Skip Miller - Selling Tips

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ProActive Selling Skip Miller M3 Learning Now that you have all those leads...Turn Leads into Sales

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Transcript of Skip Miller - Selling Tips

Page 1: Skip Miller - Selling Tips

ProActive Selling

Skip MillerM3 Learning

Now that you have all those leads...Turn Leads into Sales

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Take a Test

of Leads that turn into a presentation

of Leads that turn into a proposal

of Leads that Decision

So what are we doing to make our prospects mad?

74%

34%

11%

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Leads to Revenue Factors1. Quality of Marketing Lead Gen2. Quality of Understanding “my” needs3. Listening Skills4. Value to Price5. Fit

CSO Insights

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Leads to Revenue Factors1. Quality of Marketing Lead Gen

2. Quality of Understanding “my” needs3. Listening Skills4. Value to Price

5. Fit

CSO Insights

So what are we doing on these three?

?

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• It’s all about Revenue and Decisions– Customers– New Business– Land and Expand– Return business– Referrals– Prospecting

• Leads do not equal revenue

Let’s Get Down to Business

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Energy turns Leads into Decisions

Determine Change Energy Honor the Split – 2 Solution Boxes The 5 P’s ValueStar Get I-Dates

Let’s Get Down to Business

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Close

Justify

Validate

Educate/Discovery

Initiate

Decide

Rationalize

Transfer of Ownership

Education

Initial Interest

Buyer’s Process

Seller’s Process

Stage 3

Stage 2

Stage 4

Stage 5

Stage 1

Stag0

Buy/Sales Process

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Close

Justify

Validate

Educate/Discovery

Initiate

Decide

Rationalize

Transfer of Ownership

Education

Initial Interest

Buyer’s Process

Seller’s Process

Stage 3

Stage 2

Stage 4

Stage 5

Stage 1

Stage 0

Lead Gen

Buy/Sales Process: Stage 0

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• Someone showing an interest?• Curiosity?• Tire Kicking?• Returns your call?• Grants you a meeting?

What is a lead?

The Goal - to find the energy source

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Two Motivators: Buyers Motivation

PainAway

PleasureTowards

The Energy to Change

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Interest with a sense of urgency

What is a qualified lead?

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• Urgency means “of pressing importance.” • When business people have a true sense of urgency, they think action

on critical issues is needed now, not eventually, not when it fits easily into a schedule. "Now" means making real progress every single day.

• These are challenges that are central to success or survival, winning or losing.

• With a true sense of urgency, people want to come to work each day ready to cooperate energetically and responsively with intelligent initiatives from others. And they do.

• People want to find ways to launch smart initiatives. They want answers.

Sense of Urgency

Have them answer themselves.

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Honor the Split

Rational Case

Technical Case

ValidateEducation

Initiate

Justify

Decide

Validate

Education

Cause/EffectWhat you do here

matters.

CSP

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Solution Box = Value and Urgency

ATL

BTL

Initiate

Justify

Decide

A

B

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The 5 P’sProduct Features

Perceived Quality of Fit

Professional Support – Ease of Use

Price to Budget

Personal

Box A – BTL Needs

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ValueStarTool ROITimeRiskLeverageBrand

Box B – ATL Cause for Change

} VALUE

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Initiate

Justify

Decide

Validate

Education

Cause/EffectSplit

Ann

Jimmy

Education

Separation

List of Needs 1 2 3

Skip

332500

$2,500$2,500Weekends

The Printer Story

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What is the cause for the change?

What is the urgency to get an answer?

What is the impact, payback, or return that is expected, both ATL and BTL?

What are the consequences of no action; of doing nothing?

What are the available resources or options to achieve the results?

What are the perceived risks of making this trip?

Lead Qualification Questions

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I-DateWhen they Transfer ownership

When are they going toREALLY Commit?

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• Request a Decision• Request a Decision at every step

The Decide

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• Determine Change Energy• Honor the Split: 2 Solution Boxes• The 5 P’s• ValueStar• Get I-Dates

ReviewEnergy turns Leads into Decisions

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Take The Quiz

Visit Our Homepage:www.M3Learning.com

Scroll to quiz:“How ProActive areyou? Find out!”

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Thank YouQ & A

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Action StepsM3 E-Mail Newsletterwww.m3learning.com

Skip Miller [email protected]

Infusionsoft your Selling Effort Turn Leads into SalesProActive Selling