Post on 17-Jul-2015
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Proactive Prospecting -
Capitalizing on Sales
Triggers
Tibor ShantoThursday May 7, 2015
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
http://is.gd/TRIGGERS
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Agenda
• Triggered – Now What
• Proactive Prospecting
• Execution
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Today’s Focus
• Getting initial engagement with buyer you want to sell to
• Not about old vs. new – Greater Than The Sum of Both
• The Dynamics of B2B Prospecting
• Execution
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Strategy = Planning
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
• Time
• Methodology
• Metrics
• Persistence
• Execution
Proactive Prospecting Platform
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Time
• Time – The Great Equalizer
• 1760 Hours – Investment Capital
How do you Maximize your ROT?
Return On Time
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Time Allocation
• You can only allocate time, you can’t manage it
• You can manage activities within the time allocated!
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Annual Target Average Deal Size
$500,000 $10,410
Monthly Target Sales Per Month
$41,667 4.00
Conversion Rates: Ratio
PROPOSAL to CLOSED! 60%
DISCOVERY to PROPOSAL 55%
INITIAL MEETING to DISCOVERY 75%
PROPOSAL 7
DISCOVERY 12
INITIAL MEETING 16
Prospecting Ratios Average Monthly
Required
Daily
Prospecting
Activity
Attempted calls (Dials) 12 194 10
Talk to (Contacts) 6 97 5
Appointments 1 16 0.8
©Renbor Sales Solutions Inc. 2004 -2012
Monthly Actuals Needed
Monthly Initial Meeting Reaquired
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
• Initiate
• Engage
• Request
• TiA
• Secure
Proactive Prospecting Model
>> 'Impact Question'
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
• Initiate
• Engage
• Request
• TiA
• Secure
Proactive Prospecting Model
>> 'Impact Question'
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
16 Hours in to a 10 Hour Day
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
• Initiate
• Engage
• Request
• TiA
• Secure
Proactive Prospecting Model
>> 'Impact Question'
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
• Initiate
• Engage
• Request
• TiA
• Secure
Proactive Prospecting Model
>> 'Impact Question'
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
• Initiate
• Engage
• Request
• TiA
• Secure
Proactive Prospecting Model
>> 'Impact Question'
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
NO!
NO!
NO!
NO!
Objections – Rejection
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Deal with Rejection
• Interruptive Marketing
• Unless you are in their calendar, you are an interruption
• Five Biggies:
Status Quo
No Interest
Time
Bad Experience
Send
What you do – Not how you avoid!
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
May I help you?
Just looking
Man, this place has crappie service, is
there anyone to help us?
Five Minutes later:
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
May I help you?
Just looking
That’s ok, if you tell me what you are looking
for, I can show you where to find it.
What you do with it – Not how you avoid!
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Handling Objections
A. Acknowledge
B. Credibility
C. Involve
D. Call to Action – Commit
An updated variation of the Triple F:
I know how you Feel, others have Felt the same way before the Found …..
Objection Handling Handbook tibor.shanto@sellbetter.ca
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Voice Mail
Always Leave a Voice Mail
• It is a Touch Point – 4 – 7 before the game even begins
• Call back is only goal of voice mail – not to make appointments
• Be counter intuitive > Less is Better!
http://www.youtube.com/sellbetter
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
SalesBuyersEngagementVoice Mail Call Back
InitiateEngage >> 'Impact Question'RequestTiASecure
Please Leave A Detailed Message!
Voice Mail
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Voice Mail
Always Leave a Voice Mail• Assume you are calling Steve Jones – he works for More Trucking Central
• Assume you’ve done business with Down The Road Trucking
▪ “Steve Jones – This is Mike Miller from Top Choice.
▪ I can be reached at 416 555-1234
▪ I’m calling with reference to Down The Road Trucking"
Monday Tuesday Wednesday Thursday Friday
VM VM 11:00
EM
VM TXT VM
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
14 Day Trial
• Contact me at:
+1 416 822-7781
(855) 25-SALES
tibor.shanto@sellbetter.ca
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Ranked 8th on the Top 30 Social Salespeople In The World – Forbes.com 2014Top 50 Sales & Marketing Influencers for 2014 – Top Sales WorldTop 25 Sales Influencers for 2014– OpenView LabsGold Medal Top Sales & Marketing Blog 2013 – Top Sales World Awards50 Most Influential People in Sales Lead Management in 2013Top 50 Sales & Marketing Influencers for 2013 – Top Sales WorldTop 25 Sales Influencers for 2013– OpenView LabsTop 50 Sales & Marketing Blogs 2012 – Top Sales World25 Influential Leaders In Sales – 2012 Edition – InsideViewTop 50 Sales & Marketing Influencers for 2012 – Top Sales WorldTop 25 Sales Influencers for 2012 – OpenView Labs50 Most Influential People in Sales Lead Management in 20102010 Top 25 Sales Blogs – Top Sales World
Tibor Shanto