The Expert Salesperson - Sales Behaviors & Prospecting

Research and Connecting

- Putting in the work before picking up the phone or knocking on the door

Buyers are tired of being “pitch slapped” byy sellers who have an agenda regardless of the buyers needs. It lacks connectivity. Connectivity comes from understanding an individual and their needs. That is where trust is grown. No research, no connection, no trust, no business.

What is in this training video?

Learn the key behaviors in researching a prospect and their company before you reach out. I will teach you the tools and the behaviors to raise your success in getting prospects to engage with you. A customized approach creates a trusting environment and differentiation

I will explain the philosophy and behaviors behind each key step in researching and connecting while walking you through examples for your downloadable sales strategic path preparation template.

Topics covered :

1) How to research a prospect - the tools and what to look for

2) How to research a company and what their needs are

3) How to ask NSR (non-selling related questions) based on the above to drive engagement with the prospect

4) Examples of each of the above NSR questions

5) How to align the clients interest to your offering to build connection

Gather Needs /Share Ideas /Differentiate

Begin to find out what the customer values so you can differentiate while connecting.

How do you sell to someone who doesn't trust you?

Here’s a hint: How good are you at Inquiry vs Advocacy? It’s about finding out what they value and how you can deliver on it better than anyone else. Learn about the Value Equation and Boomerang Facts. The secret sauce.

What is in this training video?

Learn the key behaviors on how to build trust with your prospect so they will open up and give you what they need to be successful.  That will allow you to support them and advocate to them for why you can help them grow and drive their business forward better than anyone else, including a current provider.

I will explain the philosophy and behaviors behind each key step in this critical behavior while walking you through examples for your downloadable Sales Strategic Path template.

Topics covered:

1) The art of Inquiry vs Advocacy

2) Determining the clients Value Equation = Q+S/P = V

3) Inquiry Level 1 questions

4) Inquiry Level 2 questions

5) Boomerang facts

6) Advocating your alignment to their customized high level needs

Gain Commitment to meet/discuss and Clarify Detailed Needs

How to take your customer from interested to fully engaged and open to a detailed proposal.

How do you take your client across the bridge of connected to engaged and interested in your offering? This module will take you to a detailed proposal or sales opportunity.

What is in this training video?

Learn the key behaviors to take this connectivity to a place where you have an opportunity to get some work and get a commitment to a detailed proposal or request for a transaction.

I will explain the philosophy and behaviors behind each key step in this module as we move from inquiry to advocacy while walking you through examples for your downloadable Sales Strategic Path template.

Topics covered:

1) The art of paraphrasing

2) How to confirm and get buy in that the customer is on the same page as you and ready to go to the next stage for agreement prep?

3) How to ensure they will invest financially in the next steps

4) Taking the engaged consumer and getting their fully undivided attention via an appointment to prepare to write an agreement

Confirm, Go Forward and Build Value

Acquiring the client while setting up long term retention strategies to defend that business.

It is indeed time to close but we need to add value as we do it. We need to communicate the value in our offering to defend against future competitors on price. You just stole the business from someone else. What makes you think someone else isn't going to try to do the same? Let's defend as we acquire.

What is in this training video?

Learn the key behaviors on how to close the opportunity while planting the seeds of retention by being very specific about the value and differentiation our offering brings.

I will explain the philosophy and the process behind each key step in this behavior while walking you through examples for your downloadable Sales Strategic Path document.

Topics covered:

1) How to dive deep and understand your offering in Service, Quality and Price

2) Connecting your value equation to the customers needs on Q,S and P above and adding a value statement/boomerang fact where possible to fend off competitors in the future

3) Spinning the QSP triangle to win the work and get commitment

4)  Asking for the sale

Attempting to Overcome Objections

It is ok not to be able to overcome any objection.  It's not ok if you don't try.

Objections will happen. It’s about having a process to rely on when they occur anywhere in your sales conversation. You will not win them all, but you have to take a swing at it.

What is in this training video?

Learn the key behaviors that will allow you to feel excited about objections, empowered to overcome them and comfortable letting the opportunity go when you are not successful.

I will explain the philosophy and behaviors behind attempting to overcome any type of objection brought up at any time of the sales process.

Topics covered:

1) How to ask open ended questions to confirm the objections

2) The power in confirming the reason for the objection

3) Getting the client bought in.  If you can solve the objection would the client then move forward?

4) Communicating the solution to the objection (value add)

5) Confirm the objection has been eliminated. Get the sale.