Sales Coaching EOFY Closing

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

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 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!


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!

•  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 | [email protected]!


mailto:[email protected]?subject=How%20do%20I%20grow%20sales%20with%20SalesITV?

Sales Coaching EOFY Closing

Sales

Transcript of Sales Coaching EOFY Closing