| Most business leaders don't know how to | | | | For every company I work with, I make them |
| structure their sales organizations or even | | | | plan every inch of the sales call. I tell my clients to |
| themselves for maximum productivity. They don't | | | | think of sales like a war. Marketing with direct |
| know how to change, adapt and re-organize for | | | | mail, advertising, trade shows and Internet |
| new stages of growth. Whether you are a | | | | Marketing are like your long range bombing. They |
| one-person army or a large-scale sales force, you | | | | soften the market and make it more receptive. |
| can learn and leverage my golden secrets to | | | | Your salespeople are your foot soldiers. When |
| super sales mastery. | | | | they get into hand-do-hand combat, how well do |
| I first learned the secrets to building precision | | | | you want them trained? How many scenarios do |
| sales organizations while working for billionaire | | | | you want to address in advance? By perfecting |
| businessman, Charlie Munger. I doubled the sales | | | | every aspect of the sales phone call, my clients |
| of the first company given to me in just 15 | | | | slaughtered companies four tines their size! |
| months. The second company I doubled in just 12 | | | | 3. The actual pitch for the product or service. |
| months. Several of the companies I took over, I | | | | What's your pre-emptive strategy to block |
| doubled two and three years in a row. Here's | | | | competitors? What's going to motivate your |
| how... | | | | prospects to buy right now? Pretend you had to |
| How to Increase Productivity & Double Your | | | | present to all your prospects all at once, what |
| Sales | | | | kind of experience would that be? Are you ready |
| In most sales organizations, the sales are ad-hoc. | | | | right now? If not, your sales process is sloppy. |
| Everyone's running around doing what they think | | | | Sorry, but it's true. I plan out the sales |
| is best. Management sets very little standards of | | | | opportunities to the letter. I know exactly what |
| performance. | | | | I'd say if you put all my prospects in a room all at |
| If you want to achieve maximum productivity | | | | once. Figure it out, then role-play it. |
| and double your sales in less than 12 to 15 | | | | 4. The offer. |
| months, you must think like a scientist. You must | | | | Creating a compelling offer is an art form. Can |
| plan of every aspect of your sales process down | | | | you offer something for free that gets you deep |
| to the smallest detail. | | | | into your clients' world? Can you offer a free |
| Here Are My Top Ideas to Help You Create Your | | | | audit related to your type of product or service? |
| Step-By-Step Battle Plan for Sales Success: | | | | Can you sweeten the inducement to buy with a |
| 1. Prospecting Stage | | | | bonus or free gift? |
| Do you have minimum standards for the types of | | | | I have a client who recently added an MP3 Player |
| accounts your salespeople should go after? Does | | | | to the offer and it increased his sales by 22% |
| every rep have some "dream clients" they chase | | | | overnight. As a bonus, I give away spectacular |
| constantly and relentlessly? What is the minimal | | | | additional training programs as an inducement to |
| size accounts should your reps be going after? | | | | buy my primary offers. |
| Did you establish the minimum number of | | | | Role-play your offer again and again until the reps |
| accounts your team will go after (per rep)? How | | | | do it with ease and complete comfort. |
| much time each day is going to be dedicated to | | | | 5. The follow up. |
| this effort? Did you set a minimum amount of | | | | Now it's time to continue the bonding process. In |
| rejections your team will face per client? Make | | | | this stage you must recognize and plan your |
| sure you include in your battle plan what your | | | | objectives after a sales interaction? Do you want |
| sales reps should do after each rejection and how | | | | to get referrals? Do you want to keep the client |
| this process is going to be monitored? If you | | | | coming back again and again? |
| don't set standards here, 52% of all salespeople | | | | How are you going to build a bond? Did you get |
| will give up after a single rejection. Yet studies | | | | emails addresses? Can you open a relationship |
| show it takes 8.4 rejections today to get the | | | | that is so worth having they can't say no? What's |
| client to at least meet you. | | | | follow up step one, step two, step three and so |
| What will be your sales reps first approach? The | | | | on? |
| second? The Third? What do you say if you get | | | | Train Your Sales Reps to Act More Like Top |
| the prospect on the phone right away? What are | | | | Producers |
| your procedures for getting around gatekeepers | | | | That said, the procedures, role-playing, constant |
| and assistants? | | | | training and working on your sales process and |
| 2. The sales call. | | | | not just in it, can help even regular salespeople |
| What are your sales reps going to present? What | | | | perform like top producers. If you're not leading, |
| are the top five strategic objectives you want to | | | | you can't close. There's a war in today's business |
| achieve from every interaction with every buyer? | | | | world. It's called sales. Ad, if you want to win the |
| What and how many questions are they going to | | | | war and get more market share you must get |
| ask? How will your reps own personal credibility? | | | | yourself some true warriors. You need top |
| The sales call is a terrific strategy 99.9% o | | | | producers. |
| companies never address on purpose. Have you | | | | Top producers respond perfectly to rejection by |
| seriously sat down and talked about the sales call | | | | becoming more effective. They become more |
| and planned out each aspect? Did you practice it, | | | | aggressive when someone is brushing them off. |
| role-play it and polish it to a fine luster? Are you | | | | They're more persuasive if someone isn't buying. |
| leaving nothing to chance? | | | | |