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| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto
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| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto
Changing Your Prospecting Messaging To Increase Opportunities
Tibor ShantoMarch 23, 2017
| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto
Today’s Focus• The importance of dynamics – prospect's
environment > expectations, & responses• How to stand out from competitors• How to expand your total potential target group• Developing a process for constant improvement• A variety of practical techniques & prospecting
strategies that you can implement right away
| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto
Disruptive Marketing
| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto
Disruptive Marketing
| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto
The Challenge• How many unsolicited calls do the get every day?
• 1,200 a year• 6,000 over the last five years
How are you going to sound different?
5
| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto
Value
• prop·o·si·tion/ˌprɒpəˈzɪʃən/ Show Spelled[prop-uh-zish-uhn] Show IPA
noun 1. the act of offering or suggesting something to be
considered, accepted, adopted, or done. 2. a plan or scheme proposed. 3. an offer of terms for a transaction, as in business.
Value Proposition
Still A Pitch
| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto
Next Year’s Quota
| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto
Status Quo• Happy• Not Looking• A Reps biggest competitor• Averseness to changes • Satisfied
| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto
75% of customers who leave or switch vendors for a competitor, whenasked, say they were ‘satisfied or completely satisfied’ with the vendorthey left, at the time they switched.
‘Customer Loyalty Guaranteed’ Bell & Patterson
Old Perception: Happy – Satisfied – Not Looking
Yet to be presented or perceive a means or path to Objectives – Worth switching for!
| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto
What Do They All Have in Common?
| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto
Risk Avoidance
Financial
Productivity
Time Shifting
Role Based Interest
Objective Blocks
| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto27
360o Deal Review
| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto
Appointments
Prospects
Proposals
Leads
Metrics
Sales 1
2
2
2
3
6
12
24
| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto
Annual Target Average Deal Size
$500,000 $10,410Monthly Target Sales Per Month
$41,667 4.00
Conversion Rates: Ratio
PROPOSAL to CLOSED! 60%DISCOVERY to PROPOSAL 55%INITIAL MEETING to DISCOVERY 75%
PROPOSAL 7DISCOVERY 12INITIAL MEETING 16
Prospecting Ratios Average Monthly
Required Daily
Prospecting Activity
Attempted calls (Dials) 12 194 10Talk to (Contacts) 6 97 5Appointments 1 16 0.8
©RenborSalesSolutionsInc.2004-2012
Monthly Actuals Needed
Monthly Initial Meeting Reaquired
| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto
Time Allocation
• You can only allocate time, you can’t manage it• You can manage activities within the time allocated!
Prospecting %Selling %Acc’t Management %Admin %Prep/research %
%%%
| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto
Manage Activities
| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto
A Proven ProcessI - InitiateE - Engage
IQ - Impact QuestionR - Ready TiA - Take it AwayS - Secure
| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto
NO!
NO!
NO!
NO!
Objections – Rejection
| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto
Handling ObjectionsA. AcknowledgeB. Credibility C. InvolveD. Call to Action – Commit
https://is.gd/OHH_DL
tibor.shanto@sellbetter.ca
| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto
Voice Mail
Always Leave a Voice Mail
• It is a Touch Point – One of the 8+ you’ll need
http://www.youtube.com/sellbetter
| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto
SalesBuyersEngagementVoice Mail Call Back
InitiateEngage >> 'Impact Question'RequestTiASecure
Please Leave A Detailed Message!
Voice Mail
| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto
Voice Mail
Always Leave a Voice Mail• Be counter intuitive > Less is Better!• Assume you are calling Steve Jones – he works for
Trucking Central• Assume you’ve done business with Down The Road
Trucking
▪ “Steve Jones – This is Tibor Shanto from Top Choice.
▪ I can be reached at 416 555-1234▪ When you call, please reference Down The Road
Trucking"
| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto
Persistence is Key
| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto
Pursuit Cadence • Over what period
Monday Tuesday Wednesday Thursday Friday
Week 1
Week 2
VM VM
EM
Call
LI
Snail Mail
TxT End Call
| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto
Modes of Communication• More channels than ever
| +1416822-7781www.SellBetter.caExecution– EverythingElseIsJustTalk! |@TiborShanto
Ranked8thontheTop30SocialSalespeopleInTheWorld– Forbes.com2014Top50Sales&MarketingInfluencersfor2015– TopSalesWorld50MostInfluentialPeopleinSalesLeadManagementin2014Top50Sales&MarketingInfluencersfor2014– TopSalesWorldTop25SalesInfluencersfor2014– OpenView LabsGoldMedalTopSales&MarketingBlog2013– TopSalesWorldAwards
Tibor Shanto
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