{"id":51403,"date":"2017-04-10t05:00:39","date_gmt":"2017-04-10t09:00:39","guid":{"rendered":"https:\/\/48e130086c.nxcli.net\/?p=51403"},"modified":"2018-10-15t12:23:50","modified_gmt":"2018-10-15t16:23:50","slug":"4-sales-systems-secret-sauce","status":"publish","type":"post","link":"\/\/www.g005e.com\/2017\/04\/10\/4-sales-systems-secret-sauce\/","title":{"rendered":"4 sales systems and some secret sauce"},"content":{"rendered":"

\"businessman<\/a>plus 7 rules for telephone meetings.
\n<\/strong><\/p>\n

by rob nixon<\/i><\/p>\n

i have been actively selling something since the age of 14. that\u2019s 30+ years of selling.<\/p>\n

more on strategy:<\/b> 17 killer questions for prospects<\/a> | sales is about trust<\/a> | how to dominate the internet<\/a> | marketing objectives determine marketing amount<\/a> | what products should you create?<\/a> | keep a watchful eye on clients<\/a> | rewards go far beyond money<\/a> | people still needed, but in different ways<\/a> | don\u2019t let technology make you dumber<\/a> | are your goals big enough?<\/a> | finding new opportunity in compliance<\/a>
\n\"goprocpa.com\"exclusively for pro members. <\/span><\/strong>log in here<\/a> or 2022世界杯足球排名 today<\/a>.<\/span><\/p><\/blockquote>\n

i have been formally trained in courses on how to sell. i have attended more sales seminars than i care to remember. i have read countless books and listened to audio programs on the science of sales. i have sold over the phone, on the shop floor in retail, from a seminar stage, one on one, one to many and via webinars.
\n<\/p>\n

i have always been good at sales because i use some simple systems that i have learned and fine-tuned to keep me on track.<\/p>\n

i have never shared some of these systems before to anyone except my own sales team. i thought you might like some of the “secret sauce” of my selling systems.<\/p>\n

sales system # 1 \u2013 getting through to the owners<\/strong><\/p>\n

owners of businesses are busy people. they are our buyer(s) and they are the ones (and the only ones) you need to speak with. if you do a sales meeting with anyone but the ultimate decision maker(s) then expect to do the meeting again. but you have to get through to them to start the conversation and build the relationship.<\/p>\n

i find that using the concept of a pre-booked telephone meeting will help enormously. i remember sitting in an airport lounge once where i made 26 telephone meetings (via reception) in the space of one hour. i simply smashed the phone, booked the meetings and then sent them individual confirmation notes later.<\/p>\n

if your target owner has communicated with you somehow via a marketing report download, a seminar or has made an inquiry of some sort then it should be easy to get through. but you don\u2019t necessarily want to speak to the owner right away. you might need 15 minutes and if you randomly call you may only get three.<\/p>\n

your script goes like this:<\/p>\n

\u201chi mary (person who answers phone), it\u2019s john james calling from xyz firm. bob was on our website and he downloaded a free report we offered and i wanted to catch up with him to discuss it further \u2013 but not right now. what i\u2019d like to do is find 15 minutes that works for both of us and i\u2019ll call him at that time. do you have access to his planner so we can schedule the phone appointment?\u201d<\/p>\n

or if you get through to bob right away:<\/p>\n

\u201chi bob, it’s john james calling from xyz firm. i wanted to catch up with you for 15 minutes on the phone \u2013 but not right now. what i would like to do is book a telephone meeting with you to discuss how we can help you improve your cash flow and grow your revenue. have you got your schedule handy so we can book a time over the next week or so?\u201d<\/p>\n

rob\u2019s rules of telephone meetings;<\/p>\n

    \n
  1. use an odd time \u2013 say 10:10, 9:15, 9:20, 11:25.<\/li>\n
  2. send an email to prospect stating the meeting time.<\/li>\n
  3. always call out \u2013 do not let them call you \u2013 ever.<\/li>\n
  4. always call precisely on time \u2013 watch the second hand before you dial.<\/li>\n
  5. always announce yourself to reception: \u201cbob and i have a prebooked phone appointment at 9:15 a.m., which is now. can you put me through, please?\u201d<\/li>\n
  6. if bob is not available then do not let him call you back<\/em><\/strong>. simply state \u201cthat\u2019s ok, i\u2019ve got a pretty tight schedule like bob, can we reschedule and i will call again then?\u201d<\/li>\n
  7. never leave a message for someone to call you back. it\u2019s lazy sales and invariably if they do call you back then it\u2019ll be at the wrong time.<\/li>\n<\/ol>\n

    sales system # 2 \u2013 meeting worksheet<\/strong><\/p>\n

    most accountants i have met use an interview pad of some sort in meetings. it\u2019ll have space for the client details at the top and then typically it will have blank ruled lines for note taking.<\/p>\n

    the really good salespeople i know are prepared for the meeting with a process flow of how the meeting will work. the really, really good ones will take that process flow and make it the interview pad. that way you always remember your process flow and get to the conclusion you want faster. here is an example of an interview pad that you could r&d:<\/p>\n

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    sales system # 3 \u2013 sales nurturing system<\/strong><\/p>\n

    your prospects are busy people. they have demands on their time every day and most days they have salespeople attempt to sell to them. you are competing against a lot of noise, interruptions and constant bombardment of information. although the prospect may have met you, downloaded a report from your website or even attended one of your seminars \u2013<\/p>\n

    although the prospect may have met you, downloaded a report from your website or even attended one of your seminars \u2013 assume they have forgotten who you are<\/strong>. to get them to remember you in between calls you need to be memorable. the way to do that is with a nurturing system that happens immediately after the first contact and does not end until they buy or die! here\u2019s how it works.<\/p>\n

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    sales system # 4 \u2013 return on investment-based selling<\/strong><\/p>\n

    roi-based selling is when you establish a starting point with a current financial model and then plan the future by altering the base numbers that are input-based numbers. then your solution is the answer to helping them to achieve the result.<\/p>\n

    an example would be to use the growth equation in panalitix to sell to them. or using the business strategy map (send me an email<\/a> and i\u2019ll send you a free copy) and altering the numbers. or you could simply use a whiteboard, flip chart or a conversation.<\/p>\n

    you can use roi-based selling in situations such as:<\/p>\n