sales mapping workshop
DESCRIPTION
An effective Sales Map increases call effectiveness by visualizing sales conversation outcomes and reducing selling anxiety. This presentation is a series of screen shots from a live Sales Map developed on Mindomo. Scott Sambucci presented this sale map as part of the SalesQualia Skillshare Class offered on 11.7.12 at SandboxSuites in San Francisco, CA. To contact Scott Sambucci or SalesQualia: Email: scott [at] salesqualia [dot] com Twitter: www.twitter.com/salesqualia.com YouTube: www.youtube.com/salesqualia Website: www.salesqualia.comTRANSCRIPT
SALES MAPPING WORKSHOP
PRESENTED BY SCOTT SAMBUCCI FOUNDER & CHIEF SALES GEEK
SALESQUALIA WWW.SALESQUALIA.COM
Developing Your Sales Map 1. State your ObjecLve (“I want to…”) – Be specific. Ask yourself – “What is the desired outcome of the
call?” – For example: Qualify your lead, Set an appointment for a
demo, Learn about the decision criteria for new product. 2. Consider all possibiliLes and outcomes for the sales
conversaLon 3. IdenLfy tasks that lead to your objecLve. – What are the key steps that must happen to reach your call
objecLve? 4. Visualize the process – Play the conversaLon in your mind. Is your Sales Map a natural
flow of conversaLon or clearly scripted? 5. Document what happened in your call 6. Iterate your Sales Map
Sample Sales Map for a “New Call” This is a sales map for an outbound phone call to a prospecLve client or an inbound lead or referral.
CONTACT SALESQUALIA
SCOTT SAMBUCCI, FOUNDER & CHIEF SALES GEEK [email protected]
P: (415) 596 0804
T: WWW.TWITTER.COM/SALESQUALIA F: WWW.FACEBOOK.COM/SALESQUALIA
W: WWW.SALESQUALIA.COM