Industry Rockstar Sales & Negotiation Rockstar

Webinar #1

Fundamentals & Foundations Of Top Closers HANDOUTS

The ability to influence others to take action on something they want

What is Sales?

Fluffer

Closer

The 2 Types of Sales Personalities

Where we start…You must know what you are selling

Chose a product or service you will use for this course

Emotions & Sales

Products/Services solve a pain… For a person.

People buy Pain Killers (not Vitamins)

Audio Logo

Who are you selling to? (Target Market)

What challenge do they have? (Problem)

What solution do they get? (Results)

Audio Logo

Typically my clients/customers are (Target Market),

Who have the challenge of (Problem),

I help them get (Result(s)).

3 Levels Of Results

Level 3: Spiritual

Level 2: Experiential/Emotional

Level 1: Tangible

L—S—F

LEADS SALES FULFILL

Marketing Closing Deliver

Opportunity (Attention)

Cash Testimonial

Curiosity Right Gratefulness

The key to success…(offline)“Who do you know?”…

Results question: Who do you know that would like to have (X result)?

Client profile: Who do you know that (fits your Target Market profile)?

Together: Who do you know that (fits your Target Market profile) that would like (X result)?

Lead Generation

Active - you generate

Passive - others generate for you

11 Ways To Lead GenActive Lead Generation!

1. Friends, Family & Colleagues – Who do you know conversations!2. Call past customers - Who do you know conversations!3. Cold Calling – After doing some research and pre-qualifying the best you can 4. 3 foot rule – any one within 3 feet of you is a potential client or connection 5. Trade Shows/Networking Events – Approach new people and network through using our Alpha Systems 6. Lectures, presentations & Teleseminars – Publically display that you are an expert in your field 7. Buying lead lists – Purchase prequalified, or industry specific leads8. Free PR/Media - Interviews or articles written about you or your co.9. Joint ventures or marketing partnerships – co-branding opportunities10. Social Media – Web 2.0 (blogs, social networking), Webinars, Affiliate Programs, Website (search engines), e-Newsletters, Email blasts, !11. Outrageous stunts – think U2 when they set up on top of that building in LA!

Nested Frames Of InfluenceRapport

Sales Process

Controlling The Conversation

Objection Handling

Negotiation

Markets (Commodity Vs Value)!

Commodity Market

• Price set by competition • Little or no pre-sales

interaction with customers • *Purchase decision is

primarily based on price. • *Customers have so many

options, they don’t even bother to investigate them all

• *Customer loyalty less

than 25% (more than 75% of income comes from one-time customers)

Intermediate Market

• Price based on cost of goods or services

• Pre-sales interaction

controlled by customer – serving as a comparison tool for them

• Purchase decision is

based on price with some weight given to quality

• Customers have other

options and they know it • Customer loyalty between

25% and 60%

Value Market

• Price based on value received by customer

• Pre-sales interaction is

significant • Purchase decision

requires a “leap of faith” experience for customer

• Customers may have the

experience that there is no other option for this product or service

• Customer loyalty above

60% and is sometimes 90% or more

5 Different Types Of Value

PV - Perceived Value (Marketing)

DV - Discovered Value (Sales)

UV - Unexpected Value (Use)

GV - Guaranteed Value (Close)

FV - Final Value (Reflection)

Lead Flow Cycle

Introduction 1st meetingClosing meeting

PV DV GV

Phone/Skype/IP

Curiosity Hope Right

Phone/Skype/IPPhone/Skype/IP

Setting up meetings to win

• Research them and/or their company • Send them something cool that’s useful and relevant to them

(builds rapport) • Look for more ways to create rapport based upon

commonalities • Send an immediate calendar invite to lock meeting • Email the day before the meeting to remind them • Context the intention of the meeting • Ask for 1 action for them to take at the meeting • Have some “urgency” factor prepared • Make a promise that you fulfil

Transitioning People That Know You To A New Context

“You have known me as (X)… !

For the last (Time) I have been (researching, studying, applying, etc)… !

I find I have a real talent & big passion for (X)… !

So that’s why I’m now doing (Z)… !

And I’m wondering who you know that…”

Take them out to lunch

Ask for their advice on how to succeed or reach new customers…

Week Challenge: !1) Get your Audio logo groove on and start networking with it !2) Set up 3 meetings !3) Take 2 people out to lunch (for a JV or possible client) !4) Watch the NLP home study on Rapport Techniques

NEXT WEBINAR: Sales & Negotiation Rockstar

Webinar #2

The Emotional Sales Process