. You can apply this same strategy to writing your email. Have one clear agenda, even if it's simply to try to get them on a call so you can learn more about them. Make sure your goal is clear so the message you send supports exactly what you are looking to accomplish. 7. When the author cites the "Rule of 7" what does he mean? -states that a prospective customer needs to be exposed to an advertiser's message seven times before they will take action. This doesn't mean that if you send an email and don't get a response, you should follow up six more times (please don't do that). But it does mean that a person will be more open to an email from you if they're somewhat familiar with your name. 8. Why does the author believe it is so important for the email writer to demonstrate what the recipient's work has helped them to achieve? -make it clear that you've been following their work for a while (instead of just gushing over the latest thing that went viral) and that it has impacted you in a specific way. You can use the formula: "Thanks to your work doing X, I've been able to accomplish Y." 9. What is probably the most successful approach for someone to take when trying to establish a new contact with someone? -To really forge a connection, it's important to let the person know that building a relationship with you would be mutually beneficial.

Determine HOW Your Prospect Makes Their Buying Decisions

About their Buying Center A. Who is / are their actual decision maker(s)? B. Who influences the purchase process? C. What are the backgrounds and personal interests of each person involved? D. Can our services help this company's staff develop additional expertise, credibility or success that further distinguishes us from competitive companies? E. Networking: Does anyone in our company (or that I know,) know anyone in their company?

Sources of Pre-approach Information

Always in the control of the Salesperson 1. Ask other salespeople in your company (about their prior experiences) 2. Check out the prospect company's newsletter, website, annual reports... 3. Ask your current customers do they know anyone there? (use caution) 4. Make a Personal visit / cold call (use your powers of observation) 5. Talk to their people (why not?) INTERNAL FACTORS 2) EXTERNAL FACTORS The Salesperson must ALWAYS keep their eyes and ears open about what is happening at the Prospect company -Mergers & Buyouts (new strategic alliances) -!Key Personnel changes -!Bankruptcies -!Pandemics

A Skilled Salesperson Even Learns To Prospect Their Own Prospects & Maximize All Of Their Sales Calls

As long as your interaction with your prospect is positive & sincere, you should ASK them if they can recommend potential prospects to you, even if they themselves are not buying your product or service

Be Open To Asking Open Questions

Ask Open questions as often as possible because they encourage your prospect to THINK and will provide you with a more comprehensive response (reply) and more info • Open questions always start with either a WHO, WHAT, WHERE, WHY, WHEN or HOW question • When asking questions, ask them one at a time and allow your prospect to answer, before asking them another • "Stacking" is when multiple questions are asked at once, and results in the prospect usually just answering the last question, even if it is not the most important one that you've asked • When asking a question, your tone of voice or INTONATION is essential since it conveys much more than just the words to your question Your Intonation Makes A BIG Difference

SPIN & All Sales Processes Use A Multitude of Questioning Techniques

Closed-End Questions (Structured alternatives, multiple choice type) !Uncover specific facts !Reduce prospect tension because they are easy to answer !Check understanding and receive feedback !Maintain control by directing the flow of conversation !Reinforce prospect's commitment to a specific position

Using UNITS OF CONVICTION To Convince Your Prospect Of What They Need

Concise, carefully prepared "mini-presentations" that are used as building blocks in constructing the information that the salesperson presents. 1. Prepare units of conviction ahead of time 2. Practice them until they are comfortable 3. They should become a permanent part of your selling arsenal 4. Learn how to personalize units of conviction

Preparation and Pre-approach

Develop a checklist of sales essentials: 1. About the prospect's Company • What business is the company in? • What are its products? • Which markets does it serve? • Who are its primary customers? • Where does it rank in its industry?

You Can Dress Appropriately From The Waist Up...

Dressing for that Remote Call -Dress as you would for an in-person interview to feel more confident (try to avoid bright and flashy colors). Wear your video interview outfit during a trial run to get feedback from friends/ family members about how it looks on screen

Strategic Recommendations

Establish a Clear Agenda • This can be done through the use of "permissive questioning" with wording such as: • "...Would it be okay?" "...Will that be alright?" -Avoid technical language or terms unique to your company or product that might confuse the prospect -Ask questions that help reveal to you the social style of your prospect • Drivers are task oriented. Show them how they can win. • Expressives show a more personal orientation. Use testimonials and showmanship . • Amiables and Analyticals take longer to respond. So you must be more patient with them.

Gatekeepers 101

GATEKEEPERS are NOT your ENEMY View them as someone who is there to HELP YOU and can STEER YOU in the right direction

Best Ways to Prospect

GETTING REFERRALS / Word of Mouth -!Learn how to ask for a referral! (It's a Skill) -!Some people won't give referrals (Why?) -!Referrals tend to be horizontal (What?) -!If possible, ask your referral to make the initial contact for you *Referrals or positive word of mouth surpass all other methods to get new prospects

the importance of first impressions 11/2 What If You Called, But You Couldn't Reach Your Prospect?

Instead, You Got The "Gatekeeper" What Do You Do Now? -But they can PREVENT you from getting to the Decision Maker

4. Prep for minimal distractions

It's already difficult to get your prospects to focus on a video meeting, so do your best to minimize the distractions you have control over. For example, make sure your camera is well-placed before getting on the call. Your face should be center-screen and eye-level, and your background should be clean and tidy. -Also, turn your computer notifications off so new messages don't appear. Do this by turning on Focus Assist on Windows, or Do Not Disturb on Mac.

12. Learn from your recorded ZOOM sales presentations

Just like professional athletes review videos of their prior games as well as their competitors, you should continuously learn from reviewing your prior presentations. - New insights, new approaches...

Salespeople MUST learn to THINK like their Prospect / Client

LEARN WHAT KEEPS THEM UP AT NIGHT -!Obtain competitive insights and reports -!What trends are most relevant to them !Is their share of market increasing or decreasing? - !FOCUS on ways you can help them -!Addressing and resolving their "Pain Points" is the best way that a salesperson can demonstrate their value to their prospect

Telephone Techniques

Mental exercises to use in advance of the telephone call or personal visit: 1. Practice using your powers of visualization 2. Create a mental hologram and live it over and over in your mind 3. Practice out loud - your mind loves to hear the sound of your own voice 4. You gain the same benefit from this type of practice as from an actual sales appointment 5. View the appointment as a mini-sale. You're selling the appointment over the phone, not your service or product.

Cultivate Prospects Who Pass the MADDEN Test

Money Approachable Desire Decision-maker Eligible Need

Telephone Techniques

Most ANNOYING voice characteristics: 1. Whining and complaining 44% 2. High pitched or loud tone 28% 3. Mumblers 11% 4. Too fast or too weak 9% 5. Monotone voice 4% 6. Strong accent 3%

So Are All Sales Prospects Created Equal?

NO! - You Need To Target Your Search For The Right Prospects

Setting Up That First Sales Appointment

Options for Gaining Entry: Making that first appointment 1. Live - show up in their office - (BAD!!!! - Especially during a Pandemic) 2. Social Media - Strong for preparation - WEAKER for initial personal contact 3. "Snail Mail" Letter - No one gets them anymore = unique. BUT SLOW. You must follow-up with a telephone call or email (or both) 4. Email - LESS EFFECTIVE - when used alone (SPAM!!) 5. Texting - INVASIVE - bad way to start a new business relationship 6. Telephone - The BEST Option, good, non-intrusive and enables actual, voice-to-voice interaction

Transitional Phrases

Phrases that connect features to benefits - Some examples are... 1. What this gives you ... 2. This lets you ... 3. That means ... 4. Because...

Preparation and Pre-Planning

Predict likely objections -!Your past experience -!Experience of others within your company -!The pre-approach information gathered Prepare for the presentation -!Set sales call objectives -!Rehearse (role play) Learn how to best approach the prospect -!Focus on Social Style Analysis if you can find out in advance

A Salesperson's Pre-planning Efforts Vary Based Upon These 3 Factors

Proper Planning Prevents Poor Performance -!If Buyers perceive you as unprepared, you won't get a second chance to call on them again --!You won't sell to them either --!First impressions are essential in Sales

Another Option Is VOICE MAIL

Prospects won't listen much more than 30 seconds to a cold call message Each additional second used beyond your 30 decreases the chances of connecting with customers by 2%. -give phone number twice -avoid leaving messages on a friday afternoon -monday mornings can also be a bad idea for voicemail -best tie to leave voicemail are 7-8 and 430-630

8. Summarize your main points after you finish presenting

Pull those main points into one final conclusion slide. For the best results, pick no more than 3 points to highlight from your presentation. Your prospect isn't going to memorize the specs of your product or the stats that show how valuable it is. What they'll remember most are the benefits you're promising for them personally. Those are the main points you want to highlight.

11. Set a specific follow-up schedule

Send a quick review of the call via email, the same day to your prospect. However, if you have taken good notes (which you should have,) wait until the end of the day to respond. This gives you an opportunity to recap all of the important items and look at your work more objectively and "less in the moment"

10. Set clear next steps

Since you've already done the virtual close, you know what needs to happen for this prospect to become a customer. So, set specific next steps by saying something like this: "Great! So, since [decision-maker] also needs to sign off on this purchase, why don't we set up a product demo at the end of this week and include her in it? Would Thursday afternoon work?" Using what the prospect has told you, set a clear due date for the next step in the sales process. Then, everyone leaves the meeting knowing exactly what they need to do.

The 6-STEP TELEPHONE TRACK

Step 1 - Introduce yourself and your company • A judgement will be made about you within 10 words • Keep it warm and friendly Step 2 - Provide a "tangible benefit.... • A call is an interruption - take the "curse" off of your call • Get permission to continue • Soften the impact with, "I need just a few minutes..." • If you have a referral that the prospect knows, mention it here Step 3 - Personalize the Call...by stating the purpose of the call Step 4 - Relieve the prospect's pressure by using an interest-capturing statement -!Usually a customer benefit -!You could ask a thought-provoking question Step 5 - Overcome their resistance Step 6 - Request an appointment !Don't give too much information over the phone

"Open Ended" Questions That Will Build Relationships

THE MOTIVATION QUESTION:"Why are you passionate about this product/service?" MOTIVATION: What inspired you to take this appointment today? • MOTIVATION: What products or services are most likely to get your attention? • SUCCESS: What do you want today's meeting to accomplish?

5. Make sure everyone is focused by engaging on a personal level

The whole point of doing a remote sales presentation is to connect with your prospect. So, before you dive into the information, try to connect on a personal level. For example, ask them how they're coping with the current situation. Offer some information about yourself and your situation, and they'll be more likely to open up about themselves as well. By establishing a personal connection before you dive into your remote sales presentation, you'll have captured their attention and ensured that they're not scrolling through their Instagram feed while you're talking.

The Proper Greeting

When it comes to meeting your prospect, it is imperative that you learn to pronounce their name correctly and remember all relevant details 1. Pay attention - get it spelled and pronounced correctly 2. Concentrate on a person's memorable characteristics 3. Associate - any gimmick that works 4. Observe and visualize 5. Repeat the name often When in doubt, use the prospect's surname, "Mr. Jones," or a first name based on: 1. Your relative ages 2. Prevailing customs in the region or country where you are meeting 3. The type of industry you are part of (formal vs. lax) 4. Your conclusions about their behavioral style

BEFORE STARTING YOUR PRESENTATION KNOW YOUR OUTCOME OR OBJECTIVE

You must determine what kind of buying decision to recommend to the prospect !Be confident that you can convince the prospect that the solution you offer is the best possible one

6. Add impact to your main points by asking the right questions

You probably have two or three key slides that are the real money-makers. They may include some outstanding data points that prove the value of your product, or maybe some really great testimonials from happy customers. Whatever those essential slides are, you want to be absolutely sure your prospects are paying attention when you present them. Captivate them by asking the RIGHT questions. For example, let's say you're about to present a slide that shows how, on average, your customers see a 50% increase in productivity using your solution.

First Impressions

You've got just 4 Minutes - 4 Minutes or just 240 seconds is the average time that prospects take to decide whether or not they will buy from you. • BUT, Your First Impression MUST be based upon... WHO YOU REALLY ARE (BE AUTHENTIC)

9. Go through the virtual close

Your prospect is in love with your product. They've spent the time listening to your presentation, and they're interested. How long will it be before that interest wanes? We can't say for sure. But isn't it better to close while the prospect is seriously considering your product? It's true: You probably won't get a fully closed deal during a remote sales presentation call. But you can use this time to go through the virtual close. Simply ask your prospect this question: --"What needs to happen for you to become our customer?" They'll probably give you some ideas, like another decision-maker who needs to sign off on the purchase. Then ask again: --"So after that, what needs to happen to close the deal?"

The Tie-Down Question (Trial Close)

• A question that confirms that the prospect AGREES that the benefit is applicable and important to them • If the prospect says NO, then go back over the feature/benefit • If the prospect says YES, this gives you feedback and builds commitment - BRINGS YOU THAT MUCH CLOSER TO MAKING THE SALE You are trying to gain commitment from your client

AMPed Up Questioning Techniques

• Amplification Questions - Designed to encourage prospects to continue providing information and explanations). Examples are: 1. Double-Check Questions !A means of giving feedback !Involves restating or rephrasing the prospect's remarks !Clarifies your impression of the situation 2. Nonverbal Gestures !Use visual cues (nodding head or leaning forward) !A slightly raised eyebrow or inquiring look !Even adding "simple" verbal cues... "is that right?" "You don't say?" or "That's interesting." 3. Use of Silence Very powerful tool !Indicates to prospect that you do not quite understand !Allows you to relax the pace of the interview !Gives you time to think before answering !Gives prospects a chance to express their feelings 4. Continuation Questions !They simply encourage more communication from the prospect !Use a few words or phrases to keep the prospect talking

Need Discovery & The Sales Cycle

• Need Discovery is often more important than any other step in the Sales Cycle. • Need discovery is the foundation upon which a successful sale is built .• Asking questions is called "discovery" because you want your prospects to feel that THEY have "discovered" the solution to their needs. • Prospects are often unaware of a problem... until they are correctly asked about it!

3 - The Extemporaneous (Impromptu) Presentation

• Only recommended for the most experienced professional salespeople • "Shooting from the hip" or "Winging it"Practice, Practice, Practice...

Dressing For Success

• Salespeople suffer from "attire confusion syndrome." when it comes to deciding what exactly is "business casual." • Avoid dressing too casual. Instead, your clothes should reflect your personality and the position you are seeking. • Professional is the key word to remember. Look good but don't overdo it.

2 - The Outline Presentation

• Salesperson prepares an outline of the presentation in written form • Allows Salesperson to ensure that important points that NEED to be addressed with Prospect are addressed • Under pressure in presentations, it is easy to forget to mention key information. An Outline reduces that risk • Makes it possible to check / back reference the prospect's needs and goals against the Salesperson's suggested / proposed solutions • Requires greater abilities to understand people and greater product knowledge

During the Presentation

• Samples • appeal to the senses if possible • Testimonials • Have your referral call the prospect • Bring letters • Facts and Statistics • Demonstrations • Case Studies or Histories Use Evidence to Support Your Claims

Listen Up!!

• The secret to closing more sales is no secret... • If you want to close more sales, JUST LISTEN!! • 80% of waking hours are spent communicating • Over half of that time is spent listening • Simply presenting key benefits and features is often not enough • "How" they are presented can be as important as "what" is presented • Listening is the way to find the "how" !Use Listening Time to your advantage. As you listen, you can: !Anticipate where your prospect is going !Mentally summarize the message !Formulate a response !Listen between the lines ListeningIn other words... Use your silence strategically!! !Avoid prejudgment !Wait until you hear the ENTIRE message before you formulate your response !Be patient !Don't interrupt... give them time to complete their answers !Take copious notes !The act of writing key words and ideas reinforces your understanding Capitalize on the Speed of Thought !On average, humans speak at approximately 150 words per minute, Although some people speak a little faster.. .!but we can successfully listen at speeds of up to 600 words per minute !All of that spare listening time is very valuable to the salesperson

THE FRUSTRATION QUESTION:"What do you want to avoid?"

• What is it about this [issue, problem, need] that is affecting your business/life? How important is it that this be addressed? • When you think of your current suppliers/vendors, what would you change about your interactions with them or their products/services? • What do you dread might happen if [issue, problem, need] is not resolved? Why is that important to you?

The Final Recap

•Depending on the complexity of your presentation and the number of prospects attending, your choice of support tools can vary - YOU MAKE THE CHOICE •Your mission is to get the prospect ENGAGED & INVOLVED •Many prospects fear making poor decisions so use credible TESTIMONIALS to reassure them 1. Don't READ off your slides 2. Keep your presentations SHORT if possible 3. Don't overload your prospects with to much information - EXECUTIVE SUMMARY 4. Focus on ROI for your prospects 5. REMEMBER - You are the ROCK STAR!!

the spin technique

•Objective: WHAT DISTINGUISHES GREAT SALESPEOPLE from average salespeople? •SPIN Concept was developed after observing 35,000 salespeople over twelve years. •Rackham found that the SEQUENCE OF THE QUESTIONS made the biggest difference Situation questions •Fact-finding questions Problem Questions •Ask prospect about their problems •Historically, after identifying their problem, the salesperson would jump in with their solution Implication Questions •Succeeds in deepening their pain Need-Payoff questions •VALUE QUESTIONS - Ask the prospect to imagine how life would be if this "painful" problem were resolved Developed by Dr. Neil Rackham

Sales Techniques: Choosing the Right Words

•Simile - A comparison statement using the words "like" or "as" •Metaphor - Implied comparison that uses a contrasting word or phrase to evoke a vivid image •Analogy - Compares two different situations which have something in common