Technically Selling: Phase #1
SETTING THE TABLE
KEY TO SUCCESS
Maintain a positive mindset with a conscious effort to spend time and energy on all areas of your control, avoiding mental strain & process inefficiencies by focusing on what’s out.
SITUATIONAL PREPARATION
FOCUS: Core Concept #1
Boost your approach’s effectiveness by preparing action plans around established details and calculated assumptions, maximizing time while achieving goals faster and with more certainty.
Boost your approach’s effectiveness by preparing action plans around established details and calculated assumptions, maximizing time while achieving goals faster and with more certainty.
PREPARE TO CLOSE
Sales are won and lost by all actions prior to pitch. Avoid a ‘one size fits all’ approach; ensure the best position to close by preparing and adapting to each unique situation.
Field Focus: EVALUATE
Preparation is crucial for gaining competitive edge. Acquire leverage by evaluating target-specific details with an intent to solve problems while putting the opposition at a disadvantage – establish every edge!
DEVIL IN DETAILS
Details you DON’T know can kill you (the sale). Discover the key elements hidden in the details; differentiate yourself by finding and leveraging insights not immediately apparent.
Field Focus: UNCOVER
From appointments to pitch, prepare around reaching desired outcomes. Evaluate what you do know and uncover what you don’t; approach with purpose and sell the situation!
SAFE TO ASSUME
Formulate your approach by breaking down and anticipating possible outcomes en route to achieving end goal. Assume plan changes; prepare for factors that may re-route course.
Field Focus: PREDICT
Time often limits preparation efforts; apply calculated predictions based on experience and known knowledge surrounding each situation. Prepare accordingly & predict to fill gaps!
Key Questions to Consider
STRATEGY:
What’s your desired outcome for the active situation / what needs to occur before achieving the end goal? (predict the path/be aware of black swans)
Who ultimately gives the ‘green light’ on the purchase? Who DRIVERS the decision? (<-- earn the recommendation!)
What value props generate most intrigue for your target? How do you plan to position/compel them to move forward?
How are you differentiating from your competition (in-force solution + external)?
What barriers to sale may prevent you from closing/how can you alleviate concerns & hesitations before the final evaluation?
FOCUS: Core Concept #2
Placing strategic focus on flow, tone, and composition, hone-in on all components surrounding the delivery of your message, intently to create and leave a lasting impression.
PERSUASIVE STORYTELLING
Maximize your message’s persuasive impact by becoming a master storyteller. Focus on improving value retainment, triggering (+/-) emotions with structure and word choice. [AA1]
Field Focus: FLOW
People draw different conclusions from the same information depending HOW one presents it; re-frame to elevate the effect of your story – be the architect of influence!
SET THE TONE
Whether it’s positive, negative, confident, or uncertain, tone dictates our emotions. Utilize tone to influence buyer understanding and assure your message is processed favorably.
People tend to view an activity as high in benefits & low in risk when positive emotion is induced. Reap the rewards of an optimistic mind; set the tone, create impact, stay positive!
A primary factor determining a message’s impact is how they feel it looks. Ensure legibility, using strong character contrast to emphasize key points and bullets to break-up long text.
Field Focus: COMPOSITION
When delivering, be sure your pitch exceeds the audience expectations. Always use clear & concise language; if YOU wouldn’t want to read or hear the message – dress it up!
Key Questions to Consider
Delivery:
How is your pitch structured/does it flow well? (Dial Open / Primary / Close content – transitions & call outs are key!)
What components can you re-frame to boost the persuasive impact? What’s the opportunity cost? (money/time/benefits)
How do you plan on inducing positive emotion at the beginning & end? (convey confidence & express certainty)
Are your key positioning points clearly emphasized? Do they align w/what the buyer told you was most important?
What can be done to improve the look/feel of your message? How can you reduce the audience’s effort?
FOCUS: Core Concept #3
Routinely implement achievable adaptations to daily processes in efforts to improve task management while elevating the overall quality of your approach – internally & externally.
TAILOR TIME
Make yourself more productive; focus on all areas taking up your time and do the work required to create effective, repeatable processes, without sacrificing quality for speed.
Field Focus: EFFICIENCY
Avoid diminishing value by neglecting key sales tasks; spend time freeing yours up to allow for a proactive approach[AA1] . Selling demands time, take steps to become efficient.
PRIORITIZE PROCESS
Close-in on close-ratio by adopting defined processes in your approach; strive to speed up internal routine and adapt to ensure the most out of every opportunity - work smarter.
Field Focus: PRIORITIZATION
From sale probability to relationships, constantly re-prioritize to drive MORE deals. Establish a process around what maxes your time value yield and update priorities daily.
TASK DELEGATION
Properly delegating internal tasks is vital for boosting sales performance and overall efficiency. Pass off service to service; let your team do their job simply by doing yours.
Field Focus: PURSUE
Go above & beyond by providing real value (past a handy service contact). Set, meet, and exceed expectations early & often. Stop maintaining passively and pursue sales actively!
[AA1]Close but no
EFFICIENCY:
How might templates speed up processes? (think – doc w/top selling points, emails to copy & paste routine wording etc.)
Is CRM being fully utilized? What habits might you need to ‘bite the bullet’ on and drop/change per leadership?
Are you confident your prioritization method is optimal? (focus – probability of sale & relationship importance/potential)
How can your delegation improve? Can leadership help shift non-sales tasks to other team members? (get back to selling!)
What tasks impact your ability to SELL? What part of your process is most easily adaptable? (think-small, achievable tweaks)