FormulaWon Growth Tracks - Amazon S3 · © TruMethods, LLC. 2016 - All rights reserved FormulaWon Growth Tracks Virtual Sales Meeting Set the Stage

www.trumethods.com

© TruMethods, LLC. 2016 - All rights reserved

FormulaWon Growth Tracks

Virtual Sales Meeting

Set the Stage

www.trumethods.com


House Keeping

– Sound: VoIP or Telephone (Audio Pin #)

– Type questions or raise your hand to speak

– Recent webinars on portal home page

– Next Webinar is Focus on Success

• Tuesday February 18th at 2:00PM Eastern Time

• Topic: Client Onboarding Process

When you're Schnizzin go to Schnizz corner!

members.trumethods.com/schnizz

Virtual Sales Meeting

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Inside Sales Champions

• We’re experiencing dramatic results with the

members of our Inside Sales Champions

program

• Go to members.trumethods.com/insidesales

to learn more about how it can help your

Inside Sales process


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• www.schnizzfest.com

• Winner Circle Peer groups

• Operational boot camp – Starts

Feb 16

[email protected]


Announcements

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Set the Stage


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Outside Sales Review Sheet

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Setting the Stage

“NO” is not the problem in sales;

Prospects not saying “YES” is!

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Setting the Stage

• Most people are trying to avoid hearing “no”

• Prospects are avoiding telling you “no”

• A 15%-20% close ratio will make all of your

dreams come true

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Setting the Stage

“NO” is sweetest sound you will ever hear

• No tells us where we are in the process

• Keeps us from wasting time

• Create an environment where the prospect is

comfortable saying no

• In fact you may need to demand they say no!

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The Outside (un)Sales Process

The Egg Theory

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Set the Stage

• What is setting the stage?

– Open the sales meeting

– Establish a framework for the TM sales process

– Define a business relationship

– Yes is good; no is ok too

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Set the Stage

• How to set the stage

– Review the agenda ground rules

– Discuss the possible outcomes

– Establish the next step

– Use a fair exchange

– Go one step further

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Set the Stage

• About setting the stage

– Take the pressure out of the situation

– Refer back (“Remember when I said…”)

– Caution: don’t sound like a sales person

– If you fail, it’s ok

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Setting the Stage

Top sales mistakes

• “Selling” too early

• Giving up sales assets

• Losing control

• You don’t know where the prospects are in the

their process

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Remember

It’s not over ‘til we say it’s over!

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Set the Stage

• The FTA (First Time Appointment) is an

interview

– You are interviewing the prospect

– You need to decide if they are a good fit

– The goal is not to get every FTA to a next meeting

– Our goal is to have a clear outcome

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Remember

Is a “NO” by any other name

still a “NO”?

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Set the Stage

• Let’s be clear

– Call me in a few weeks is a NO

– Send me information is a NO

– Send me a proposal is a NO

– Let me talk to my office manager is a NO

– I like what you are saying but… is a NO!

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Set the Stage

• Recap

– Set the expectation for the outcome of the meeting

– Be sure they understand they can’t buy from us yet

– Revisit the structure when they don’t set a next

step that we control

– Use this process to understand the reality of where

the prospect is today

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Q&A© TruMethods, LLC. 2016 - All rights reserved.

Documents

FormulaWon Growth Tracks - Amazon S3 · © TruMethods, LLC. 2016 - All rights reserved FormulaWon Growth Tracks Virtual Sales Meeting Set the Stage