Dr. Scott Baird - More Revenue… Faster! Shorten Your Sales Cycle Up to 66%
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Transcript of Dr. Scott Baird - More Revenue… Faster! Shorten Your Sales Cycle Up to 66%
#SalesSummit | @Your twitter handle
#SalesSummit | @Your twitter handle
More Revenue… Faster! Shorten your sales cycle up to
66%
#SalesSummit | @Your twitter handle
Systematic Approach
“We are all the product of the systems we employ. We can never reach a level of achievement higher than the quality of our systems.”
- Dr. Scott Baird
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Systematic Approach
#SalesSummit | @Your twitter handle
Systematic Approach
• Increase Success Ratio
• Rapid, Substantial, Sustainable Sales
• Sell more… faster
• Shorten Sales Cycle – as much as 66%
… therefore, more revenue faster!
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PROCESS & PLAYS
• Milestones that mark progression
• Stack the odds of success
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Rapport
Positioning
Benefit
Proof
Schedule Next Event/Permission
PROCESS & PLAYS
#SalesSummit | @Your twitter handle
Schedule Next Event/Permission
Activity with your Sales Teams:
• Number of Prospects
• % with a Scheduled Next Event
What is that number?
#SalesSummit | @Your twitter handle
Schedule Next Event/Permission
Defined:
• Time, Date, Place - Certain
• Purpose mutually understood
#SalesSummit | @Your twitter handle
Schedule Next Event/PermissionActivity with your Sales Teams:
• Number of Prospects
• % with a Scheduled Next Event
• % with actual Scheduled Next Event Time, Date, Place – Certain Purpose Mutually understood
What is that number? (Often find it is less than
10%)
#SalesSummit | @Your twitter handle
Schedule Next Event/Permission
Purpose:
• Alleviate friction in the sales process
• Sets the expectation toward the close
• Qualifies for interest
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Schedule Next Event/Permission
Principles:
• Law of Human Performance: People perform to
deadlines!
• Salesperson credibility
• Saves time and work
• Increases the likelihood of advancing the sale
#SalesSummit | @Your twitter handle
Schedule Next Event/Permission
Examples:
SNE: “Let’s get together to talk about your goals and your
priorities… [how does Thursday morning look for you?]...”
Permission: “Let’s talk about your goals and priorities, do
you have 30 minutes right now where we could go a little
deeper?...”
#SalesSummit | @Your twitter handle
Schedule Next Event/Permission
• Alleviate friction in the sales process
• Sets the expectation toward the close
• Increase Success Ratio
• Sell more… faster
• Shorten Sales Cycle – as much as 66%
#SalesSummit | @Your twitter handle
Free Stuff:
www.griffinhillconsulting.com/summit
More Information: