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Helping Salespeople Succeed &

Selling in Challenging Times

Scott McMillianAdvanced Applications

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The 95-5 Program

◦ Mahan Khalsa

◦ Sage offers SLAAA Members Special Access

◦ Included: Boot Camps One-on-One Coach Monthly Webinars Interactive Sessions Web-site

Helping Salespeople Succeed

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More Sales

Reduced wasted time

New Language

Structure

Organization Tools

Value Points

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Being held accountable

Bi-weekly Coaching

Mahan’s Tapes

5online (website)

Sustainability

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Selling

Consulting

Pricing

Consistency with Ed, Rob and Sage’s Support of Business Partners

Focus on Value

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Focus on your existing relationships

Go Wide

Promote Choice

Actions say more than words

Stay close to all key relationships (full coverage)

Selling in Challenging Times

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Fundamentals of Selling

◦Prioritize◦Prepare◦Personalize◦Practice◦Pre-position

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Prioritize

4 Steps to take

◦ Identify traits of ideal customers/clients

◦ Score your current leads against these traits

◦ Choose a manageable number to focus on

◦ Discipline yourself to focus on the few. Cycle new ones in as things change.

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Prepare

Develop "in-depth" knowledge on the company and the people you will call

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Prepare

Prepare "client oriented" messages

Good Policy:

◦ Slow Down

◦ Conduct solid research

◦ Organize the information: Opportunity Plan Problem/Results Evidence Impact

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Prepare

◦ Leverage this information to craft an approach

◦ Have a meeting plan End in mind Key Beliefs Know the questions to ask Potential objections Craft thoughtful dialogue

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Personalize

No Cold Calls

◦ A referral from within the company -> 84%

◦ A referral from outside company -> 44%

◦ Meeting a prospect outside the office such as social event or gathering -> 44%

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Personalize

Tip: Build a solid referral network

◦ Read/connect

Never Eat Alone

Duck Tape Marketing

Linkedin, Facebook

Breakfast Meetings, Rotary, Greater Houston Partnership, etc

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Practice

Consider this question:

On your last substantial purchase, did you make your decision early, in the middle, or late in the buying process?

Early

Middle

Late

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Practice

Good advice◦ Practice in advance

◦ Write a script

◦ Say it out load

◦ Visualize it

◦ Role Play

◦ Practice in from of mirror

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Preposition

Get an agreement in advance for what will be a good use of time

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Preposition

Good Advice

◦ Agree with client on an "end-in-mind“

◦ Agree on agenda that is appropriate & execute accordingly

◦ Outline what a prospect might do to be prepared for a meeting

◦ Request the information you needs to ensure you maximize your time together

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Summary

Common Sense, not Common Practice

Nike Mantra: Just Do It!

Focus, Focus, Focus

Plan, Practice and Persevere