Double Your Sales - Presentation to SVAMA Emerging Media Morning Forum

D o u b l e Y o u r S a l e s L e a d s

Consultative Versus “Features and Benefits” Selling Psychologist + Consultant

Think more like a Newspaper Reporter• Who• What • Why• Where• When• How

Your Offering

ProspectNeeds

ConsultativeFeatures & Benefits

“Let Me Tell You”

“Tell Me More About That”

Product Focused Need Focused

Higher MarginLower Margin


It Takes 8-14 Attempts to Reach Someone Through Voicemail on Average

3 Attempts

FAIL TO LEAVE A COMPELLING MESSAGE

How many do most make prior to quitting?

Reason it takes so long?


Leaving Successful Voicemails

The result of your emails is highly depended on these six factors:

1. Your ability to created firm, controlled excitement in your voice.

2. Your timing in regard to their need.

3. How compelling your voicemail is to them.

4. How long it is

5. How often you contact them.

6. Getting admin support.


Getting a prospect’s attention with a better value proposition

Key Factors

1. Focus on the competitive pains in YOUR PROSPECTS industry

2. How will what you do increase revenue for the prospect?

3. Can it pay for itself?4. Know your competitors and how

they sell!5. It is best to guide the prospect to

having THEM tell you what your unique value proposition really is .

6. They have heard the sell – help them understand the core “why” by focusing on what others saw in your product that induced them to buy.


Finding Pain Points and Knowing What to Do With Them

Key Factors

1. Pain comes from questioning• Consultative Approach

2. Pain comes from similar people with similar challenges

3. People need to resolve pain to justify spending money.

4. Don’t miss pain – if it uncovered it is DEADLY to miss it in the sales process.

5. Run the Pain Funnel


©Copyright Sandler Training

F i r s t y o u M u s t U n c o v e r T h e P a i n

B y I d e n t i f y i n g I t i n T h e i r W o r l d


In 3 Years More People Will Be watching The Internet Than

Reading It.

People are watching 2

billion videos a day on

YouTube and uploading

hundreds of thousands

of videos daily. In fact,

every minute, 24 hours

of video is uploaded to

YouTube.


Y o u T u b e i s b i g g e r t h a n Y a h o o

ONEToTHREE

RULE:123

Ideally How Many Videos Should I Produce Per Month?


TO

P 1

2 V

IDEO

HO

STI

NG

SIT

ES

Automates the distribution process and saves time.

Video properly optimized

with keywords, unique Title

tags and Meta content

often times get first page

rankings within hours.

The Important Call

What to know about this technique

Pro: It can net as high as 80% callbacksCon: 1 out of 10 executives will be a little miffed at your use of the

technique.

This technique should be used when you have something that is critical to the prospects business.

How the Call Works

First understand the method of delivery.. Quick yet relaxed delivery with authority and no level of undo excitement.

What is said:

Bruce, ’ Greg Holsen –(Pause) important we talk – call me at 408-xxx-xxxx. (Hand Up)

If executive gets miffed say I told you it was important but it wasn’t urgent. If you give me a half a minute I’ll tell you why I called and you can determine if I should have made the call.

The Reference Call

What to know about this technique

Pro: It can net as high as 90% callbacksCon: 1 out of 10 executives will be a actually validate that the person

referenced did in fact ask the salesperson to call so don’t make up any names!

How the Call Works

First understand the method of delivery.. Quick yet relaxed delivery with authority and no level of undo excitement.

What is said:

Bruce, Greg Holsen – Michael asked me to give you a call, Please call me back at 408-xxx-xxxx.

What works in this call is a kaleidoscope of unknown names. Executive wants to get to the bottom of the situation and clear it off his desk so he calls back quickly to uncover the mystery.

Hi Matt,

Its Greg Holsen, Listen Matt I’m not sure that you even need to call me back .

The reason I am calling, is that we work with companies similar to Jones

Manufacturing who are frustrated that their salespeople are not in front of

enough qualified prospects on a consistent basis to meet their goals. If this

sounds familiar give me a call at 408.xxx.xxxx. Again it’s Greg Holsen at

408.xxxx.xxxx (said slowly and clearly)

CALLS

It’s Greg Holsen, Matt …. The reason I’m calling is that often the clients we work

with came to use because they were frustrated that their sales cycle is taking

longer and longer and they are not sure what to do about it. Maybe you are

experiencing the same frustration, if so give me a a call at 408.xxx.xxxx. Again

it’s Greg Holsen at 408.xxxx.xxxx (said slowly and clearly)

CALLS

Hi Matt,

Its Greg Holsen, Matt the reason I am calling is that we work with many

companies very similar to Jones Manufacturing and CEO’s at the those

companies came to us because they were angry that they had to consistency

lower their price to make the sale and wind up selling at margins that don’t

sustain their business. I don’t know if you have experienced that, but if you have

and are tired of living with that, call me at 408.xxx.xxxx. Again it’s Greg Holsen

at 408.xxxx.xxxx (said slowly and clearly)

CALLS

Hi Matt,

It’s Greg Holsen. I left you a few messages recently sharing some of the reasons

that CEO’s like yourself have come to us to solve a critical sales issue in their

business. One of the issues I hear often is that their salespeople spend substantial

company resources and important prospecting time to create proposals. Corporate

management almost become sick when they see that document with their pricing in

it, shopped all over town for the lowest price. It might be time to talk and identify

important ways to eliminate that. Call me at 408.xxx.xxxx. Again it’s Greg Holsen at

408.xxxx.xxxx (said slowly and clearly)

CALLS

Its Greg Holsen, Matt. I know I suggested in my first voicemail that it might

not be important to call me back, but I have to imagine that if you are like the

majority of CEO’s we talk with, you are experiencing one or two critical

challenges in your sales group. One that we hear quite often is that those sales

teams that are making the million dollar presentations only to walk away with

think-it-overs. Would you say that maybe you might be experiencing one or

two of those and it frustrates you because you really needed that sale? Matt

can you give me a call today at 408.xxx.xxxx. Again it’s Greg Holsen with

ManagedForce at 408.xxxx.xxxx (said slowly and clearly)

CALLS

The 1st mistake: Not Researching Before Making the CallIf you call a prospect without knowing what they do, then you'rewasting everybody's time.

The 2nd Mistake: Opening the Call with "How Are You?"Asking "How are you?" when making a cold call is like sending a 30second advance warning for a nuclear strike. You might thinkyou're being considerate, but all you're doing is alerting the poorprospect to their impending "death by cold call“.

The 3rd Mistake: Technical Jargon and AcronymsIt's easy for salespeople to flaunt industry jargon and buzzwords,but it often alienates and confuses prospects.

The 4th Mistake: The One-Way ConversationThere are three kinds of communicators: the bore: they talk aboutthemselves, the gossip: they talk about others and the brilliantconversationalist... they talk about you.

The 5th Mistake: The Premature Meeting InvitationCalling a stranger and asking for a face-to-face meeting in the first30 seconds is like asking somebody out on the first date. a dateright after being introduced

Ways to

Make

Sure Your

Cold Call

Stays

Cold

Source: Michael Schell

Double Your Sales - Presentation to SVAMA Emerging Media Morning Forum

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Transcript of Double Your Sales - Presentation to SVAMA Emerging Media Morning Forum