Eagle Eye Selling - Selling Above the Trenches: Recent Episodes
Chris Marchetti
New and experienced sales professionals and entrepreneurs will be able to receive basic and advanced sales training, communicate and collaborate with other sales professionals and owners. Learning, not just concepts, but real-life ways successful sales people are succeeding.
Ask Questions about the Approval Process and those that Will be Involved What are the normal steps to get something approved? Timeframe? Who is involved? How do they feel about the project? Who else can jump in? What could delay or stop this? Who could be a road block and why? Can we talk with them separately or pull them into the meeting?
http://success.eagleeyeselling.com (http://success.eagleeyeselling.com) What is a champion? What can they do for you? Take ownership of the project Organize the meetings Give insight Lead you to another champion How does it help them? You edify them Let them take ownership so they appear as the thought leader in the organization Always keep them involved even if there are other champions Thank them along the way and after the close
Quote of the Day - “Always do right. This will gratify some people and astonish the rest.”— Mark Twain “With integrity, you have nothing to fear, since you have nothing to hide. With integrity, you will do the right thing, so you will have no guilt.” ― Zig Ziglar Have integrity with your Clients/Prospects Always be honest If you don’t know the answer tell them and then find out “BS” will always be uncovered Do what you say you are going to do Integrity builds trust and confidence Will be great referrals and solid customers Have integrity with your peers(internally and competition) Always be honest
Internally Work together/be a team player Do what you say you are going to do Be reliable NEVER bad mouth to others or at all
Externally Be a fair competitor Be honest about what you know about the competition Don’t bash or lie about your competitors Be friendly when you see each other Leave the battle on the field You never know when you may need each other Plenty of business for all
This is meant for a sales team, division to division, up the line to manager, director, etc. Also, for the new entrepreneur with little or no employees. Sales to Sales Build from each others successes and failures Help each other with strengths and weaknesses Sales to Marketing or Customer Service If you pass along a client to cust. Serv, discuss what the client is about. They may struggle to get clients to call them back. Sales can be looked upon to ways to do this. Cust Serv may be able to help sales who struggle with making effective calls Business owner to business owner Networking group Social functions Learning groups Build Team Spirit Common goals create drive and energy Complementary skills and abilities Everyone has talents that can share and teach Don’t hoard what is giving you success. Don’t hoard what is giving you failure. This gives you and others the ability to learn
Where you will be in life and in your career is directly attributed to: The books you read or listen to The audios/videos you listen to or watch The people you associate with
Daily Diet of self help material
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Build Your Pipeline Around your Signings
In our last podcast, we discussed the sweet spot and how to take advantage of that while not ignoring the rest of your territory.
One way to build on your sweet spot and find possible new sweet spots is to build your pipeline around your signings. This include geographically, industry specific, size of the company, etc.
Once you have a client, see who they know in their industry or the locality or business group that they can help you meet.
Do a marketing blitz announcing the new client and why they signed on.
Send that to local companies, similar industries, similar size companies
With training, see if you can invite other companies to sit in. bring in a lunch/breakfast and promote it.
Especially, if you have a strong champion in that company, or an individual owner of a small business, use their assistance as long as they are willing to.
Be sure to always be grateful and get them a gift for their time.
https://i0.wp.com/eagleeyeselling.com/wp-content/uploads/2019/04/Episode-14.png?ssl=1 ()What is the “sweet spot”?
Learn your sweets spots. Work those areas hard but keep working all areas.
As you prospect your territory, whether it is a geographic, industry, company size, etc, you will find there is a particular part of that territory you will thrive in….
Spend most of your time in that area so you are hitting your numbers.
Gather quotes/success stories for clients in that sweet spot for marketing.
Constantly evaluate why that is such a strong part of your territory to find similarities and differences. These differences could open new sweet spots
The other areas, do not forget about because you will still find success and may find new sweet spots
Tailor your marketing on whether it is a sweet spot or another area.
Market towards similar, local prospects with specific examples of similar clients
Test market different ideas to see what starts to work in the less producing parts of your territory
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EES 13 – Never Stop Prospecting
Prospecting is what keeps the pipeline full. You must continue prospecting in good times and bad. By consistently prospecting, the bad times are limited. Effective time management is needed.
EES 12 – Know Your Numbers
Know your pipeline steps. Work from the bottom up to determine the numbers needed at the top. Know your numbers for each step of the pipeline. Sales is definitely predictable if you know your numbers Prioritize your activities Learn what activities are valuable Learn what activities are secondary or are wasting your time Evaluate your numbers to tweak, if needed
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Follow Up
If you left with a “to do” list and questions that need answered, be sure you follow through
Prepare a professional email thank you follow up with any material, questions, etc. you promised to get back to them.
Review your agreed upon check list to see what you can work towards
Start to prepare any references
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Become part of their vision
Bring ideas
Build rapport
Be a resource
How I Raised Myself from Failure to Success by Frank Bettger
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Be prepared with your standard fact finding questions
Areas to cover:
Questions around the problem you have the meeting for
Questions around impact of those problems and how they effect your contac
Questions around other potential solutions, future products you can offer them
Questions around the pain they are trying to solve and why
Questions around decision makers and processes to get to a signature
Questions around the road blocks – people and step(s) in the process
Questions around timeframes, finances, etc
Trial close
Close for the next steps and timeframe.
https://www.youtube.com/channel/UCzO-AG4Vsr01_80n9PRM_Ww?view_as=subscriber (https://www.youtube.com/channel/UCzO-AG4Vsr01_80n9PRM_Ww?view_as=subscriber)Find out their approval process, possible hurdles, organizational approvals
Tweet This
https://i1.wp.com/eagleeyeselling.com/wp-content/uploads/2018/11/Podcast-8.png?ssl=1 ()What are their issues?
Be prepared with your standard fact finding questions
Be prepared with your research on the company
Have flexibility and confidence to take the conversation down many paths
Listen to the prospect but control the meeting
You are asking the questions. When/if they ask, answer but find out why they asked that question. Stay in control
Find out their approval process, possible hurdles, organizational approvals
trial close
Close for the next steps and timeframe.
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Mental & Physical preparation
Know who will be in meeting. Suggest who should attend. Be sure decision makers, users and “nuts and bolts” people are in meeting(IT, Legal, etc).
This is your meeting, your show. If the right people are not in the meeting, consider changing the meeting day.
Turn off your cell phones, ipads, etc.
Material prepared neatly, properly and enough for the room
Note pad, pointer, etc.
Practice
Mental state, self talk, motivational words or music
IN the meeting:
Stay in control of the meeting
Thank you
Tell them what you are going to show them, show them, tell them what you just showed them
Get constant approval or draw out concerns/objections
No concerns/objections should be a BIG concern
Clear and to the point.
If there are questions/objections step toward the person asking the question? After you reply, confirm you addressed their question.
When you are done, trial close
Close for the next steps and timeframe.
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People don’t remember what you say, they remember how you made them feel.
Honest “Lavish Praise”
Make the customer feel that you care about their issue and what they are saying
If this is a long term relationship, find out about their family and remember.
Build Trust
Once they know you care and trust you, they listen to how you can help them
Find out their goals, pains, etc.
LISTEN – 2 ears, one mouth
https://i0.wp.com/eagleeyeselling.com/wp-content/uploads/2018/10/5.png?ssl=1 ()Goal Setting
Now that we have discussed how to set goals for your personal quota, let’s discuss what other goals you might want to develop for the new year.
Develop you
Know your product
Know your competition
Know the marketplace/Territory
How will you help your teammates?
Giving back & paying it forward
How will position yourself better within them sales department/company?
Goal Setting for sales professionals, new entrepreneurs and managers
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Body Language, Posturing, Non-Verbal Communication Podcast website Eagle Eye Selling
Body language
What is your body language telling the customer?
What is your customer’s body language telling you?
Posture yourself for success
Non-Verbal Communication – % of communication is non-verbal
Why is this important?
What is your struggle? How can this podcast help you?
https://eagleeyeselling.com/ (Home)
Dress for Success
Dress appropriately based upon your industry, geographic location, type of meeting, etc. Dress above your audience Why is this important?
What is your Struggle? How can this Podcast help you?
http://www.eagleeyeselling.com (http://www.eagleeyeselling.com)
Podcast 1 Introduction to your Eagle Eye Selling Training and Collaboration Podcast
Welcome to Eagle Eye Selling and our Podcast.
What does selling above the trenches mean?
What this podcast will be
3 days a week – M, W, F
Mondays – sales training/topic of the week/Audio Book of the week
Wed – Interview day
Friday– Questions answered
What is your struggle? How can this podcast help you?
Intro about me
Resume
What I do when I am in a new position
How I succeed
Sales is a contact sport
What this podcast won’t be
Sales is a Profession and should be treated as such
Get in Touch
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Enter Email
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