Using Sales to Build Successful Partnerships

FROM ELLEN TO SELLIN’SUPERCHARGE Your Partnership Prospects

@officialdailiusdw@oneflare.com

Our FIRST mistake!

Initial QUESTIONS

THE PLUG:Earning Credibility

Don’t say your are trustworthy – simply prove that you are

worthy

The Micro Plug – Relate It to Make It• I was once a TV personality

with appearances on the Ellen Show, Today, CNBC e.t.c

• Have you ever had a desire to appear on TV or Radio? I can show you the secrets of using publicity to gain more recognition and spread your brand message

• I have generated over $5 billion in leads for my clients in a 5 year career

• Do you need more customers to make more sales? I would love to show you some online and offline techniques to get customers through the door

Tell A Story

What We Are Going to Cover• To Plug or Not to Plug that is the Question?• Entrepreneurial Mindset• Why Sales is Life & Business is Not Just Business• The Two Best Ways to Pitch• The One-Call Close• Becoming a Person of Interest • Partnerships as a Growth Strategy• Mastering the Follow-Up• Where to go from here? • Questions

Entrepreneurial Mindset• Enterpreneur vs Want-trepreneur

• Use your assets to accelerate & nurture deals

• Self education

• Giving not taking mentality

• Intrapreneurship vs Entrepreneurship

• Generalist vs. Specialist

• Learn from Everybody – Remember the FOOL!

SALES IS LIFE

Sales is Life

Everything is Sales

A Mastery of the Techniques of Selling will allow you to realise your TRUE potential

Business is not Just Business

The average person spends 8 hours x 5 days a week working. Other than sleeping there is nothing you do

Let’s face it work is life – so what excludes business relationships from being personal?

Business is not Just Business

My Two Rules

1. Talk to people as if they are your friends

2. Treat People as If They Are Family

THE PITCH:Necessary for Partnerships, Necessary for Life

THE PITCH: Two Methods

Let’s Do a Challenge – two volunteers

The Gaddie Pitch – 30 secsYou know how…

What we do is…

In fact…

Target Client

Problems +

Benefits Feelings+

Evidence Facts+

Sometimes you might be sitting in your home and suddenly, out of nowhere your hot water

springs a leak

make finding the best tradie in your area as quick and easy as pie – sending 3 helpful

quotes straight to your phone

we now have 150,000 businesses working to help service your needs – with 1.5 million

other people also using us a month!

B4, Stand 4 PitchWhat do you do?

Before (B4) I tell you what I do, let me tell you what I stand

for (Stand 4) /believe….

Because I believe/stand for I do …..

THE ONE-CALL CLOSE:Get a Result. Period.

Getting a Result on the Phone is Essential to formulating any relationship – whether it has a

partnership focus or not!!

THE ONE-CALL CLOSE:

TRUST DAIII method

Why have a method?

THE ONE-CALL CLOSE:

Flexible Structure

THE ONE-CALL CLOSE:RIDE THE WAVE

THE ONE-CALL CLOSE:TRUST PEC Personal Emotional Connection

BIG Impact – Distracting, Unique Irrelevant• “I hear you’re the best….”

ACT like you know them• Long time no speak

• Good to hear your voice• Ask about family

BUILD Rapport• Tone

• Website/Google Maps

RELATE to their situation • Used to work …

THE ONE-CALL CLOSE:TRUST

D - DIAGNOSE

What is a Symptom?Most people believe their symptoms are actually their

problem

D - DIAGNOSE

Our Problem vs Their ProblemAlways make a call about their problem not yours!

D A – ADJUST

Adapt your approach based on their problem

D A I - IDENTIFY

2-3 Areas of Improvement

D A I I – INITIATE

Close the Product or Commit to Action

D A I II - IMPACT

Finish strong – ensures future sale and minimises cancellation

BECOMING A PERSON OF INTEREST:Attract business – don’t chase it!

BECOMING A PERSON OF INTEREST:

• Attract sales – become a buyer not a seller – CHOOSE who you work with!

• Avoid being a commodity - differentiate yourself instead• Use an opportunity filter – only attract and interact with people

you want to work with as a vested partnership is the only one that work

PARTNERSHIPS AS A GROWTH STRATEGY

Zero cost marketing at its finest

Source: marketingland.com

Marketing IT

What can partnerships do for your business?

Help you solve problems where you have an experience or expertise deficit

Open new revenue streams Penetrate new market opportunities Accelerate expansion Leverage brand strength of other organisation Establish credibility Attract sponsorship from larger brands Create new channels for distribution

My Three favourite types of partnerships!

Brand affinity – two or more brands working together to change the perception of one or both brands – CSR focus

My favourite types of partnerships!

Beneficiary partnership – introducing one database to another with their endorsement

Strategic alliance – companies joining forces to achieve a common goal

What’s stopping you from starting!

Lack of management approval –sell the idea to them Not speaking to the right person – find the decision maker and sell them

the vision Unclear product vision – package it up and sell it to them solving their

problem Unsure of who you could potentially target – make a hitlist and sell them

the concept – then pick who you want to deal with based on values

It’s all a form of SALES! Sell an idea. Sell a vision. Sell a product

MASTERING THE FOLLOW UP:Keep on the Phone to Bring them Home

MASTERING THE FOLLOW UP:

- Partnerships involve nurturing of human relationships over time

- Follow ups give people time to get to know you and to get to know the product

- Ultimately they will buy off someone they like, trust and respect

- Follow up process allows you to showcase these qualities

Tools –• Try and gain access to a more direct form of communication

like SMS or iMessage • Always bring up a topic of interest first before business• Keep these communications consistent and not needs

• Use Google Calendar or iCal to set reminders in advance

• My secret weapon – Boomerang & Assistant.io

• No reply• Not clicked • Not opened • Regardless

Send an email to dw@oneflare.com for exclusive codes on both

WHERE TO FROM HERE?Don’t just listen. Action

WHERE TO FROM HERE?

Realise that sales techniques can enhance partnerships and general business relationships

An entrepreneurial mindset can broaden your horizons

Key points are getting your pitch right and learning how to use calls and follow ups to get the best outcomes

Becoming a Person of Interest who people want to deal with

Make partnerships a part of your business or sell them on this idea and start working ASAP

WHERE TO FROM HERE?

A lot of topics I haven’t covered including: Getting past the Gatekeeper Building an unbeatable hitlist Using Linkedin to form strategic partnerships and make sales Top 50 Closing Strategies and Skills Art of Phone Based Persuasion Replacing Yourself – Automating your Business Processes All that I have gone through in more detail

WHERE TO FROM HERE?

Email dw@oneflare.com for free membership after next

months launch & a FREE copy of my book “Closed”

Email dw@oneflare.com if you would like to expose your business to up to

1.5 milion customers and 150k businesses a month

Using Sales to Build Successful Partnerships

Business

Transcript of Using Sales to Build Successful Partnerships

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