coaching eofy conversion webinar slide deck | sales coaching and training | salesitv
TRANSCRIPT
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© SalesITV - All Rights Reserved.
© SalesITV - All Rights Reserved.
Break-up the Timeframes and Clarify Priority Activities
May 5 – May ? May/June ? – June ? June ? – June 30
• Prospecting • Re-engaging current
prospects• Finalise solutions and
pricing• Engage on contractual
terms• Do favours• Build commitments• Engage other stakeholders• Test desire to pre-pay
• Re-engage current prospects face-to-face/ via phone
• Finalise solutions/ pricing• Engage on specific
contractual terms• Build urgency around
relevant and credible time constraints
• Conversion discussions• Collecting and chasing
agreements• Managing delivery/
implementation/ securing payment
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Identify Limiting Beliefs
• Closing before June 30 will be hard because...
• Closing this deal before June 30 will be hard because...
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Identify Likelihood of Conversions
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Deliberately Coach and Build Prospect Commitment
• Define conversion outcomes pre-meeting
• Define conversion closes pre-meeting
• Role play setting prospect expectations on pre-June 30 delivery
• Debrief meetings from conversion/ urgency/ commitment perspective
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Create Visual Urgency
• Put it on the wall
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• Individual pipeline meetings fortnightly to test progress
Increase Pipeline Review Frequency
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• Individual pipeline meetings
• Team discussion weekly
• 5 Must Ask Questions – Sales Pipeline Review
Increase Pipeline Review Frequency
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Communicate Progress and Activity
• Individual pipeline meetings
• Team discussion weekly
• Share the wins!
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Shorten Timeframes
• Work in weeks vs. months/quarters
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Shorten Timeframes
• Work in weeks vs. months/quarters
• Use the real EOFY close date
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Shorten Timeframes
• Work in weeks vs. months/quarters
• Use the real EOFY close date
• DocuSign agreements
| Supporting Your Conversion Sprint...
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