NEW SALES TRAINING - Selling Technology Solutions ......Selling Technology Solutions Successfully •Prospecting –Below the Line (Tuesday, October 13)•Objection Handling Methodology

NEW SALES TRAINING -Selling Technology Solutions Successfully

• Understand the Sales Transaction & Position Yourself to Win the Deal(Tuesday, September 15)

• Develop & Execute Your Sales Plan (Tuesday, September 22)

• Sell to All Personality Types By Leveraging the DISC (Tuesday, September 29)

• Prospecting – Above the Line (Tuesday, October 6)

Selling Technology Solutions Successfully

• Prospecting – Below the Line (Tuesday, October 13)

• Objection Handling Methodology In a Non-Manipulative Manner (Tuesday, October 20)

• TAG’s Multi-Step Sales Process Overview - Phase 1: Pre-Sales Planning & Phase 2: 1st Meeting Guide (Tuesday, October 27)

• TAG’s Sales Process Phase 3 – Performing a Successful Assessment (Tuesday, November 3)

Selling Technology Solutions Successfully

• TAG’s Sales Process Phase 4 – Making Your Recommendations Before Finalizing Your Proposal (Tuesday, November 10)

• TAG’s Sales Process Phase 5 –Closing Your IT/Azure Deal (Tuesday, November 17)

• TAG’s Sales Process Phase 5 – Closing Your Telephony or Surveillance Deal (Tuesday, December 1)

• TAG’s Sales Process Q&A (Tuesday, December 8)

Above the Line

Prospecting

Salespeople are in business for themselves without the risk

Life Business Plan

$$$$ Things Passion

2 Types of Prospecting

Above the Line (85% Close)

Below the Line (25% Close)

Target Your Existing Customers

Stop Ignoring Your Customers!!!

Sitting on Pile of Gold

Pick

Customers

Rifle: Dark Web

Run dark web scans on 10 of your existing customers

Elite Group

Elite Group

• What’s the best possible appointment one can make?

• Referral

• Account that’s moving

• Pending event

Office FurnitureOffice Furniture

Elite Group

Commercial Real Estate

Tenant Improvement

The Lease Is Up: Office Space Decisioning

During A Pandemic

There is one certainty in all this COVID-19 ambiguity: the date of lease expiration

Interview Process…

TAG’s Elite Group Handbook

TAG Provided Real Estate PowerPoint

Potential Birddogs?

Potential Birddogs?

• CPAs

• Bankers

• Insurance Brokers

• Payroll

• Printers

• Web site design

• Security/Surveillance

What about

your

customers?

What do Birddogs do?

• Understand our criteria for prospecting

• Leverages their relationships

• Makes you aware of an opportunity

• Facilitates an introduction for you

• Helps you close the sale

You will bring them opportunities

Receive a commission

Why Should Someone

Be A Birddog?

Prospecting for Birddogs

• 80/20?

• Customers

• Chambers

• Business Organizations

• Ask!

Reinforcement

Why haven’t we written you a check lately?

Constant Communication

• Call frequently

• Receive all of your company’s marketing (emails, social media, etc.)

TAG’s Birddog Handbook

Customer Referrals

Customer Referrals

• Learn your customers’ passions

• Understand who they associate with and where

• Be specific when asking for a referral

Ask Your Customer Questions

• “What are your opportunities, challenges, etc.?”

• “What changes/trends are occurring in your industry?”

• “What’s the next major purchase that you’re considering at this time?”

Trusted Advisor

Develop & Grow Your Sales Team = Opportunities & Sales

Above the Line Prospecting

• Rifle Into Your Customer Base

• Elite Group

• Birddogs

• Customer Referrals

Leverage Existing

Relationships & Pursue New

Ones to Drive Your Sales

• Driven

• Persevere

• Motivated

Successful people give more than they

take, as a principle, not as a tactic

Questions?