Transcript MSP Sales is a Contact Sport Program 072513x

Sales Is A Contact Sport
A Contact Sport???
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You Must Make Contact
How Do I Do That?
Once I Make Contact – Then What?
How Do I Keep Contact?
What If This Lasts for Months or
Years?
What We Will Address
• How Do I Connect?
• How do I Get in Front of and Stay in Front of
my Prospects – with Value?
• Preparing for the Interaction
• Establishing a Sales Process
• Objectives for Advancing the Sale
• Effective Messaging
Your Individual Situation
• Phone Contact (Inbound or Outbound)
• Face to Face Sales Calls
• Cold Sales Calls
• Networking
Connecting with your Prospect
• Connection
before Content
• Personalize your
Approach
• Listen & Ask
Questions
• Find a common
ground
• Present a
Specific Idea
• Instead of
Features &
Benefits
The “Good Old Days”
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Prospect Needs Information – Call You
Make Phone Contact – Talk to Assistant
Access Was Easier
Less Competition
No Web
No Voice Mail
SOME ALARMING FACTS!!!
• The #1 Reason for Failure Is Not Being Involved With
Prospects When They Want to Buy!
• 60% of the Buying Steps are completed before the
salesperson is ever connected.
• 80% of Sales Close After the 5th Attempt
• 48% of All Reps Quit AFTER One Attempt
• 87% of All Leads Are
NEVER Pursued
• 45-63% of All Leads
Eventually Buy
The Seller’s Conundrum
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Concurrent Prospecting And Selling
Increased Non Sales Tasks
Pressure To “Commoditize”
More “Fizzled” Sales
Less Support
Higher Goals
Income Pressure
Today’s Decision Makers
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Gets 3,000 touches daily
Take 17 calls daily
Meets 4.8 reps weekly
Insecure / Fear of Change
Avoids risk
Voice Mail – Don’t Answer
Phones
• Shop at Your Desk
• Buyer not TARGET
Enabling Competitive Advantage for
the Interaction
• Insight
• Collaboration
• Evaluation
• Impact
Phone Messaging & Emails
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Prepare, Prepare, Prepare
Objective of the Call
Why Should I Call You Back / Reply to You?
Rehearse & Adjust
Content of Message “I have and idea…”
Phone Message / Immediate Email
How is Your Message Landing?
• Valued?
• Compelling?
• Be Very Clear on Your Offer & How It Has
Helped Others
• Measure Results & Adjust Your Approach
Dynamics of a Sales Call
• TRUST
• CREDIBILITY
• EXPERTISE
• RELIABILITY
• INTIMACY
All Calls End Predictably…
WAIT (Stay In Touch)
ATTEMPT
YES
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“Top Of Mind Awareness” is Key
Sales is about Maintaining
Relationships
Obtaining and maintaining
the maximum number of
relationships while providing
value will result in maximum
sales.
Making the most contacts will
not.
TOMA……..…
• Is about regular
communications
• With suspects, prospects,
and customers
• It is a persistent process
• It's about creating dialogs
• It allows you to
demonstrate your
capabilities
• It demonstrates your value
Developing a Process
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Why a Process?
Define Critical Steps
Objectives of Each Call / Interaction
Where Am I with this Prospect?
It’s Not the People It’s the Process
• 91% of Deals Don’t Close as Expected
• 85% of Companies Don’t Have a Formal
Process
• 51% of Sales People Missed Quota
• Processes Implemented = More $$$
The Facts
• Somebody is Buying Something – From
Somebody … Somewhere!!!
• 84% New Purchase Start on the Web
Referrals
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Are You Asking For Them?
Cold Calling has a 98% Failure Rate
Referrals Lead to 70-90% Close Rate
TOMA
Identify Your Ideal Client
Work Your Database
Takeaways
• What Will You Do Differently Tomorrow?
• What Would You Like More Information On?
• What One Or Two Ideas Did You Gain?
Questions???
THANK YOU !!!!
Robert W. Zinsser
[email protected]
904-472-3706
www.getinthegamese.com