Sales101: Lead Generation, Sales, Negotiation
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Transcript of Sales101: Lead Generation, Sales, Negotiation
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Sales 101
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–Johnny Appleseed
“As a founder, you have to be a salesperson from
Day 1.”
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Feb. 6: Lead Generation, Cultivation, Organizationwith OnePageCRM"
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Feb. 27: Sales Optimization with DesignQuotes"
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March 20: After Sending a Proposal"
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Stop by facebook.com/QuoteRoller for that week’s webinars!
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Lead Generation
1. Content Marketing + SEO
2. F.O.R.D.
3. Referral Economy
4. Qualifying Leads
5. Organizing Leads
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Content marketing + SEO"
1. Optimize Title Tags
2. Don’t Stuff your Keywords
3. Make sure your link profile is natural
4. Do your research - yes we want a high Alexa, but what do we want to be known for? via advice from Pretty Klicks creative agency
F.O.R.D."
Family + Occupation + Recreation + Dreams via advice from Webics design team
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Referral Economy• Ask your clients to refer at moment of success
• Other companies we should talk with?
• Affiliate Program - your free services or cash
• B2B: You scratch my back…
• Start referring your clients!
• Push social media referrals — 55% of people check out social media before making a purchase
• Don’t keep it a secret! Quote Roller > Settings > Referrals > 20% commission
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Qualifying Leads“A qualified lead is a potential customer who has
expressed interest in a product or service, and meets general buying criteria.”"
• Why will what you offer benefit the customer? How can your offer help save them money? Time? What can we offer better than the competition?
• Get more info + make a call
• Your business must suit the client
• Answer these questions: Can my company meet the client timeframe? Can my company complete project & make a profit? Will this project move my company forward?
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• 13 Awesome CRMs to Try! http://www.quoteroller.com/services-integrations/
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Sell Smarter, Faster1. Socratic Questioning
2. Needs-based sales
3. Automate
4. Customize
5. Show off
6. Offer options
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Socratic Questioning
Hark, ye, open-ended questions!"
• Tell me about your business. How do you process that? Who is in charge of that? How much time do you spend doing that? Are you interested in improving X?
• Continue with: That’s interesting, tell me more!
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Figure out needs!"
• What is a challenge that your company’s facing? What are you currently doing to address that? If you could, what is one thing you would do to change X right now?What else could you tell me to better understand your company?
Ask follow-up questions with active listening:"
• What I hear you’re saying is…
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Frame questions anticipating resistance:"
• I understand than X normally does that. Why? What would make you consider another?If you had someone to fix X, would that solve that problem?
• You said our price is too high. Why? What would make you consider our service?What kind of service do you expect at that price?
Reveal the wonder of out-sourcing:"
• How much time do you spend doing X? How does that affect your day-to-day? What would you rather be working on?
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1. Automate, don’t boilerplate
2. Restate client needs
3. Tailor solutions to needs
4. Then show off (what you can do for client needs)
5. Offer options
Needs-based Sales
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More testimonials at: http://blog.quoteroller.com/category/client-tales/
“Type a quote here.”
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Negotiate to CLOSE
1. Clear, Cool CTA
2. Using Price to Create Value
3. Prepare for Objections
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1. Have one, clear CTA
2. Lead to action
3. Adds a value
4. Say it Loud!
5. The devil is in the details
Call to ActionIf you don’t ask for it, the answer is No.
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Prep for Objections• Know right away when
your client opens your proposal, comments on, or signs
• Know which sections they are looking at most
• Scorecard helps you improve for next time
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Price vs. Value
• Price smooths Supply vs. Demand
• Price is a statement of Your Value
• Price differentiatesvia advice from Blumer & Associates CPAs
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