Industry Rockstar Sales & Negotiation Rockstar
Webinar #1
Fundamentals & Foundations Of Top Closers HANDOUTS
Where we start…You must know what you are selling
Chose a product or service you will use for this course
Emotions & Sales
Products/Services solve a pain… For a person.
People buy Pain Killers (not Vitamins)
Audio Logo
Who are you selling to? (Target Market)
What challenge do they have? (Problem)
What solution do they get? (Results)
Audio Logo
Typically my clients/customers are (Target Market),
Who have the challenge of (Problem),
I help them get (Result(s)).
L—S—F
LEADS SALES FULFILL
Marketing Closing Deliver
Opportunity (Attention)
Cash Testimonial
Curiosity Right Gratefulness
The key to success…(offline)“Who do you know?”…
Results question: Who do you know that would like to have (X result)?
Client profile: Who do you know that (fits your Target Market profile)?
Together: Who do you know that (fits your Target Market profile) that would like (X result)?
11 Ways To Lead GenActive Lead Generation!
1. Friends, Family & Colleagues – Who do you know conversations!2. Call past customers - Who do you know conversations!3. Cold Calling – After doing some research and pre-qualifying the best you can 4. 3 foot rule – any one within 3 feet of you is a potential client or connection 5. Trade Shows/Networking Events – Approach new people and network through using our Alpha Systems 6. Lectures, presentations & Teleseminars – Publically display that you are an expert in your field 7. Buying lead lists – Purchase prequalified, or industry specific leads8. Free PR/Media - Interviews or articles written about you or your co.9. Joint ventures or marketing partnerships – co-branding opportunities10. Social Media – Web 2.0 (blogs, social networking), Webinars, Affiliate Programs, Website (search engines), e-Newsletters, Email blasts, !11. Outrageous stunts – think U2 when they set up on top of that building in LA!
Nested Frames Of InfluenceRapport
Sales Process
Controlling The Conversation
Objection Handling
Negotiation
Markets (Commodity Vs Value)!
Commodity Market
• Price set by competition • Little or no pre-sales
interaction with customers • *Purchase decision is
primarily based on price. • *Customers have so many
options, they don’t even bother to investigate them all
• *Customer loyalty less
than 25% (more than 75% of income comes from one-time customers)
Intermediate Market
• Price based on cost of goods or services
• Pre-sales interaction
controlled by customer – serving as a comparison tool for them
• Purchase decision is
based on price with some weight given to quality
• Customers have other
options and they know it • Customer loyalty between
25% and 60%
Value Market
• Price based on value received by customer
• Pre-sales interaction is
significant • Purchase decision
requires a “leap of faith” experience for customer
• Customers may have the
experience that there is no other option for this product or service
• Customer loyalty above
60% and is sometimes 90% or more
5 Different Types Of Value
PV - Perceived Value (Marketing)
DV - Discovered Value (Sales)
UV - Unexpected Value (Use)
GV - Guaranteed Value (Close)
FV - Final Value (Reflection)
Lead Flow Cycle
Introduction 1st meetingClosing meeting
PV DV GV
Phone/Skype/IP
Curiosity Hope Right
Phone/Skype/IPPhone/Skype/IP
Setting up meetings to win
• Research them and/or their company • Send them something cool that’s useful and relevant to them
(builds rapport) • Look for more ways to create rapport based upon
commonalities • Send an immediate calendar invite to lock meeting • Email the day before the meeting to remind them • Context the intention of the meeting • Ask for 1 action for them to take at the meeting • Have some “urgency” factor prepared • Make a promise that you fulfil
Transitioning People That Know You To A New Context
“You have known me as (X)… !
For the last (Time) I have been (researching, studying, applying, etc)… !
I find I have a real talent & big passion for (X)… !
So that’s why I’m now doing (Z)… !
And I’m wondering who you know that…”
Week Challenge: !1) Get your Audio logo groove on and start networking with it !2) Set up 3 meetings !3) Take 2 people out to lunch (for a JV or possible client) !4) Watch the NLP home study on Rapport Techniques