WHERE I LIVE.
My listing;
The location, incredible. The improvements, substantial. The investment, dynamite. The outcome, guaranteed.
Perhaps you're that one investor who sees value instantly and understands assets (like those below) is the calling card of professionals who know who they are and the results they bring.
The corner of
Solution Ave. & Selling St.
Today, it's for sale.
Assets
Converting resources to cash.
First Stone.
Help people succeed. Help business grow. My chief aim when creating new business from thin air. Do one; the other will follow.
I chose these assets for a singular reason. They're building blocks, and when the foundation is laid correctly - watch how fast I can:
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construct customer intimacy
smash the competition
build walls around valued clients
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Helping people cross the finish line faster, then the benefits to them, you, and your company are wonderful.
Being 1st feels pretty good.
Sweat in the seminar. Don't bleed in the boardroom.
Train.
DEI Sales
Prospect Management
Income-producing skills. Not just selling skills.
Counselor
Salesperson
It all begins with consultative selling. It ends with it too.
Strategic
Selling
Win deals within complex organizations.
Professional
Selling Skills
Lead mutually beneficial sales conversations - any customer, any time.
Bowes Publishing
Partnership
Selling
Partner with advertisers by applying needs-satisfaction selling theory.
Calling
Use the phone & ask how's Tuesday @ 3? 20 calls equals 5 appointments. A standard ratio. Aim higher.
Scripting
"The reason I'm calling..." Knowing what to say before you call will improve your ratios from typical to atypical.
Presenting
It makes sense to me, what do you think? A simple question that's a thermometer so-to-speak.
Listening
By listening, most people will say what they want. Give it to them. It's elementary.
Solving
It's your job to understand what's important before being understood.
Helping
Don't "sell" anything to anybody. Just help them make a great decision.
Complex
Multiple people with varying degrees of influence, all with specific needs. That's complex selling. Stay alert.
Flags
Beware of RED flags. For instance, if someone isn't in the loop. Fix it. Fast.
Score
+5 to -5; a scale indicating how someone feels about your proposal. -5 is bad. Change it. Pronto. Por favor.
Hunt.
Trust is your weapon.
Define
What is your ideal client? Who are they? What do they look like?
Identify
Geography. Industry. Credit Rating. Sales Volume. Employee size. Select some or all.
Execute
How to connect? Direct Mail. Phone. Networking. Email. SMS. Linkedin. Twitter. Whatever worx.
Cold
Make the cold, warm by eliminating a common objection., "send me". Use a tactic to break the ice.
Warm
Make the warm hot by establishing rapport on that crucial 1st meeting. For starters, communicate trust.
Hot
Make the hot sizzle by using 3rd party references and referrals. It shows credibility and moves the cycle along.
Manage.
Just like riding a bike. Keep moving forward.
Target
0% chance of closing. The prospect is just a twinkle in your eye.
Decision
50% chance of closing. You're halfway to closing this one. Maximize your opportunity.
Qualify
10% chance of closing. A major development. Your 1st appointment is scheduled.
Commitment
90% chance of closing. No chickens yet... but delivery pains can be heard.
Appointment
25% chance of closing. Your sitting eye-to-eye with the DM, gathering info.
Closed
100% chance of closing. Count the eggs. Proposal signed. Deposit in hand.
Forward
The only way to move a prospect forward in the cycle is a scheduled appointment. That's the rule.
Forecast
Your boss, your banker, and your T4 will thank you by predicting a stable income. It helps.
Future
It's rewarding when your sales and marketing game plan works. In other words; see the big picture.
Close.
Ask for the business. Then zip it.
Pitch
Sell the sizzle - not the steak. Buyers want outcomes.
Handle
Objections come in at 90 mph. Catch em' and throw em' back.
Closed
Don't be shy. Be direct. Just remember to ask for the business and shut up.
Options
Trial, Assumptive, Direct, Choice, Hot Asphalt etc. Take your pick. They can all work given the right context.
Tactics
Here are a few; hold a pen, stay seated when negotiating, use humour, mirror your prospect and always smile.
Language
Watch like a hawk body language. Non-verbal and verbal cues are windows to the soul & intentions.
Farm.
You don't plan(t) for today, but tomorrow.
Nurture
Share and care. Be a partner, not a vendor.
Cultivate
Build walls around your clients. Keep the competition out.
Collaborate
Work alongside your accounts. If they bleed - you bleed.
Likeable
Being authentic is a great start... but there are specifics to be well-liked. Use a person's name. Be friendly. Ask ?'s. Smile. Dot, dot, dot.
Respectfull
Look out for the interest of others before your own. It makes a whole lot of sense.
Details
i's dotted and t's crossed. Be sure you are organized and care about the details because they matter.
"Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.” Zig Ziglar