Download - Dr. Scott Baird - More Revenue… Faster! Shorten Your Sales Cycle Up to 66%

#SalesSummit | @Your twitter handle


More Revenue… Faster! Shorten your sales cycle up to

66%


Systematic Approach

“We are all the product of the systems we employ. We can never reach a level of achievement higher than the quality of our systems.”

- Dr. Scott Baird


Systematic Approach


Systematic Approach

• Increase Success Ratio

• Rapid, Substantial, Sustainable Sales

• Sell more… faster

• Shorten Sales Cycle – as much as 66%

… therefore, more revenue faster!


PROCESS & PLAYS

• Milestones that mark progression

• Stack the odds of success


Rapport

Positioning

Benefit

Proof

Schedule Next Event/Permission

PROCESS & PLAYS



Activity with your Sales Teams:

• Number of Prospects

• % with a Scheduled Next Event

What is that number?



Defined:

• Time, Date, Place - Certain

• Purpose mutually understood


Schedule Next Event/PermissionActivity with your Sales Teams:

• Number of Prospects

• % with a Scheduled Next Event

• % with actual Scheduled Next Event Time, Date, Place – Certain Purpose Mutually understood

What is that number? (Often find it is less than

10%)



Purpose:

• Alleviate friction in the sales process

• Sets the expectation toward the close

• Qualifies for interest



Principles:

• Law of Human Performance: People perform to

deadlines!

• Salesperson credibility

• Saves time and work

• Increases the likelihood of advancing the sale



Examples:

SNE: “Let’s get together to talk about your goals and your

priorities… [how does Thursday morning look for you?]...”

Permission: “Let’s talk about your goals and priorities, do

you have 30 minutes right now where we could go a little

deeper?...”



• Alleviate friction in the sales process

• Sets the expectation toward the close

• Increase Success Ratio

• Sell more… faster

• Shorten Sales Cycle – as much as 66%


Free Stuff:

www.griffinhillconsulting.com/summit

More Information:

[email protected]