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

skip@m3learning.com

Skipmillersalesacademy.com

Infusionsoft your Selling Effort

Turn Leads into Sales

ProActive Selling

24