WhoStoleMySalesProcess?

RISING TIDES ALLIANCEBusiness Networking

The Briarcliff Manor November 11th, 2015

5 Steps to recover control of your selling

Presents

WhatHappened?Manysellingprofessionalscangradually,orsuddenly,findtheirsellingprocessisoutofcontrol.Why?•  Vic:mofsuccess,goingonautopilot,lossoffocus•  Deliveringtoclientstakesawayfromfindingnewones•  Notenoughnewbusinessconversa:ons•  Timehasbecometheenemy

Areanyofthesefamiliartoyou?Therearemanymorereasonswelosecontrol…assumingyoueverreallyhadit!ThegoodnewsisthatwithaliFlefocus--anda5stepplan--youcangetbackinthedriver’sseat...

PROSECTTOASPECIFICPLAN•  There’sadifferencebetweenplanningprospec:ngandhavingaprospec:ngplan.Forasuccessfulprospec:ngplan:

SalesControlRescueItem#1

1.   IDENTIFYyourtargetcustomer(s),evenIfyouhavemany2.   SEPARATEprospec:ngintodifferentac:vi:es,PRIORITIZE

andenumeratesuccess,limitlowresultsac:vi:es3.   PLANyourresultsthendeterminewhatbehaviorsare

requiredforeachresulttooccur4.   MEASUREandbeACCOUNTABLEformee:ngyourbehavior

andac:vitytargets,trustthatresultscomefromtheeffort5.  Putprospec:ngac:vity(s)onyour

CALENDAReveryday

SalesControlRescueItem#2CREATE,NURTURE,EXPLOITandPROTECTRELATIONSHIPSALLAROUNDYOU•  Salesac:vityisreallyaboutrela:onshipsandrela:onshipopportuni:esareabundant!

1.   CREATEnewrela:onshipsfromprospec:ngandnetworking.Evenifthereisnosalelookforvalueineveryencounter

2.   EXPLOITyourrela:onships,askforbusiness,referrals,tes:monials…ifyouworkedforthemtheywillworkforyou

3.   PROTECTyourclients,evenifitisfromthemselves,loyaltybuildsopportunity

SalesControlRescueItem#3STOPGIVINGITAWAY!•  Youmaythinkyouraresellingwhenyougiveoutfreeadvice,offeryour:mewithoutcondi:onorotherwisethinkthatthemoreyougive,themoreyouwillget…buthopeisnotastrategy!

1.   RESPECTyour:measvaluable,imagineyourmeterisalwaysrunning…ifyoudon’twhyshouldanyoneelse?

2.   HELPbyallmeansbutaskifthereisaclearresultornextstepbasedonyourefforts/answers.Explainyou’dbehappytohelpbut…rememberyouareselling…notgiving

3.   OFFERyourclient/prospectaconsul:ngsessionandlethimknowyoucandiscountit.Bringingupacostpresentsavalueanddemonstratesyourbeliefandselfrespect

SalesControlRescueItem#4IMPROVEYOURQUESTIONS•  Youneedasellingplan,aprocess,insideyourProspec:ngPlan.Keytothatisques:ons,listeningandobservingandhomeinwithmoreques:ons.Q’snotA’srevealtoprospectstheyshouldbuy!

1.   PLANyourques:onsanddemonstrateyourvaluenotwiththeanswersyougivebutbytheques:onsyouask

2.   GETCONTEXTandunderstandhowyoursalefitstheirneed.Makethemvalidatewhybuyingisagoodideaanditwon’tseemlikeyouhaveyourinterestsfirst

3.   BECONFIDENTbutunsureyouhavetherightfit.Themoreyoucanpullyourclientinwithques:onsandobserva:onsandalackofselfinterestthemoretrustyouwillcreate

4.   SEEANDSAYliketheoldtoy;don’tbeafraidtospeakoutandsaywhateveryouobserve:facts,reac:ons,emo:ons…askpermissionandbebold

SalesControlRescueItem#5CLOSETHEDEALORENDTHECHASE•  Toomanysalespeoplera:onalize:meandtouchestoequalopportuni:es…

1.   ASKforthebusiness.Whetherthat’s“Whatdoyouthinkweshoulddonext?”oraskingforadescrip:onofwhatwouldhavehappenedifyouweretogetyourbusiness...youneedtodecidetocloseineachencounter

2.   BEREAL,asmuchaswewanttobeop:mis:crecognizingwhenthereisnorealopportunityandendingthechasesavesreal:me

3.   GETSOMETHINGfromeveryopportunity,justbecauseyouclosethefileonasaledoesn’tmeanyoudon’texploreorkeepopenfutureopportuni:es

SalesControlRescueSummaryTORESCUECONTROLOFYOURSELLING…•  Followthese5Steps:

1.   Prospecttoaplan2.   Create,nurture,exploit,protect

relaKonships3.   Stopgivingitaway4.   ImproveyourquesKonsandlistening5.   Closethedealorendthechase

TomFoxPresidentMyEurekaSoluKonsLLC

1315ParkAve.Mamaroneck,NY10543P:917539-6617E:tom@myeurekasolu:ons.comhFp://www.myeurekasolu:ons.comTwiFer:@TomFoxTrainer

ContactInfo

RisingTidesAllianceBasedinWestchesterCounty,NY,RTAisanetworkingorganiza<onthatbelievesnetworkingshouldbemorethanhandingoutabusinesscardorcoaxingreferrals.Thetruegiverknowsthatthe<deraisesallshipsandallowsyoutobeapersonofvaluetootherswhiledoingverywellforyourself.•  www.rising:desalliance.com•  Monthlymemberbusinesstobusinessnetworking•  Meet2ndWednesdayofeachmonthatTheBriarcliffManorinBriarclaffManor•  Monthlysmallgrouporone-on-onefacilitatednetworking•  BusinessProgramsinSalesandKeyOpera:ngIssues•  MemberExpertPanels•  MembershipInfoContact:

PerryDiNapoli:914804-6234perry@thebriarcliffmanor.com