workshop @collegium da vinci
TRANSCRIPT
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?
