1. How to Create an Easier, Simpler, More Profitable Road to Customers
Session 5
Martha Hanlon and Chris Williams

2. Clear Your Path of “Junk”
Session 1
Clear Your Path of “Junk”
Session 2
Redefine Your Ideal Customer
Session 3
Uncover What Your Customer Wants
Session 4
End ‘ONE AND DONE’ Sales
Session 5
4 Part Sales System and Scripts
Session 6
Transform Your Selling Beliefs
Workshop Agenda
Wide Awake Business Proprietary:
Do Not Distribute

3. Wide Awake Business Proprietary:
The Basics
6 Sessions, 60 minutes each
All Sessions recorded & placed at
Weekly commitments
Submit weekly commitments by Sunday night to for our review
Take notes
Call from a Quiet Place where you can work
Please use a headset, not your PC speakers
Wide Awake Business Proprietary:
Do Not Distribute

4. Commitment for This Session
Edit the scripts and make them yours
Adjust any assignments

5. 5

6. 4 SIMPLE Steps of the Sales Process
Power Hour
Goal
Power 100
Follow-up

7. Step 1 – POWER HOUR Set appointment with yourself
Commit to 1 hour MINIMUM per day
Track your results
Ask for support
Commit to ACTION
Prepare
Accountability

8. TIP

9. Make the POWER HOUR Real (weekly calendar)

10. Step 2 – Goals Set simple goals S – M – A – R – T 10 – 2 – 5
Call 10 people every day
Set 2 new appointments
Add 5 people to your names list

11. Step 3 – POWER 100 Create Your Power 100
Know them and know they should work with you
They refer or could refer
Don’t know them yet believe they are your Ideal Prospect
Have your client, complement you
Wish List
Divide List of 100 into A, B, C, D and E
Start calling A’s by next Tuesday

12. Step 4 – Follow Up
80% of sales reps do not follow up after the first interaction
80% of decision makers do not make a decision until the 5th to12th interaction
Follow up is the key!

13. TIP

14. Follow-up tips No not now or No never? Be creative Be prepared
Review and align
Handwritten follow-up
Do what you say
Follow-up often
Ask powerful questions

15. Download PDF documents
Scripts
Download PDF documents