Coaching EOFY Conversion Webinar Slide Deck | Sales Coaching and Training | SalesITV

Dean Mannix@deanmannix

http://www.salesitv.com.au/home/

https://twitter.com/deanmannix


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 specific

contractual terms•  Build urgency around

relevant and credible time constraints

•  Conversion discussions•  Collecting and chasing

agreements•  Managing delivery/

implementation/ securing payment



Identify Limiting Beliefs

•  Closing before June 30 will be hard because...

•  Closing this deal before June 30 will be hard because...



Identify Likelihood of Conversions



Quantity Level of Commitment



Coach Re-engagement



Deliberately Coach and Build Prospect Commitment

•  Define conversion outcomes pre-meeting

•  Define conversion closes pre-meeting

•  Role play setting prospect expectations on pre-June 30 delivery

•  Debrief meetings from conversion/ urgency/ commitment perspective



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


http://blog.salesitv.com/sales-pipeline-review-5-must-ask-questions


Communicate Progress and Activity

•  Individual pipeline meetings

•  Team discussion weekly

•  Share the wins!



Shorten Timeframes

•  Work in weeks vs. months/quarters



Shorten Timeframes


•  Use the real EOFY close date



Shorten Timeframes


•  Use the real EOFY close date

•  DocuSign agreements


| Supporting Your Conversion Sprint...


Call us on + 61 2 8306 7770Or email [email protected]


mailto:[email protected]

Coaching EOFY Conversion Webinar Slide Deck | Sales Coaching and Training | SalesITV

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Transcript of Coaching EOFY Conversion Webinar Slide Deck | Sales Coaching and Training | SalesITV