sales coaching eofy closing
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 contractual
terms!• Do favours for prospects
likely to convert!!
• Conversion discussions!
!
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Identify Limiting Beliefs!
Building Sales Confidence Pt.1!
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Challenge and Overcome!
• Quantify how limiting beliefs will impact performance!
• Challenge limiting beliefs with evidence/ role-modelling!
• Jointly develop strategies to overcome!
Building Sales Confidence Pt.1!
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© SalesITV - All Rights Reserved. !
Deliberately Build Prospect Commitment!
• Define key outcomes before meetings including next steps!
• Set expectations with prospects before and during meetings!
• Do favours!
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© SalesITV - All Rights Reserved. !
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!!
© SalesITV - All Rights Reserved. !
Shorten Timeframes!
• Work in weeks vs months/quarters!
• Use the real EOFY close date!
© SalesITV - All Rights Reserved. !
Shorten Timeframes!
• Work in weeks vs months/quarters!
• Use the real EOFY close date!
• DocuSign agreements!
Let us know if we can help!!
+61 2 8306 7777 | [email protected]!