Upload
jorge-soto-
View
199
Download
1
Tags:
Embed Size (px)
Citation preview
The Modern Sales Conversation
Jorge Soto and Steli Efti
Jorge Soto
12 years, Obsessed with SalesDoor-to-door to EnterpriseSerial Entrepreneur, Startup Sales Training (S4S)Always Startups
Steli Efti
Founder and Ceo at Close.ioYcombinator Alumni AuthorSpeaker
Best learning…
I was a bookman…
What is Sales?
What is Sales?
It’s a game of inches
A Process
Finding the buyers
Art of Effectively Dealing with Rejection
Managing Self Emotions
Art of Listening, Discipline, & Schedule
Finesse and Fight
Basic Funnel
Leads
Qualified Leads
Deals
The Effect of Cost and Decision Making
Short Sales Cycle
The Effect of Cost and Decision Making
Longer Sales Cycle
The Effect of Cost and Decision Making
Lower Cost:• Lower Risk• Less Stakeholders
Higher Cost:• Higher Risks• More Stakeholders*• B2B Buying
Sales Cycles – Short to Long
Retail SalesDoor-to-door SaleInsurance SaleCar SaleEnterprise, B2B Sales
Prospect
A potential customer, client, or purchaser
A candidate deemed likely to succeed.
Prospecting
Targeting of “prospects" and the initial communications with them in the hopes that these communications will eventually lead to a closed sale and a new client or customer.
Prospecting
The process of beginning conversations.
Some die and some live on.
Shorten the distance between steps
Prospecting
Pre-Approach
The Approach
• Objective: Begin Conversations!• Conversations have Structure• Inbound versus Outbound Messaging • NAMES!!! Use NAMES!!!• Low and Slow conversational talk
Prospecting
Prospecting – Email, Digital
• Ask a Question• Short and Sweet• Personalized• Call to Action• Not a Marketing Email!
Prospecting – Phone Approach
• Examples….
• Very Cold – No Names, No Validators, Don’t know decision maker.
• Cold – Use Names
Prospecting
Have GOAL in Mind!
Qualify and Move On!
Phone > In-Person or Next Call
Mental Framework
Always Follow StructureDon’t Cut Corners!Be in the Game!
Meeting Management
1. Rapport2. Intro
1. Thanks2. Your objective 3. Buying Atmosphere 4. Time5. Anything Else
3. Cover Objections4. Investigate 5. Recap6. Close
Selling Framework
Closing
Next Step!
Small Items versus large items
Buying Atmosphere
“All I ask”
“One way or the other I’m ok”
Expert at No!
Expert at Failure
Know the why
Know the when
Negative Selling
“Not sure is this makes sense”
Names, Names, Names!
“Our client XYZ likes this”
“This is something that XYZ found that didn’t work then tried this”
Best Practices
1: RECORD YOUR SALES CALLS
2: ROLE-PLAY
3: MENTORSHIP (Not manager)
Conquer Fears
Achieving
Crushing Mediocrity
Look in the mirror
This is about YOU