UTC/J-Curve Sales Preso - 6-23-10
- 2. “ sell” to give up or offer a sacrifice we’re not doing something “to” someone it’s not about killing the woolly mammoth avoid dysfunctional selling
- 3. “ buy” to believe or accept as true
- 4. “ trust” confidence, comfort, consolation, believe
- 5. “ dialogue” “ dia” means flow and “logos” means meaning – the meaningful flow of information how is that different from most communication
- 6. “ connection” awake meaningful emotion - unify
- 7. “ communicate” to share, join, unite, make common
- 8. why direct phone contact? puts the power in your hands most don’t do it, gives you an edge if you do it opens new markets, greener pastures personal - real-time feedback preempt competition 2009 dma response rate report
- 9. why direct phone contact? dst jsas yesterday
- 10. why direct phone contact? quota bullet-proof, career bullet-proof
- 11. my objective today think differently about prospecting become an objective, emotionally neutral tester (scientist) fine tune your intent in a way that will have a positive impact on your desire and ability to prospect have a prospecting awareness we’ll work a little on technique, but if your intent is more finely tuned, the technique will follow
- 12. S.M.A.R.T. Selling S peak and connect M ove, don’t stagnate A ttract, don’t push or persuade R elax and rely on the process – not the result T est, don’t assume
- 14. speak and connect – the magic of dialogue quantity relevancy
- 15. speak and connect in less than 10-seconds
- 16. calling outline - IRPSI 1. Intro : hi jim, my name’s john boyd from a sales consulting company called j-curve sales 2. Respect: do you have a moment or should I call back at a better time? 3. Value: i help companies refine their sales processes, as well as coach, train, and mentor sales managers and field sales reps 4. Setup: if that’s a relevant topic for you, I thought perhaps we could have a short chat in the next week or so to show you more 5. Invite: does that work for you?
- 17. keep moving , don’t break rhythm activity is king – feedback (improvise, adapt, overcome) ooda loop stay in your program, maintain control don’t get bogged down on any one contact continuous casting – daily calling vmail/email continuous filtering sending collateral
- 18. keep moving - stay out of their box
- 19. keep moving – continuous feedback
- 20. attract - don’t persuade michael
- 21. attract – and cut thru the noise
- 22. elements of attraction attract thru value attract thru belief if your value attract thru no guessing attract thru meaningful dialogue attract thru relevancy attract thru respect attract thru tone - lori attract thru voice cadence attract thru character
- 23. attract by being genuine – straight-forward
- 24. relax and rely on the process the result will take care of itself
- 25. relax , rely on the process you’re doing them a service you have high value don’t worry about the appt – intent is what matters don’t worry too much about technique – intent is what matters stay emotionally neutral just trying to find a mutually beneficial fit
- 26. relax , he needs you as much as you need him….or more
- 27. relax - humanize the company
- 28. relax - humanize the manager
- 29. test - don’t assume
- 31. assumptions in a vacuum
- 33. fail by default we don’t make the calls
- 34. test - don’t assume list – vertical, title, company size message vmail/email time of day
- 35. reinforce the appt – avoid no-shows send a calendar invite make sure he accepts reply to the acceptance email the day before the appt
- 43. S.M.A.R.T. Selling S peak and connect M ove, don’t stagnate A ttract, don’t push or persuade R elax and rely on the process T est, don’t assume