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Become a Digital Advisor to your clients.

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Lessons

What do we mean by a Digital Advisor?

Length: 2 minutesComplexity: Easy

Business owner's are looking for assistance with their marketing strategy portfolios. There are so many strategies, tactics and products trying to find what you should do as a business owner or what  will be most effective is OVERWHELMING! Think of it like a financial advisor. There are so many investment options that  many individuals use a financial advisor to build a [...]

Prospecting.

Prospect Everyday. Top reps spend some time every day setting meetings for potential new business. For a salesperson, prospecting is like weightlifting for an Olympic sprinter. He gets medals and attention from winning races, but without that time in the gym, his performance would suffer. Make prospecting part of your daily sales fitness routine. Be prepared and sound confident. Keeping [...]

Networking

A common mistake in networking is relying too much on the information you get at the event itself. Name tags and attendee lists only provide a tiny bit of information about the people in the room. They don't tell you anything about their business goals, their marketing needs, or their target consumers. For sales, that's exactly the information you need! [...]

Science of Impressions.

Whether you are meeting new clients or trying to cross-sell to existing clients, good impressions go a long way. Your likability and authenticity will impact your sales, so you’ll want to be conscious of that. If you have trouble recognizing what impression you make now, don’t worry. Science tells us a lot about how first impressions work. Mirror Neurons. They are [...]

Elevator Pitch: Best Practices.

1. Use the benefits to focus on what matters to them. 2. Ask an open-ended question to engage themfits to focus on what matters to them. 3. Practice aloud 4. Keep it brief. 5. Watch a Ted Talk on YouTube. Notice how the speaker introduced her or himself in less than one minute. 6. Follow up afterward

Agendas: Get to the POinT.

When opening the meeting, make an agenda statement following this acronym. P = Purpose. State the purpose in a customer / benefit orientation. Why are we having this meeting, and what's in it for them? O = Outline. Outline the topics you expect to cover to accomplish the meeting's purpose. In = Input. Solicit feedback. Make sure you understand your customer's priorities [...]

Best Practices for positioning and re-positioning.

Keep it brief. Use specific examples. (bonus points if the success story is a business your client might know) Provide data (numbers) whenever possible. Highlight unique aspects. Practice aloud so you sound natural.

Why ask questions?

Questions Accomplish 3 important goals:  Further rapport: Questions let the client know you're genuinely interested in their growth and success.  Enable problem solving: Questions get you the information necessary to truly solve the customer problems.  Build you credibility: When you ask beyond-the-basics questions, revealing you've given consideration to the customer's challenges - you win. You are seen as more professional, more of a [...]

The Sale is found in the Gap

Recall the three purposes of questions:  Build Rapport Enable you to solve problems Establish your credibility. It's time to focus on the second purpose: Solving problems. But what problems? The problems revealed by uncovering the current situation and desired situation. These problems could be related to any number of aspects of the business: Marketing Changes Strategy Process Budget Resources Priorities [...]

Summarizing what the client shared.

Sales-people often ask questions, take a few notes, then jump into making recommendations. You need to demonstrate you have heard and understood your clients by delivering an effectively structured summary. This is where you confirm that the client is on board—or not. Follow the formal process. The results may surprise you. Introduce the summary Transition from the Discovery questions to [...]

Communicating With Benefits.

A good summary of the Discovery phase should transition you smoothly into discussing next steps. At this point, you’re ready to dive into the phase where you begin recommending solutions and communicating benefits. The value of customized recommendation. You can explain a lot about yourself, your company, your product, and your services. But if you don’t connect that information to [...]

People Buy for 6 Reasons

The 6 Reasons are: Desire for gain Fear of loss Comfort and convenience Security and protection Pride of ownership Satisfaction of emotion Most customers don’t directly say, “I would like to purchase your product because of my fear of loss.” You have to understand and recognize motivation when it is revealed in conversation. Speaking to the 6 reasons. In the context [...]

Top Seller Best Practices

Delivering a customized solution. Communicating benefits addresses the client’s reasons for buying. The next step in building your recommendation is presenting the customized solution. Even a great solution won’t sell itself. Don't be a robot. If you created a buying dynamic where customers want problems solved (by establishing the opportunity gap through smart questions), presenting the sales solution should be [...]

Refining your pitch.

You’ve identified your client’s business needs and created a rock-solid proposal. Great! Now, you’re getting ready to stand in front of your client and convince them to approve your plan. Identifying opportunities and writing a proposal are different than pitching a campaign, but you still need to frame your ideas in terms the client can relate to. That’s what we’ll [...]

Why you are the best fit.

It’s really easy to settle for two of the most common types of competitive differentiation: Price and quality. Trying to compete in the market by being the cheapest can be a slippery slope. Do you really want to be perceived as “cheap”? Do you really want to start that race to the bottom, working on razor thin margins? At some point, you [...]

Creating a Proposal.

In refining your pitch, you’ve identified compelling evidence to demonstrate past successes and unique strengths to the client. Next, you’ll want to examine what exactly you’d like to sell. But to get that business, you need put together a stellar proposal. Communicate your vision. Phrasing is just as important with proposals as it is with asking questions. You’re more likely [...]

Handling Objections.

A strong proposal addresses your client's needs and shows your value. Still, you likely won't cruise from a good proposal to closing the sale with no bumps along the way. Handling objections is a normal part of the process and can actually help you make the sale if done well. Read below to learn the best way to navigate customer [...]

Closing and Next Steps.

Handling objections successfully means addressing the customer’s true concerns. After this, you may be in a good position to close, but it isn’t as simple as saying “Sold!,” shaking hands, and walking away. Post-closing steps should set you up for future success. In this lesson, you’ll learn what’s involved in good closing strategies. You're in this together. When you're eager [...]

Generating Referrals

Closing effectively and communicating well will help you move towards next steps. One of those next steps is generating referrals, which means you need to request them. That idea may feel uncomfortable at first, but it doesn’t need to be. In this lesson, you’ll learn how to request referrals while maintaining a good relationship with your client. Is a business [...]

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