Smarter SalesHow to Be More Personal Through Automation

TODAY'S WEBINAR:

Jennifer RigginsCommunity Manager,

Quote Roller

Sarah Khogyani Marketing Manager,

AffinityLive

Alison Russell Business Development Director, AffinityLive

PRESENTERS:

Based in Barcelona, this New Jersey girl has a passion for

writing about Spanish startups. She's also a lover of smoosh-

faced dogs, cooking and travelling.

With dual degrees in business and neurospsychology and over 12 years’ experience in business

development, Alison drives sales excellence at AffinityLive.

As a lover of all things marketing, Sarah opts-in to newsletters, never skips commercials, and

keeps adblock unpaused.

1. Personalize with Socrates

2. Let’s Templatize!

3. Strategize

4. One Size Does Not Fit All

5. Differentiate Yourself

6. Email Like a Human

Webinar Overview

80% of sales require 5 follow-up calls after the meeting. 44% of salespeople give up

after 1 follow-up.

Source: The Marketing Donut

35-50% of sales go to the vendor that responds first.

Source: InsideSales.com

70% of people make purchasing decisions to solve problems. 30% make decisions to

gain something.Source: Impact Communications

Common Sales Mistakes

Most salespeople do "sales presentations," rather than determining what their prospect wants, and why. Therefore, their prospects feel neglected and disrespected.

Most salespeople do not utilize a consistently effective sales process. Therefore, each sales opportunity is handled differently, based on what they are comfortable doing. Their results are hit or miss. The Top 1% of salespeople consistently do what has the highest probability of producing high closing rates.

What is the formula for smarter sales that win?

Best Practice Tip #1: Put the Personal Touch Back into Sales

with the Socratic Method

The Socratic Method

“The form of inquiry and discussion between individuals, based on asking and answering questions to stimulate critical thinking and to illuminate ideas.”

But what does moldy Socrates have to do with my modern, mobile business?

It’s simple:

!

Ask a series of open-ended questions that reveal client needs.

!

Then, respond with the benefits of your service or product as a solution to

those needs.

Building Rapport:

1. How’s business?

2. What have you been up to?

3. How are you planning to spend your day off?

4. How’s the family?

5. What’s on your mind?

Qualifying:

1. What do you want to talk about today?

2. What don’t you like about your current service provider?

3. What outcome are you looking for?

4. What’s the biggest obstacle preventing you from reaching that?

5. What would make this meeting successful for you?

Push Outsourcing:

1. How much time do you spend doing X?

2. How does that time commitment affect your day to day?

3. How much funds do you dedicate to the staff that does X?

4. What could you be spending that time doing instead?

5. How much training does your staff receive in doing X?

Offering:

1. Does this sound like what you have in mind?

2. What are your concerns?

3. What are the restrictions on this project from your side?

4. Why do you feel like now is Not the time to change?

5. Are there any other questions we should be asking you?

Awkward Money Conversation:

1. What sort of budget were you looking to work with here?

2. Have you outsourced this service/bought this sort of product before?

3. How much did it cost you?

4. What do you expect to pay for X?

Closing:

1. Do you have any other questions for me?

2. Can any of our other services assist you?

3. Would you like this OR this?

4. When can we meet again?

5. Have I answered all of your questions?

–Woodrow Wilson

“We should not only master questions, but also act upon them, and act definitely.”

And how can I mobilize the Socratic Method?

Best Practice #2: Templatize proposals

The right tools can help do the leg work for you and give you more time to spend on

building client relationships.

Benefits of Template-izing Proposals

• It saves an incredible amount of time - from two hours to 15 minutes!

• You can readily recognize and correct your mistakes • You replicate the things that you do right • You can spend time focusing on customizing your proposal for

client needs. • You can add creative credibility, like video client tales, slideshows

of similar design work.

Quote Roller Step #1: Your AffinityLive Contact & Deal info pours right into your Quote Roller Proposal.

Use a Blank Proposal, reuse one you already created, or jumpstart your proposal creation with one of our 35+ industry-proven Proposal Templates.

Quote Roller Step #2: Add your Pricing Table The part your clients are spending the most time looking at!

You can offer your clients pricing options, quantity options, & package deals. Build your own pricing table or reuse one from your Catalog.

Offer your clients what they asked for !…but then upwell with the option to add extra services or double the quantity.

Don’t Sell the Kitchen Sink

Quote Roller Step #3: Use our WYSIWYG Editor

Drag-n-drop Content Blocks, reusing content or creating new, showing how you can offer a solution to your client.

1. The Cover Letter - Personalize!

2. Executive Summary - Customize!

3. The Proposal - Stick to what they want!

4. Services & Pricing - Ditto + the Upsell!

5. The Terms - OK, a bit of Boilerplate…

6. About Us - Show your experience in concept of what you can do for them!

7. Get Started Section - Hope for the best! Be specific!

8. Electronic Signature - Direct Call to Action!

Pieces of a Perfect Proposal

• Non-related Education, Experience • Impressive-yet-unrelated examples • Diagrams & Designs • Extra references and client testimonials • Anything else they didn’t ask for

Anything else? Cut vs. Addendum

• You can use whatever you want to show off your business in the scope of being a solution for clients: videos, websites, photo galleries, HTML content, custom brand domain.

• Quote Roller lets you reuse content, helping to make sure you don’t make mistakes like reuse old pricing or the wrong name.

• Quote Roller cuts your proposal creation down to about 15 minutes!

• Just make sure, when you reuse proposal content, you take the time to customize to address your lead’s needs.

Focus on Client Needs

Quote Roller Step #4: Finalize

Send your clients a secure link to your Proposal. Use legal Electronic Signature to close deals faster.

• Know right away when your client opens your proposal

• Know what they are looking at for how long

• Time excellent follow up

• Anticipate and address objections

• Close deals faster!

Quote Roller lets you read your clients’ minds

Step 1: Hear them out.

Step 2: Decide if real.

Step 3: Address directly.

Step 4: Focus on them.

Step 5: Get an edge with Quote Roller! Anticipate and address objections

Overcome Objections Socratically

–Michael Jordan

“It’s not about the shoes. It’s about what you do in them.”

Best Practice Tip #3: Strategize

From Greek Philosophy to Military Strategy

"Know the enemy and know yourself, and your victory will never be endangered." - Sun Tzu

A Successful Sales Strategy

Analyze Understand Organize

Prepare Execute Repeat

Tools to help you analyze, understand, organize & prepare

Best Practice Tip #4: One Size Does Not Fit All

Different processes for different sales types

Defined stages to move through

Best Practice Tip #5: Differentiate Yourself as Well as Your Mousetrap

More than just a rolodex

• Log calls

• Assign & manage daily tasks

• Schedule meetings

• Track all communications

Best Practice Tip #5: Email like a Human

AffinityLive Email Marketing Insights

• What are the best types of emails to send?

• How do we navigate around Gmail tabs?

The Uglier, The Better

Designed HTML emails had significantly lower open rates than one-to-one, personal emails.

The Uglier, The Better

Findings

• Not using the word 'Unsubscribe' in email body results in a boost of almost a third of open rates

• Subjects that mention their company name in the subject boosted open rates twice as much

• More than double the engagement, open and click-through rates when sending out personalized emails rather than designed HTML emails

10 Benefits to Working in the Cloud

1. Flexibility

2. Mobility

3. Organized / productivity

4. Easily scale / grow your biz

5. Keep everyone on the same page

6. Save money

7. Save time

8. Time followup

9. Staff can work from anywhere

10. Makes it easy for prospects to say Yes!

So what are you waiting for?

If you want to nurture leads into qualified deals, sign up for AffinityLive.com today!

If you want to send your clients persuasive business proposals, sign up for QuoteRoller.com today!

The Perfect Pair to help you sell better!