Jack Kasel Anthony Cole Training Group Getting Around the...

5/9/2016

1

Jack Kasel

Anthony Cole Training Group

2Are They a Prospect? ©ACTGLLC 2011

Getting Around the Qualifying Infield

The Effective

Selling System –C4

Compelling

Capacity

Clarity

Close

5/9/2016

2

3

1st Base- COMPELLING: Finding SMA

When you show up All is well

Lack of trust

Pain indicators

Getting past “pain indicators” Journalism questions

Tell me, share with me

Drill down

Second anchor Want to or have to fix?

Are They a Prospect? ©ACTGLLC 2011

4

Severe

Mental

Anguish


5/9/2016

3


5

Problem Question Statement

Drill Down

When you asked them… What did they say?

● How long has this been a problem?

● What have you done to fix it?

● When you spoke with your current provider …or

● What has your current vendor done to make this problem go away?

● What happens if you don’t fix it?

● Is that a problem?

● Do you want to fix it?

● But not today? 6Are They a Prospect? ©ACTGLLC 2011

5/9/2016

4


What You

DOGet Paid to

Do


What You

Get Paid to Do

5/9/2016

5

You Must Uncover...

Capacity

Time

Money

Resources



Keys to Unlocking the Budget Problem

Whose problem is it?

Have a clear vision of what you want

Become masterful at PAIN

Stay clinically detached no matter how many “0s”

Increase your average size sale

Stick to your success formula

Keep track of your activity

5/9/2016

6

Time

It will require a time investment

Time to evaluate solutions

Time to implement

Time to transition from current provider


12Money

It will require a monetary investment

Are they already spending money on this product or service?

Will they have to spend more?

Is it in the budget?

Where will the money come from?


5/9/2016

7

Resources1313

What additional resources will be required?

People?

Equipment?

Systems?


14

3rd Base- Clarity: Getting Commitment

Eliminating objections People, product, or pricing

Decision making process

Decision makers

Covering your ##s Review

What you want

What I will do

Clarity on next steps Who decides, how and when

Yes or now option


5/9/2016

8

15

Getting Commitment PRIORto Presenting

• You must be in front of decision makers

• You must be able to solve the problem, make the problem go away

• Must eliminate the incumbent

• Have an agreement on pricing issues

• Discuss yes or no option – what objections do you have to the process?

• AWATLAre They a Prospect? ©ACTGLLC 2011

Let’s review; 1. You shared with me that you had the following compelling reasons to take

action: 1, 2 and 3. And the reason that these issues where “have to fix” issues is because if they were not addressed and addressed quickly the outcome was… did I get that right?

2. Additionally we discussed your current capacity to invest / pay for the product you currently use but realize that if you were going to solve the problem an investment of ___, time, ____ money and _____ resources was required and that you and your CFO have agreed that you would make these investments.

3. Great. When I come pack to present our solution I will be be prepared to solve those problems, within your investment guidelines. Additionally I will be prepared to answer all of your questions.

4. Is that what you would like to have happen next.5. Great . In order for me to do that I will need for you to be prepared to do one

of two things. Can I share that with you? When I finish my presentation I will ask you the following questions; 1. Do you believe I understand your problems?2. Do you believe that based on my solution I can fix your problems?3. Do you want my help?

Assuming that I’ve done my job I need for you to be in a position to tell me yes or no to the last question. I would love to hear you say yes, but no is okay. What objections do you have to this process?


5/9/2016

9

Post Call Debrief


Yes No Sales Meeting Post Call Debrief

SMA – it is personal, not a price-based opportunity

The value they attached to the problem is __________

They said ‘they want to or have to’ fix the problem

They will change the relationship, engage in new relationship

TMR Investment is?

Met with decision makers, or have meeting set to meet DMs

Have an agreement to make a decision at time of presentation

Additional resources/partners discussed:

Asked the question: suppose we solve the problem, what happens next?

Asked the question: what would keep you from taking action?

Have rehearsed the prospect on the incumbent begging to keep the business

My clear next steps (dates):

What I missed / need to clarify:


Get a Yes

or a No

5/9/2016

10


Base Details Executed

OpportunityProspect _______

Prospect _______

Prospect _______

Prospect _______

Prospect _______

Score

1st SMA personal

Value attached

Incumbent eliminated

Have to fix

2nd Agreed to invest

Talking to right $ person

Have a “due” date

3rd Met decision makers

Agreed to decide

Rehearsed return of incumbent

Score as % completed

EPAS- Are They REAL?

20

RULES FOR

SUCCESS


• They didn’t take time just to visit

• They currently have a relationship with someone else

• They’ve made changes before and will do it again

• They are tougher than you think so ask them tougher than you think questions

• You would like the business but you don’t need the business

• That they must qualify to do business with you

• Not everyone qualifies – so be willing to walk

• Be courageous

5/9/2016

11

21

Need some help? Call me.

Jack Kasel

(614) 561-3812

Anthony Cole Training Group

(877) 635-5371www.anthonycoletraining.com

Thank You!


22

Thank You!


Upcoming Webinars

May 9th – Are They Really a Bank Prospect?

May 11th – Understanding Commercial Loan Documentation

May 11th – Lending 101

May 12th – Excel Explained: Minimized Spreadsheet Errors

May 12th – BSA for the Frontline

May 23rd – BSA Series: Alert! New CIP Rules on Prepaid Cards

May 24th – Officer Calling: Prospecting, Preparing & Presentation

May 24th – Marketing & Advertising Compliance, including UDAAP Expectations

May 25th – Current Expected Credit Losses (CECL): How to Calculate and Maintain a Proper Allowance

May 26th – Loan Participations: What You Should Know

Upcoming Webinars

May 9th – Are They Really a Bank Prospect?

May 11th – Understanding Commercial Loan Documentation

May 11th – Lending 101

May 12th – Excel Explained: Minimized Spreadsheet Errors

May 12th – BSA for the Frontline

May 23rd – BSA Series: Alert! New CIP Rules on Prepaid Cards

May 24th – Officer Calling: Prospecting, Preparing & Presentation

May 24th – Marketing & Advertising Compliance, including UDAAP Expectations

May 25th – Current Expected Credit Losses (CECL): How to Calculate and Maintain a Proper Allowance

May 26th – Loan Participations: What You Should Know

TTS

Dan Heldmann

[email protected]

www.BankWebinars.com

800‐831‐0678

Jack Kasel Anthony Cole Training Group Getting Around the...

Documents

Transcript of Jack Kasel Anthony Cole Training Group Getting Around the...