shorten the sales cycle
TRANSCRIPT
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3 Businesses in 1 MSI
A Cycle - period beginning from cold contact
to securing a deal/enrolment. WI/CI business - 30mins to 3weeks
Corporate - 3weeks to 3months
Outreach - 3months to 1yearWhat is your Business Focus??
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MARKETING GENERATE LEADS
FOLLOW UP TO INVITE PROSPECT TO VISIT CENTRE FOR CLASS
AUDIT OR TOUR
MEET & GREET PROSPECT IDENTIFY THE DECISION MAKER
UNDERSTAND NEEDS THROUGH FACILITY TOUR
PROVIDE SOLUTION TO ADDRESS IMMEDIATE NEED
HANDLE ANY OBJECTIONS ASK FOR ORDER OR SET NEXT APPOINTMENT
UPDATE CUSTOMER RECORDS & FOLLOW UP DATE
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ACTIVE OR PASSIVE MARKETING?? FLYERS ADVERTISEMENTS ROADSHOWS SEMINAR TRADEFAIR OPENHOUSE DIRECT MAIL MAIL BLAST REACHINGOUT COLD
CALL/EMAILS/FAXES
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WALK IN PROSPECT
PHONE IN PROSPECT FAX IN OREMAIL PROSPECT
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PROPOSE BUILD CREDIBILITY
BUILD RECOGNITION
DE
MON
STR
ATE
PR
ODUCT
S & SER
VICE
S UNDERSTAND CUSTOMER IMMEDIATENEEDS
OFFER SOLUTIONS
GAIN COMMITMENT
CLOSE SALES
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WHENTO TOUR? MOSTEFFECTIVE AFTER CLASS AUDIT BESTTO DO THETOUR BEFORE INTRODUCING
PRODUCTS OR SERVICES THIS IS NOT A SITE SEEINGTOUR OPPORTUNITYTO DEMONSTRATE OUR SERVICES
AND ASK QUESTIONS TO UNDERSTANDCUSTOMERNEEDS
Course Consultant MUSTLEARNTO STOP TALKINGAND ASK QUESTIONS TO DRAW OUTNEEDS
ATTHEEND OFTHETOUR, Course ConsultantSHOULD HAVE ANSWERS TO THE 8 Q
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ACADEMIC ACHIEVEMENT
CAREER PROSPECT
TIME AVAILABLEFOR CLASS
EARLIEST STARTDATE
TYPE OFLEARNING SUPPORTS DESIRED
E-LEARNING/ CLASSROOM LEARNING
INVESTMENTAMOUNT
DECISIONMAKERFORTHE INVESTMENT
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Tell me more about your academic achievement to date.
What type of career/ job would you like to do in future?
Would you prefer day classes or night classes?
What is the earliest date you can start your course?
What type of learning supports you would expect from usto help you with your study?
Which mode of learning would you prefer? eLearning orClassroom?
How much would you be willing to spare for yourdegree?
Is there someone else that is involve in deciding on thecourse that I would know about?
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ALWAYS FOCUS ON PROGRESSION COLD CALL SET APPOINTMENTS TOUR UNDERSTAND NEEDS
OFFER SOLUTION FOLLOW UP CLOSE ASKFORREFERRAL
FOLLOWUP CALL BEFOREEACH CALL, DETERMINETHE CALL OBJECTIVE WHY AREYOU CALLINGTHE PROSPECT?
WHAT DO YOU WANTTO ACHIEVE? EMAIL
ENSURETHATTHE CONTENT IS PROFESSIONALLYWRITTEN
PROMOTION AND DISCOUNT WHENTO OFFER & HOWTO OFFER? Course Consultant MUSTWORKOUTTHENEGOTIATION STARTEGY
BEFOREMAKINGTHE OFFER. IF I CANGETYOU THE ADDITION 5% YOU ASKED FOR,WILLYOU BE ABLETO SIGN UP FORTHE PROGRAM TODAY?
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SHORTENING THESALES CYCLE
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WHAT IS LIFE?
Are you living or existing?
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Your Life = Your .
The Source of All Emotion is a
Constellation of Three Forces: A Pattern of PHYSIOLOGY
A Pattern of LANGUAGE A Pattern of FOCUS/BELIEFS
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TRAINED & EQUIPPED BORED TRY & TRY AGAIN CONFUSED
FRUSTRATED DEMOTIVATED DEPRESSED DELIRIOUS
DESPERATE SUICIDAL
TRAINED & EQUIPPED EXCITED PURSUE & GO FOR IT CLARITY
ENJOYMENT MOTIVATED/DRIVEN ELATED CONVINCED/CONFID
ENT
INSPIRED FULFILLED
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The two primary fears of all human beings:
1. Youre not enough
2. You wont be loved/liked/accepted
STRESS = FEAR
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ALL ARE DRIVEN BY ONLYTWO FACTORS:
1. BY VALUES YOU WANT TO HAVE.
2. BY VALUES YOU WANT TO AVOID.
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Everything we do, we do for six reasons:
1. Certainty
2. Uncertainty3. Significance
4. Connection
5. Growth
6. Contribution
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WHY & HOWYOU DO IT ISBASED ON:
YOUR VALUES & BELIEFS
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Values are the emotional states that we believeare importantto either experience or avoid.
Two Targets:1. Success, Love, Joy, Adventure, Wealth, Peace,
Health, Security, Passion, Ecstasy
2. Failure, Frustration, Hate, Depressed, Lonely,
Rejection, Bored, Guilty.
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A Belief is a feeling of Certaintyabout what something means.
(An strong perception of Certainty?)
Th
ree beliefs for lasting success:
1. IT MUST CHANGE ..2. MUST CHANGE .3. CAN CHANGE
Why MUST I CHANGE?The PAST does not equal the FUTURE,
unless you live there!
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Beliefs are never absolutely true Beliefs are not proven facts
Do you know what were previousresults?
Do you know what is expected of you?
Do you belief you can achieve
$300K/month? When do you think you can achieve this
target?
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Can I
Give Me Not Sure/Dont think so. Dont Know Dont Understand Dont Care I thought/Assume
Lets See Later (Wait & See) Next Day/Week/M/Year Let it Happen Will Try Will Help T
old Him/Her Passed to Him/Her Have To,But Should Have,But How can you Help Me Why not?
May I
Please/K
indly Make Sure Find Out Do My Best to Understand Do Care Have we/I? Will See to it Do it Now Today,This Week/M/Y Make it Happen Will Do My Best Will Ensure Informed Him/Her Clearly Made Sure He/She is Aware Want To I Must How can I get Help How about ?/ Perhaps ? I Choose
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What is your self-talk?
(Are you programming yourself for
success/failure?)
Am I not good in selling?/ Am I a top sales force? I make mistakes after mistakes?/ I learn from
mistakes
I lost big prospects/clients?/ I will get a bigger onenext
No one is calling?/ I MUST call them?
This is hopeless?/ I MUST change until I see
results?
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Programming yourself for success
Just say(tell yourself) :
I Can Do IT and I Will Do IT!
If IT does not work, I Will Changetill IT Works!
I am Responsible for my Actions;I Will Choose to Change IT if
needed!
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CERTAINTY IS
CREATED WITHIN YOU
NOT BY YOUR
ENVIRONMENT- Anthony Robbins