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