UTC/J-Curve Sales Preso - 6-23-10

“sell”

to give up or offer a sacrifice we’re not doing something “to” someone it’s not about killing the woolly

mammoth avoid dysfunctional selling

“buy”

to believe or accept as true

“trust”

confidence, comfort, consolation, believe

“dialogue”

“dia” means flow and “logos” means meaning – the meaningful flow of information

how is that different from most communication

“connection”

awake meaningful emotion - unify

“communicate”

to share, join, unite, make common

why direct phone contact?

puts the power in your hands most don’t do it, gives you an edge if

you do it opens new markets, greener pastures personal - real-time feedback preempt competition 2009 dma response rate report

why direct phone contact?

dst jsas yesterday

why direct phone contact?

quota bullet-proof, career bullet-proof

my objective today

think differently about prospecting become an objective, emotionally neutral

tester (scientist) fine tune your intent in a way that will

have a positive impact on your desire and ability to prospect

have a prospecting awareness we’ll work a little on technique, but if your

intent is more finely tuned, the technique will follow

S.M.A.R.T. Selling

Speak and connectMove, don’t stagnate Attract, don’t push or persuade

Relax and rely on the process – not the result

Test, don’t assume

speak and connect – the magic of dialogue

quantity relevancy

speak and connect in less than 10-seconds

calling outline - IRPSI

1.   Intro: hi jim, my name’s john boyd from a sales consulting company called j-curve sales

2.  Respect: do you have a moment or should I call back at a better time?

3.  Value: i help companies refine their sales processes, as well as coach, train, and mentor sales managers and field sales reps

4.  Setup: if that’s a relevant topic for you, I thought perhaps we could have a short chat in the next week or so to show you more

5.  Invite: does that work for you?

keep moving, don’t break rhythm activity is king – feedback (improvise,

adapt, overcome) ooda loop stay in your program, maintain control don’t get bogged down on any one contact continuous casting – daily calling vmail/email continuous filtering sending collateral

keep moving - stay out of their box

keep moving – continuous feedback

attract - don’t persuade

michael

attract – and cut thru the noise

elements of attraction

attract thru value attract thru belief if your value attract thru no guessing attract thru meaningful dialogue attract thru relevancy attract thru respect attract thru tone - lori attract thru voice cadence attract thru character

attract by being genuine – straight-forward

relax and rely on the process the result will take care of itself

relax, rely on the process

you’re doing them a service you have high value don’t worry about the appt – intent is

what matters don’t worry too much about technique –

intent is what matters stay emotionally neutral just trying to find a mutually beneficial

fit

relax, he needs you as much as you need him….or more

relax - humanize the company

relax - humanize the manager

test - don’t assume

salesperson kryptonite

assumptions in a vacuum

blanket statements

fail by default

we don’t make the calls

test - don’t assume

list – vertical, title, company size message vmail/email time of day

reinforce the appt – avoid no-shows send a calendar invite make sure he accepts reply to the acceptance email the day

before the appt

S.M.A.R.T. Selling

Speak and connectMove, don’t stagnate Attract, don’t push or persuade

Relax and rely on the processTest, don’t assume