Time: 12:00 - 1:00 PM
Cost: PIASC Member $65 each -or- $220 series
Non-Members $95 each -or- $340 series
September 17th - What is in Your Tool Box?
What tools to use and how to move the relationship along?
October 1st - Estimating Strategies and Capture Ratio
- A selling strategy and relationship development plan
- The tools you need to build relationships to gain the advantage
- Different skills to utilize that maximize time and efforts
- Tools to use to gain your prospects attention and get the opportunity to create the correct impression
A strong quote to close process will make you more effective in getting deals and focusing on the correct prospects.
October 15th - Asking for the Next Step and Closing Techniques
- Providing pricing by knowing their buying criteria
- Maximize your deal size and accelerate your sales cycle
- The best way to find out if prospects have a budget
- Optimize sales commissions
October 29th - Case Study Development and ROI
More Information and Registration
The sales pipeline consists of all prospects at all stages in the sales cycle, whether the you are in the beginning phase of introducing your company, discussing the product or service, qualifying a prospect, conducting a webinar or product demonstration, or formally presenting a pricing proposal.
The phrase "pipeline management" refers to the salesperson's ability to juggle all of their prospects in differing points in the sales cycle. "Balancing" the sales pipeline refers to their ability to cold call, follow-up on existing leads and close sales simultaneously so that they have a continuous flow of opportunities and will not have huge period-to-period swings in closed sales.
Though all future sales begin as leads from some source (cold calling, referrals, or trade shows, etc), only qualified or contacted leads should be in the sales pipeline. All unclosed sales, however, belong in the sales pipeline as well.
Professional selling has many stages, which have been the same throughout history and effect your personal income. They include prospecting, presenting, following up and closing. I coach my clients that there are many steps in between these crucial steps of the sales cycle depending on the type of prospect, how long the sales cycle is and your personal selling style. If your sales and income are down, it is because you are not prospecting enough, presenting enough, or following up and closing enough. The way to increase your sales is usually for you to increase the quality or quantity of your activities in one or more of these areas.
Imagine Your Sales Pipeline
Imagine the basic sales model as a funnel. At the top of the funnel, you put in prospects. You have to call on a certain number of people, or suspects, to get a certain number of prospects. This number varies depending on the market, your product or service, your individual skills in prospecting, advertising, and many other factors.
An important part of the sales funnel is presenting. There is a direct ratio between the number of people you call on initially and the number of people who will agree to meet with you. Let s say, for example, that you have to call on twenty prospects to get five presentations or meetings. This would give you a ratio of 20 to 5 for your prospecting activities. Selling is very much a numbers game.
Follow Up and Close
Another necessary part of the sales funnel is that you have to follow up and close. Let's say that you have to follow up with two prospects to get one sale. What this means is that you have to put twenty prospects in the top of the funnel to get one sale out of the bottom of the funnel, a ratio of 20 to 1. The rule therefore is this "Keep your funnel full."
28. Avoid the negative people in the workplace and in your personal life.
We all know who they are. When we or one of our colleagues has just completed a record-breaking sales month, they are the ones who snicker, whine or make excuses about why they would have achieved results "if only life was fair." On any team, there are usually over-achievers, average achievers and under-achievers. Great teams are marked by great numbers of over-achievers who will not settle for anything less than winning championships. What do you want to be?
If you decide you want to achieve great things, then you must buy in and commit to the program that you and/or your coach designs. Also, you will need to prepare yourself for the reaction of some people close to you who will not be able to handle your new success. We find these people in our offices and even in our homes. I call these individuals "de-motivators" and saboteurs. However, some of my clients still consider them to be their friends.
Unfortunately, many of our friends like us most when we are not too successful in our work. Many of these individuals are actually threatened by this success because it confronts them with their own demons and failures. Change is difficult. When one of my clients makes the commitment to be the best person possible and sets personal and professional goals, I am there to help my client make it come true!
Be prepared for the true cost and sacrifice that will be involved.
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