workshop @collegium da vinci

BY: SYED ASAD

Sales Workshop

BACKGROUND

Who the hell am I?

What you will learn?

How qualify a customer

How to perform an online research for sales

prospecting

How to craft professional sales email that will get

leads

How to 'close' enterprise deals

Sales Philosophy

Everyone lives by selling something

Sales & Marketing

Sales = Sell What’s in Stock

Question Time

What is a Lead(Persona)?

Selling to people who actually want to hear from you is more effective than interrupting strangers who don’t

- Zig the man

Exercise Time(Discovering Needs)

Qualify the Person sitting next to you

Qualification

How to Qualify a Lead?

BudgetAuthorityNeedTiming

What is your sales pitch?

For ------------------(Ideal Customer)

Who is unsatisfied with-----(Current Alternative)

Our product is a-(Product Category)

That---------(Key Benefits/advantages)

Unlike------(Competition) We have assembled a product

that-(Unique differences)

Objection!!!!

Sales objections are roadblocks, not dead ends

Lesson

Don’t be a brochure! Be a sales person

Let’s try again

Sell me this Pen

Excercise

Lesson: until you have determined the real need, you can't expect to

sell anything successfully.

Closing

Always go for the close

Do you want to buy or not?

Sales Process

Preparation

Prospecting

Sales Process

Define Ideal Client

Searching for leads

Create a list

Send cold email – follow upInteract with the lead

Qualify the lead

Schedule a demo

Create an Opportunity

CLOSED WON

CRM

How you gather, manage and use information will determine whether you win or lose- Bill Gates

5 Min Break?

Outbound lead gen sources

Data.com

Data Miner/Web Scraper

Inside View

Quora ( The new guy on the block)

Lead 411

And the king of em all LinkedIn

Believe you can and you're halfway there.

- Theodore Roosevelt

Want to know the key to success in sales?

Consistency

Do or do not. There is no try.

Money is a Bitch that never sleeps, Slip once and it’ll be gone

forever!- Syed(the sale closer)

Sales

If your product genuinely solves a problem for someone, reaching

out via email is a legitimate, ethical and effective way to make someone aware of your service.

Exercise Time 10 mins

Write a cold email to the CEO of UsabilityTools and offering to sell

pens

Email Bible

Short and Sweet Specific To the point Clear call to Action Neatly Presented Not longer than 2 scrolls on a

smartphone Always, Always follow up in the same

thread Visualize the Email

Cold Email - Template

Hi XYZ,

I have been doing some research about ABC to determine if there is a need for UX tools, which could help you monitor user behavior on your website or carry out UX research or remote usability testing.

Could you please help me by pointing me to the best person there for a brief discussion? Please have a look at our website www.usabilitytools.com Best,

Syed

And the secret sauce is…

Signature

Subject: xxxxxxx

Syed AsadHead of Sales

UsabilityTools | http://usabilitytools.com/

Phone: +1 650-681-9613

Skype: asad_usabilitytools.com

Follow up like a CHAMP!Never.Ever.Stop!

It is not your customer’s job to remember you. It is your

obligation and responsibility to make sure they don’t have a

chance to forget you

- Patricia Fripp

Example

Made a sale – after 21 follow-up emails over the space of 6 months

80% of all sales are made on the 12th – 19th contact. 15 years ago it took on average 2 – 4 contacts before

concluding a sale.

Sales

Account Executives

Closers

Customer Success Management

Farmers

Qualifiedopportunitie

s

Inbound Leads(SEO, Webinars)

OutboundEmail Prospecting

Hire character. Train skill.

- Peter Schulz, Porsche

Sales Development

Qualifiers

New Clients

Process

It’s not ABC, it’s ABQ - Always Be Qualifying

- Syed Asad, UsabilityTools

Sales Prospects vs Sales SuspectsBANT vs CHAMP

Prospects Leads Opportunities Closed WON

10 deals40 opptys160 leads640 prospects

Closing Enterprise Deals

Two words…

Patience & Consistency

Sales Styles

Wolf (of wall street) Or a Lamb?

Sales is a number’s game!

Question

Who wants to work for UsabilityTools?

Thank you for your time

Syed Asad, Head of Saless.asad@usabilitytools.com+1 650 681 9613