Sales Is A Contact Sport

A Contact Sport??? You Must Make Contact How Do I Do That? Once I Make Contact – Then What? How Do I Keep Contact? What If This Lasts for Months or Years?

What We Will Address How Do I Connect? How do I Get in Front of and Stay in Front of my Prospects – with Value? Preparing for the Interaction Establishing a Sales Process Objectives for Advancing the Sale Effective Messaging

Your Individual Situation Phone Contact (Inbound or Outbound) Face to Face Sales Calls Cold Sales Calls Networking

Connecting with your Prospect Connection before Content Personalize your Approach Listen & Ask Questions Find a common ground Present a Specific Idea Instead of Features & Benefits

The “Good Old Days” Prospect Needs Information – Call You Make Phone Contact – Talk to Assistant Access Was Easier Less Competition No Web No Voice Mail

The #1 Reason for Failure Is Not Being Involved With Prospects When They Want to Buy! 60% of the Buying Steps are completed before the salesperson is ever connected. 80% of Sales Close After the 5th Attempt 48% of All Reps Quit AFTER One Attempt 87% of All Leads Are NEVER Pursued 45-63% of All Leads Eventually Buy SOME ALARMING FACTS!!!

The Seller’s Conundrum Concurrent Prospecting And Selling Increased Non Sales Tasks Pressure To “Commoditize” More “Fizzled” Sales Less Support Higher Goals Income Pressure

Today’s Decision Makers Gets 3,000 touches daily Take 17 calls daily Meets 4.8 reps weekly Insecure / Fear of Change Avoids risk Voice Mail – Don’t Answer Phones Shop at Your Desk Buyer not TARGET

Enabling Competitive Advantage for the Interaction Insight Collaboration Evaluation Impact

Phone Messaging & s Prepare, Prepare, Prepare Objective of the Call Why Should I Call You Back / Reply to You? Rehearse & Adjust Content of Message “I have and idea…” Phone Message / Immediate

How is Your Message Landing? Valued? Compelling? Be Very Clear on Your Offer & How It Has Helped Others Measure Results & Adjust Your Approach

Dynamics of a Sales Call TRUST CREDIBILITY EXPERTISE RELIABILITY INTIMACY

ATTEMPT WAIT (Stay In Touch) YES NO All Calls End Predictably…

Sales is about Maintaining Relationships Obtaining and maintaining the maximum number of relationships while providing value will result in maximum sales. Making the most contacts will not. “Top Of Mind Awareness” is Key

TOMA……..… Is about regular communications With suspects, prospects, and customers It is a persistent process It's about creating dialogs It allows you to demonstrate your capabilities It demonstrates your value

Developing a Process Why a Process? Define Critical Steps Objectives of Each Call / Interaction Where Am I with this Prospect?

It’s Not the People It’s the Process 91% of Deals Don’t Close as Expected 85% of Companies Don’t Have a Formal Process 51% of Sales People Missed Quota Processes Implemented = More $$$

The Facts Somebody is Buying Something – From Somebody … Somewhere!!! 84% New Purchase Start on the Web

Referrals Are You Asking For Them? Cold Calling has a 98% Failure Rate Referrals Lead to 70-90% Close Rate TOMA Identify Your Ideal Client Work Your Database

Takeaways What Will You Do Differently Tomorrow? What Would You Like More Information On? What One Or Two Ideas Did You Gain?

Questions??? THANK YOU !!!! Robert W. Zinsser