What are the normal steps to get something approved?

 Timeframe?

 Who is involved? How do they feel about the project?

 Who else can jump in?

 What could delay or stop this?

 Who could be a road block and why?

 Can we talk with them separately or pull them into the meeting?

• What is a champion?
• What can they do for you?
•           Take ownership of the project
•           Organize the meetings
•            Give insight
• Lead you to another champion
• How does it help them?
•            You edify them
•           Let them take ownership so they appear as the thought leader in the organization
•            Always keep them involved even if there are other champions
• Thank them along the way and after the close

“With integrity, you have nothing to fear, since you have nothing to hide. With integrity, you will do the right thing, so you will have no guilt.” ― Zig Ziglar

Have integrity with your Clients/Prospects

Always be honest

If you don’t know the answer tell them and then find out

“BS” will always be uncovered

Do what you say you are going to do 

Integrity builds trust and confidence

Will be great referrals and solid customers

Have integrity with your peers(internally and competition)

Always be honest

Internally

Work together/be a team player

Do what you say you are going to do

Be reliable

NEVER bad mouth to others or at all

Externally

Be a fair competitor

Be honest about what you know about the competition

Don’t bash or lie about your competitors

Be friendly when you see each other

Leave the battle on the field

You never know when you may need each other

Plenty of business for all

Sales to Sales

Build from each others successes and failures

Help each other with strengths and weaknesses

Sales to Marketing or Customer Service

If you pass along a client to cust. Serv, discuss what the client is about.

They may struggle to get clients to call them back.  

Sales can be looked upon to ways to do this.

Cust Serv may be able to help sales who struggle with making effective calls

Business owner to business owner

Networking group

Social functions

Learning groups

Build Team Spirit

Common goals create drive and energy

Complementary skills and abilities

Everyone has talents that can share and teach

Don’t hoard what is giving you success.  

Don’t hoard what is giving you failure. This gives you and others the ability to learn

Success.eagleeyeselling.com

Where you will be in life and in your career is directly attributed to:

                                               The books you read or listen to

                                               The audios/videos you listen to or watch

                                               The people you associate with

Daily Diet of self help material

http://www.eageleyeselling.com/training

Build Your Pipeline Around your Signings

In our last podcast, we discussed the sweet spot and how to take advantage of that while not ignoring the rest of your territory.

One way to build on your sweet spot and find possible new sweet spots is to build your pipeline around your signings. This include geographically, industry specific, size of the company, etc.

Once you have a client, see who they know in their industry or the locality or business group that they can help you meet.

Do a marketing blitz announcing the new client and why they signed on.

Send that to local companies, similar industries, similar size companies

With training, see if you can invite other companies to sit in. bring in a lunch/breakfast and promote it.

Especially, if you have a strong champion in that company, or an individual owner of a small business, use their assistance as long as they are willing to.

Be sure to always be grateful and get them a gift for their time.

Learn your sweets spots.  Work those areas hard but keep working all areas.

As you prospect your territory, whether it is a geographic, industry, company size, etc, you will find there is a particular part of that territory you will thrive in….

Spend most of your time in that area so you are hitting your numbers.

Gather quotes/success stories for clients in that sweet spot for marketing.

Constantly evaluate why that is such a strong part of your territory to find similarities and differences. These differences could open new sweet spots

The other areas, do not forget about because you will still find success and may find new sweet spots

Tailor your marketing on whether it is a sweet spot or another area.

Market towards similar, local prospects with specific examples of similar clients

Test market different ideas to see what starts to work in the less producing parts of your territory

EES 13 – Never Stop Prospecting

Prospecting is what keeps the pipeline full.  You must continue prospecting in good times and bad.  By consistently prospecting, the bad times are limited.  Effective time management is needed.

Know your pipeline steps.
Work from the bottom up to determine the numbers needed at the top.
Know your numbers for each step of the pipeline.
Sales is definitely predictable if you know your numbers
Prioritize your activities
Learn what activities are valuable
Learn what activities are secondary or are wasting your time
Evaluate your numbers to tweak, if needed

Follow Up

If you left with a “to do” list and questions that need answered, be sure you follow through

Prepare a professional email thank you follow up with any material, questions, etc. you promised to get back to them.

Review your agreed upon check list to see what you can work towards

Start to prepare any references

Become part of their vision

Bring ideas

Build rapport

Be a resource

How I Raised Myself from Failure to Success by Frank Bettger

Register and download our free ebook!

Be prepared with your standard fact finding questions

Areas to cover:

• Questions around the problem you have the meeting for
• Questions around impact of those problems and how they effect your contac
• Questions around other potential solutions, future products you can offer them
• Questions around the pain they are trying to solve and why
• Questions around decision makers and processes to get to a signature
• Questions around the road blocks – people and step(s) in the process
• Questions around timeframes, finances, etc

Trial close

Close for the next steps and timeframe.

https://www.youtube.com/channel/UCzO-AG4Vsr01_80n9PRM_Ww?view_as=subscriberFind out their approval process, possible hurdles, organizational approvals

What are their issues?

Be prepared with your standard fact finding questions

Be prepared with your research on the company

Have flexibility and confidence to take the conversation down many paths

Listen to the prospect but control the meeting

You are asking the questions.  When/if they ask, answer but find out why they asked that question.  Stay in control

Find out their approval process, possible hurdles, organizational approvals

trial close

Close for the next steps and timeframe.

Mental & Physical preparation

Know who will be in meeting.  Suggest who should attend.  Be sure decision makers, users and “nuts and bolts” people are in meeting(IT, Legal, etc).

This is your meeting, your show.  If the right people are not in the meeting, consider changing the meeting day.

Turn off your cell phones, ipads, etc.

Material prepared neatly, properly and enough for the room

Note pad, pointer, etc.

Practice

Mental state, self talk, motivational words or music

IN the meeting:

Stay in control of the meeting

Thank you

Tell them what you are going to show them, show them, tell them what you just showed them

Get constant approval or draw out concerns/objections

No concerns/objections should be a BIG concern

Clear and to the point.

If there are questions/objections step toward the person asking the question? After you reply, confirm you addressed their question.

When you are done, trial close

Close for the next steps and timeframe.

People don’t remember what you say, they remember how you made them feel.

Honest “Lavish Praise”

Make the customer feel that you care about their issue and what they are saying

If this is a long term relationship, find out about their family and remember.

Build Trust

Once they know you care and trust you, they listen to how you can help them

Find out their goals, pains, etc.

LISTEN – 2 ears, one mouth

Goal Setting

Now that we have discussed how to set goals for your personal quota, let’s discuss what other goals you might want to develop for the new year.

• Develop you
• Know your product
• Know your competition
• Know the marketplace/Territory
• How will you help your teammates?
  1. Giving back & paying it forward
  
  
• How will position yourself better within them sales department/company?