Skip Miller - Selling Tips
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Transcript of Skip Miller - Selling Tips
PowerPoint Presentation
ProActive Selling
Skip Miller
M3 Learning
Now that you have all those leads...Turn Leads into Sales
1
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%
Leads to Revenue Factors
Quality of Marketing Lead Gen
Quality of Understanding my needs
Listening Skills
Value to Price
Fit
CSO Insights
Leads to Revenue Factors
1. Quality of Marketing Lead Gen
2. Quality of Understanding my needs
3. Listening Skills
4. Value to Price
5. Fit
CSO Insights
So what are we doing on these three?
?
Its all about Revenue and Decisions
Customers
New Business
Land and Expand
Return business
Referrals
Prospecting
Leads do not equal revenue
Lets Get Down to Business
Energy turns Leads into Decisions
Determine Change Energy
Honor the Split 2 Solution Boxes
The 5 Ps
ValueStar
Get I-Dates
Lets Get Down to Business
Close
Justify
Validate
Educate/Discovery
Initiate
Decide
Rationalize
Transfer of Ownership
Education
Initial Interest
Buyers Process
Sellers Process
Stage 3
Stage 2
Stage 4
Stage 5
Stage 1
Stag0
Buy/Sales Process
7
Close
Justify
Validate
Educate/Discovery
Initiate
Decide
Rationalize
Transfer of Ownership
Education
Initial Interest
Buyers Process
Sellers Process
Stage 3
Stage 2
Stage 4
Stage 5
Stage 1
Stage 0
Lead Gen
Buy/Sales Process: Stage 0
8
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
Two Motivators: Buyers Motivation
Pain
Away
Pleasure
Towards
The Energy to Change
Interest
with a
sense of
urgency
What is a qualified lead?
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.
Honor the Split
Validate
Education
Initiate
Justify
Decide
Validate
Education
Cause/Effect
What you do here matters.
CSP
Rational Case
Technical Case
Solution Box = Value and Urgency
Initiate
Justify
Decide
A
B
ATL
BTL
The 5 Ps
Product Features
Perceived Quality of Fit
Professional Support Ease of Use
Price to Budget
Personal
Box A BTL Needs
ValueStarTool
ROI
Time
Risk
Leverage
Brand
Box B ATL Cause for Change
}
VALUE
Initiate
Justify
Decide
Validate
Education
Cause/Effect
Split
Ann
Jimmy
Education
Separation
List of Needs
1
2
3
Skip
3
32
500
$2,500
$2,500
Weekends
The Printer Story
17
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
18
I-DateWhen they Transfer ownership
When are they going to
REALLY Commit?
Request a Decision
Request a Decision at every step
The Decide
Determine Change Energy
Honor the Split: 2 Solution Boxes
The 5 Ps
ValueStar
Get I-Dates
Review
Energy turns Leads into Decisions
Take The Quiz
Visit Our Homepage:www.M3Learning.com
Scroll to quiz:How ProActive areyou? Find out!
Thank You
Q & A
Action
Steps
M3 E-Mail Newsletter
www.m3learning.com
Skip Miller
Skipmillersalesacademy.com
Infusionsoft your Selling Effort
Turn Leads into Sales
ProActive Selling
24
