gretchen gordon managing partner braveheart sales performance
TRANSCRIPT
HOW TO SELL PERSONAL
EMERGENCY RESPONSE SYSTEM
(PERS)
Gretchen Gordon
Managing Partner
Braveheart Sales Performance
Why Is PERS Selling Different Than Security Alarm?
Can be more emotional Subscriber is frequently not paying for it
What’s Important
Relationships Trust
Suggested Reading “The Trust Project”, a White Paper by Dave Kurlan
Identify the motivatorPainFearGain
If you want the white paper, email [email protected]
Skill Sets Required Hunter Consultative Seller Account Manager Uses Sales 2.0 Tools Asks Good Questions Has Strong Relationships Attends Networking Events Asks Enough Questions Will Meet/Talk with Decision Makers Prospects via Phone and/or Walk-ins Quickly Develops Relationships Will Know the Real Budgets Gets Referrals from Customers/ Network Not Presenting at Inappropriate Times Will Handle Organizational Politics Reaches Decision Markers Uncovers Compelling Reasons to Buy Will Manager Time Effectively Schedules Appointments Understands How to Prospect Will Buy Won't Feel Urgency to Close Business Prospects Consistently Takes Nothing for Granted Won't Alienate People
Has No Need for Approval Wont Have Trouble Asking Tough Questions Won't Look for New Accounts Recovers From Rejection Will be Able to Listen/ Ask with Ease Will Make Friends Everywhere Maintains a Full Pipeline Will Follow Up Often Will Prospect
Closer Farmer Ambassador Gets Prospect To Agree To Make Decision Handles "It's a Lot of Money Objection" Very Likable Wont Make Inappropriate Quotes Has Closing Urgency Networks Well Will Meet with the Decision Maker Attempts to Close Will be Effective with People Will Find a Way to Close Won't Panic Over Objections Likes Being in Sales Wont be Overly Patient Won't Accept PutOffs May Follow Up without Reason Unlikely to be Derailed by Put-Offs Won't "Understand" Most Objections Will Waste a Lot of Time Not Likely to Take "Think it Overs" Won't Alienate Customers Prefers to Make Friends Isn't Looking to be Liked Will be Very Likable Little in the Way of Selling Skills Will Stay in the Moment at Closing Time Unlikely to be Distracted by New Accounts
Qualifier Uncovers Actual Budget Meets with Decision Maker Knows the Compelling Reasons to Buy Knows Decision Making Process Asks about Everything Will Discuss Finances Handles High-Ticket Pricing OK Doesn't Let Being Liked Get in the Way Able to Stay in the Moment Self-Limiting Beliefs Won't be an Obstacle
Health Care Workers Are Perfect Right?
Service vs sales Patient vs company Can they command
respect? Are they appropriately
motivated? Does the compensation
plan support the right behavior?
EqualsIncentive to
Change
Crucial Elements of Success
Desire Commitment Outlook Responsibility
Hidden Weaknesses
Buy Cycle Approval Emotions Money Records
Models
Referral based Pull marketing
InternetAdvertisingFlyers to inform (alarm) clients
Referral Based - What’s Important
Hunting Confidence building Persistent Activity plan: Leading indicators
Still need to manage the activity Might be contacts, and speeches as opposed to
appointments Need to pay attention to critical ratios Need to be Ambassadors but also must have a need to
close business How to get people to trust them
Personality styles Relationship building specifics
Be viewed as expert
Pull Marketing
Sales via phone Relationship building without visual
Communication pie: More difficult to build trust
Tone, pausing
Tone38%Non-Verbal
55%
Words7%
Sales Cycle Typically the actual sales cycle is very short
if speaking directly with the subscriber or sponsor (the one paying for subscriber)Must be able to close in one callSupportive buy cycle
Getting the trust of the referring party may be significantly longerIncumbent they trust or likeWariness because of bad experiencesFrequency and consistency is key
QuestionsIf you want The Trust Project white paper call me to talk or email Nikki at [email protected]
Gretchen Gordon571 High Street
Worthington, Ohio 43085(614) 396-6544
blog: www.braveheartsales.com/blog/
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