Creating Your Own Sales Steps

Thom Finn, Business Coach

Creating Your Own Sales Steps

Thom Finn, Business Coach

The Rules

• A Group Coaching Session, not a lecture• Take what you need, leave the rest behind• Ask “How Can I Apply This” not “This

won’t work…”• Do not fear the noun “script”• Leave here with an Action Plan• Ask Questions and Interact• Consumer Psychology

Creating Your Sales Step

• Review who is here

• Expert by necessity– 1000 clients with skill but no organization– Scattered, hit and miss,

• Poor/no follow up=40% lost sales

• Theory of the steps so you can apply

• Analogy of dating

Creating Your Sales Step

• Repeating Case Studies

• #1: Deck Builder Sales-B2C Product

• #2: Business Coach Sales-B2B Service

• #3: Software Sales-B2B-Product & Service

• Goal: YOU each create your own rough draft of sales steps

Case Studies Sales Steps: Deck Builder

1. The lead arrives

2. Assessment1. Listen

2. Time

3. Size

4. Price Range

3. Schedule a Visit

4. Email with Link

5. Visit– Listen– Walk the site– Picture Book– Agree on size,

options and price range

– Discuss timing

6. Proposal

7. Close

Case Studies Sales Steps: Business Coach

1. The lead arrives

2. Meet and Greet1. Listen

2. Examples

3. Goals

4. Price Range

3. Schedule a Diagnostic

4. Email link and questionnaire

5. Visit– Listen– Tour– Discuss issues– Tentative Reccs.– Agree on size,

options and price range

6. Proposal

7. Close

Case Studies Sales Steps: Software Developer

1. The lead arrives

2. Phone Interview1. Listen

2. Deliverables

3. Small Educate

4. Price Range

3. Schedule Interview

4. Email case studies

5. Visit– Listen– Discuss deliverables– Agree on size, dates,

scope and price range

– Discuss rough draft

6. Proposal

7. Close

Successful Dating Steps

1. You catch their eye…

2. The 1st conversation…

3. The Coffee Date…

4. Going Steady…

5. Proposal…

6. Marriage

7. Growing the Family

#1: Catch Their Eye

• They see you/you see them/you hunt them

• Conversion Rate not Lead Generation

• Increase the # of ways leads can come in

• Breaking the Ice– You be interesting with subtle hints OR– A Good Line to get to the coffee date– Reduce the Road blocks

1: Catch Their Eye

• Same principle in businessErr on the side of too little small talk

Subtle hints; they ask “What do you do?”

Reduce the roadblocks

Know the source to know what worked, where to fish

Separate the players, the wheat from the chaff

1: Catch Their Eye Case Studies

Decks Coach Software

Pick Up* Line

Do you have-use-enjoy your deck?

How did you get started?

How much time on paperwork?

Roadblocks Full 50%, permits 4x a month only, yearly contracts

100% web, SEO, tech

Best Source Neighbors Referrals Funded Start Ups

No Players New Jersey Know it All’s Clueless

1: Catch Their Eye Exercise

• You Make it Work: Exercise

• What’s a Good interest getting line?

• What’s your Coffee Date Invitation?

• 2 Road Block you can eliminate-stop doing

• Your 2 best Sources of leads

• 3 characteristics of players

2: The 1st Conversation

• What are they thinking?– aware of you?– Prejudiced?

• Systemize this: Use of Scripts, forms and systems

• True Purpose is Next Step only

• Avoid Rushing-too fast

• In dating, this looks like________

2: The 1st Conversation Case Studies

Decks Coach Software

They Think No idea of cost, I want big

What IS this? $?

I know I want X…

System Script-price range up front

Examples right away

Overview, deliverables

Avoid Ego minutia

Ego, talking Too technical

2: The 1st Conversation Exercise

• You Make it Work: Exercise

• What are THEY thinking? Prejudiced?

• Avoid these 3 things

• Based on above, what goes into a script guide

3: The Coffee Date

• What are they thinking, aware of you?

• Guarded by fear of making mistake

• Systemize this: Use of Scripts, forms and systems

• True Purpose is Next Step only

• Avoid Rushing-too fast

• In business, this looks like________

2: The Coffee Date Case Studies

Decks Coach Software

They Think Commit, unsure, defensive, fear of hassle

He’s too smooth, I feel stupid

She just wants 1 thing

System Process- they talk first, past successes

Shut Up!

Educate

Feel-Felt-Found, how it can help

Avoid Rushing, Winging it

WE, You Need…

Look at Me…

3: The Coffee Date Exercise

• You Make it Work: Exercise

• What are THEY thinking? Guarded? Skeptical?

• Do these 2 things, Don’t do these 2 things

• Based on above, what goes into a script guide-what do you ask? What’s an opener? What’s your “go to move” or phrase?

4: Dating Going Steady

• What are they looking for?

• Sincere details, generosity, candidness

• Talk of marriage up front

• Systemize this: Use of Scripts, forms and systems

• True Purpose is Next Step only

• Avoid Non Committal

4: Dating Going Steady Case Studies

Decks Coach Software

They Look for

Honest, directness, accommodation

Intelligence, experienced, successful

Trust ability maybe likeability

System Picture Book and Website

“you remind me of…”

Address “What will your parents think….”

Avoid Bait and switch vague

Breaking word

Withholding the goodies

Trashing competition

4: Dating Going Steady Exercise

• You Make it Work: Exercise

• Their 1 biggest fear/Cold Feet :_________

• You can be honest by discussing _______

• To be clear about your intention of marriage, you say______________

• You can show attention to small things by __________

• How will you best handle Cold Feet?

5: Proposing

• Do you WANT a proposal (no Players)

• “Why would you say no?” then address it

• Get verbal agreement on the key points in your proposal

• Give them 2 options (only)

• Re state relevant hot buttons

• When can I get my answer?

5: Proposing Case Studies

Decks Coach Software

Agree on Key Points

$ Range size material options due date

Choices of $ top goals, deliverables

$ Range specific deliverables

2 options differs by

Size material options and price

Frequency and price

Functionality and price

Re State Hot Buttons

More expensive but maintenance free

Cash Flow sickness or Burn out is gone

Automation saves time

5: Proposing Exercise

• What are they Key Points you must get agreement on prior to proposing?

• What are 2 variables they can choose to create 2 option proposals

• What are the top 3 most common hot buttons or wants you should re state?

6: Marriage=Closing

• Likelihood > with no surprise proposal• He who talks first looses• Smoothly put a ring on it; confirming

symbol• Quickly move into execution with “next

steps”• Avoid Remorse by clearing road blocks• Be a good a spouse (separate coaching

session)

6: Marriage/Closing Case Studies

Decks Coach Software

The Big ? Do You want your deck?

Can I be your Coach?

Do you want to go ahead?

The Ring Signature No Ring Signature and initials

Smoothly Move

Schedule-30% check. Can I get that now?

Let’s start now. Work on x,y, and z by session #1

Deposit means Phase 1 done by _______

Road Blocks

Ill find out a date…

Call to schedule Let me get back to you with…

6: Marriage/Closing Exercise

• Script out your Closing Question or Statement

• What symbolizes the deal?

• What can you say/do/deliver that smoothly moves to execution?

• What road block to getting started do you be sure is gone?

7: A Healthy Marriage

Fulfillment = Customer Service= Separate

Keep the Romance with authenticity

ACTIONS speak louder than Words

Execute, then Thank, Before you ask for referrals or testimonials

Avoid Perceived Indifference

Add this relationship to your experience trunk

Application• Systemize your Sales. Step #1 is____, #2 is

_________,etc.• Sales Steps=easier Prospect Management

– Prospect A is @ Step #5– Prospect B is stuck @ Step #4– 14 Prospects hit Step #1 this week

• Make the First Move• Don’t be Cute or Cheesy• Don’t be Desperate• Don’t be a Stalker• Have a Game Plan

Closing

• Systemize your steps

• Write out your scripts

• Get some REAL Feedback

• Discussion

• Questions– Ask specific questions on my feedback sheet

Creating Your Own Sales Steps

Thom Finn, Business Coach