Sales Coaching EOFY Closing

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!

Identify Likely Conversions!

Identify Limiting Beliefs!

Building Sales Confidence Pt.1!

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!

Quantity and Level of Commitment!

Coach Re-engagement!

Deliberately Build Prospect Commitment!

•  Define key outcomes before meetings including next steps!

•  Set expectations with prospects before and during meetings!

•  Do favours!

Create Visual Urgency!

•  Put it on the wall!

•  Individual pipeline meetings fortnightly to test progress !

Increase Pipeline Review Frequency!

•  Individual pipeline meetings!

•  Team discussion weekly !

•  5 Must Ask Questions – Sales Pipeline Review!

Increase Pipeline Review Frequency!

Communicate Progress and Activity!

•  Individual pipeline meetings!

•  Team discussion weekly !

•  Share the wins!!

Shorten Timeframes!

•  Work in weeks vs months/quarters!!

Shorten Timeframes!

•  Work in weeks vs months/quarters!

•  Use the real EOFY close date!

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 | sales@salesitv.com!

Sales Coaching EOFY Closing

Sales

Transcript of Sales Coaching EOFY Closing

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