linked in advanced sales training session one - how to work your 20 minutes a day productively...

www.ForwardProgress.net (877) 592-6224

LinkedIn Advanced Sales Program

Session One

How to Structure Your 20 Minutes a

Day to Generate New Sales


•  Founder and CEO of Forward Progress, Inc. •  Train and Coach over 2,000 people a month •  Trained and Coached over 60,000 in Social Network Skills •  Over 30 years in Business Coaching, Consulting and Training •  Call Center, Internet, eMarketing, Event Management, •  Lead Generation, Web Seminars, eLearning, eSelling •  Over Two Billion Dollars Sales, over 100 Million Leads, Helped

Thousands of People using Internet Based Lead •  Financial Services, Real Estate, Professional Services, Legal,

Accounting, Manufacturing, Telecommunications, Technical, Insurance, Agencies, Auto, Retail, Banking, Educational and Channel Sales…..

Dean DeLisle

Using LinkedIn for New Business Development


Game Plan Road Map to Success

1. LinkedIn Advanced Sales Training – Our

most popular sales training using LinkedIn, which includes two live online 60-min training classes. Classes begin today, the second class will be next Thursday, January 17th at noon CST.



2. Live Coach Chat Sessions – where we have our expert coaches on the line for 30 minutes every Wednesday at noon CST, you can ask for as much help as you need. We take members on a first come first serve basis, so please submit your questions for any upcoming coach chat to [email protected]. Sessions begin January 16, noon CST. You will be automatically registered and reminded using our GotoWebinar System.



3. Social Jack System Orientation Classes – This is a three-part Class to introduce you to the exclusive Social Jack Social Network Building System. This will show you how to properly build and interact with your Social Network to increase your sales results for 2013. This system can be used with any Social Network Platform, however we feature LinkedIn as a primary example. Starts Tuesday, January 15 at noon CST.



•  Gained access to your recordings •  Downloaded the materials sent

•  Worksheet •  Language Sheets •  Slides for beginner and these classes

•  Share with your team •  Watch recordings •  Use the materials

[email protected]



•  You should have

•  Valid LinkedIn Account (only 1) •  Stellar Profile •  Reviewed and Adjusted Setup •  Built Initial Connections •  Downloaded Materials •  Saved Links •  Reviewed with your Team



•  Advanced Sales Techniques •  Sales Goals and Objectives •  Build Your Plan – 20-Minutes a Day •  Plan Your Week •  Work Your Plan •  Measure •  Adjust •  Keep Active!


Contest!


Commitment to Results


Sales Goals and Objectives • Marketing

• Leads • Traffic • Registrations • Friends • Connections • Comments

• Sales • Dials • Clicks • Connections • Appointments • Proposals • Closes


Sales Goals and Objectives


Objectives – What’s Possible 1.  Number of current contacts in your database? _____ 2.  ____% or _____ people that feed you referrals or

bring you direct business monthly? 3.  Average transaction amount earned $______? 4.  Total monthly volume calculated on referrals

(#2 x #3)= $_____? 5.  Growth

a)  20-Minutes a day b)  work social network

6.  In 20-min a day you can generate 4 referrals – 25% close ratio brings one more per day how much additional revenue does that generate $______?


Objectives – What’s Possible 1.  Number of current contacts in your database. 200 2.  10% or 20 people that feed you referrals or bring you

direct business monthly. 3.  Average transaction amount earned. $ 2,500 4.  Total monthly volume on referrals (#2 x #3)= $ 50,000 5.  Growth

a)  20 Minutes a day b)  work social network

6.  In 20-min a day you can generate 4 referrals – 25% close ratio brings one more per day, increase in revenue would be $ 12,500\weekly x 4 = $ 50,000.


Objectives = Your Goal = Destination

How many appointments do you need per week? What type?

•  Qualified •  Referrals •  Partners •  Hubs/Networkers


Work it – Score it!

4 Weeks of Sample Activity Mix


•  Cognitive Learning

•  Current State

•  Ideal State

Current State vs. Ideal State

Kaizen events are multi-day improvement activities aimed at creating change to a process. During the event, the improvement team understands the current state, defines an ideal state and then develops a plan to create change headed in the direction of the ideal state.


Authenticity Defined

Authenticity is ….


•  Genuineness •  Undisputed credibility •  Real, honest, worthy of belief, sincere •  True to one’s values, spirit, personality, and

character despite external pressures •  Congruence between who you are on the

inside and how you are on the outside •  Behavioral integrity – doing what you say •  Reciprocity, Mutuality

Authenticity Defined


Comatose •  Asleep •  Spaced out •  Psychotic

Kind of Sort of • Autopilot

Activity not tied to yearning

Engaged Deep Engagement

Transformative Engagement

Mis-Engaging Engaging

Consciousness; Tied to Yearning, Emotions

Engagement Continuum v3"

Disengaged

*Terms from Click: The Magic of Instant Connec4ons by Ori & Rom Brafman

Pha4c: social nice5es

Factual: objec5ve data

Evalua4ve: opinion & judgment

Gut Level: emo5ons, hear@elt

Peak: * What do you care about?

Dr. Bob Wright – Wright Leadership Institute


Mining Your Network Gold

•  What does the best person in your network look like?

•  What does the worst person in your network look like?


445 East Ohio Street, Suite 400, Chicago, IL 60611 T 312.645.8300 www.wrightexcellence.com

May be transferred and used only with appropriate licensing.Copyright Wright Business Institute, Inc. 2010

A4S

Sell by Networking: Spring Session One - 9

What is a Network?

What is a Network?

________________________________________________________________________

________________________________________________________________________

________________________________________________________________________

________________________________________________________________________

________________________________________________________________________

Elements of a Network!ode: Individual

Link: Connection between two nodes

Cluster: Several linked nodes

Hub: Large cluster or several clusters

445 East Ohio Street, Suite 400, Chicago, IL 60611 T 312.645.8300 www.wrightexcellence.com

May be transferred and used only with appropriate licensing.Copyright Wright Business Institute, Inc. 2010

A4S

Sell by Networking: Spring Session One - 9

What is a Network?

What is a Network?

________________________________________________________________________

________________________________________________________________________

________________________________________________________________________

________________________________________________________________________

________________________________________________________________________

Elements of a Network!ode: Individual



Hub: Large cluster or several clusters

Node: Individual



Hub: Large cluster, several clusters

Network Science

Courtesy of US Army


Network Science


•  How many LinkedIn Connections ____________ •  How many Facebook Likes\Friends __________ •  Total _____________ x121.5 _____ x 52.4 _______

•  = Your Estimated Total Social Reach __________

What is your real Social Reach?


Network Science – Best Relationships List Top 5 People

List Top 10 People

List Top 25 People

1.  What % of your business Volume do you get from the Top 5? 2.  What % of your business volume do you get from the Next

Level? 3.  What % of your business volume do you get from the outer

layer?


Network Science

YOU!

HUB?

HUB?

HUB? HUB?

HUB?

HUB?


Your Ideal 40 or ID40 These are the “Ideal 40 People” in your

network who will serve your destination. You will have the most in depth relationship and rapport with these people and they will help you in your career path. This is an evolving

list of ranked connections. These connections can change in rank or be removed if it proves that there are others that seem to be a better fit. It does not mean that you will not maintain contact or relationship with them, you will just

focus on working with the Top ID40 to achieve your ideal sales destination.


Your Ideal 40 or ID40


Schedule IT – Social Jack Time

20 Min a Day!


Please Log into LinkedIn Now…


Work it – 20 Min Max!



HOME PAGE SCAN


Decide!


Status Updates VALUE BASED

POSTING


Flipping on the Add!


Add Targeted-Trusted Connections


Send Yourself Leads!


2 Old – 2 New   2 of your newest connections (#1)   2 of your oldest connections (#1)   1 within your reach (#2 – Network Diving)


Set the Hook


Your Social Sales System! 1.  Determine your Appointment Goal 2.  Commit to your activities for the week 3.  Schedule it in your calendar 4.  Do it!


Assignments 1.  Confirm Your Goals 2.  Commit to your activities for the week 3.  Schedule it in your calendar 4.  Do it!


Contest!


Contest! Win a One-on-One Sales

Coaching Session - $200 Value First One to Turn In 2 Appointments using

todays techniques 1.  Need Name of confirmed appointment 2.  Appointment Date/Time 3.  Technique Used 4.  Email to [email protected]


Let’s Connect!  TWITTER: http://twitter.com/deandelisle  FACEBOOK: http://facebook.com/deandelisle   LinkedIn: http://www.LinkedIn.com/in/deandelisle

[email protected]

Join our Fan Page for access to upcoming classes -‐ http://www.facebook.com/ForwardProgress

FOLLOW THROUGH!

linked in advanced sales training session one - how to work your 20 minutes a day productively...

Documents

new sales

sales results

game plan road map

channel sales

dollars sales

popular sales training

plan measure

training classes