meghan messenger, 09/14, new york - sales and traction

8/20/2019 Meghan Messenger, 09/14, New York - Sales and Traction

http://slidepdf.com/reader/full/meghan-messenger-0914-new-york-sales-and-traction 1/20

Sales & Traction17 Years of Learning What NOT to do, in order to Learn what TO do.

October 14, 2015

@meghanmess



Desperat

ion

2

KEYS TO SUCCEED N! N S"LES#

@meghanmess

don$t %eDESPERAT

E

LISTENwith e&'ath(

Listening



)

DES*E+"T ON



Started in Lo-a Sa es/ 1000

UST – give it 1 st

ming bac to it



i t Ne3t 4 &'$s 5er-hant Networ6

1!! Coporations" 1!! #illion$Cons%mers8ia Cor'orations 9 ":nit( !ro 's

!"!!! $ #erc'antsCo&&er-e 5ar6et' a-e

;irewa

*rote-teddata%ases

Cor'oratese- rit(

Corporate Clients(0<= of ;ort ne 1<<

7<= of ;ort ne 1<<<1<<6> S&a sinesses

Press Coverage



?

Strategi- *artnershi's

@meghanmess



DON$T E DES*E+"TE

7

)ILL T*P *) )UNNEL++vs obsessing on t'e bottom onl, creates

-esperation++& inabilit, to close



@

". COLD C"LL N! is i6e going to the !Y5 D E S P E R A T I * N



. + TU"LS winning is determined in your SETUP

0

ENER./ #ANA.E#ENT0)atig%e ma es co ar-s o2%s all+3

– 4ince Lombar-i

#*N56EDStart Strong

++7%il-#oment%m

SELL SELLSELL

Lea-s" *t'erSt%8

D E S P E R A T I * N



C. D ;; CULT AUEST ONS ma e it a game, get good at it

1<

C A N I 4 I S I T / * U R

* ) ) I C E S 9

CAN I .ET ADISC*UNTED RATE9

D U

E D I L L I . E N

C E 9

C A N I T A L : T * / * U R

C L I E N T S 9

6 ; * E L S E I S

7 U / I N . 9

6;* ARE /*URC*#PETIT*RS9

CAN I ;A4EE<CLUSI4IT/9


@meghanmess



D. * *EL NE wor bac wards

11

Start at bottom

A7C t'e list

Start it' C=s

Can a8or-

to practice &lose

Priorit, ClientSi>e o2

Co+

A 5et ife <,<<<

A "onB ewitt )<,<<<

A " State )<,<<<

A Tho&son +e ters )<,<<<

A + S 2 ,<<<

A ngerso +and 2 ,<<<

7 E3e is 1 ,<<<

7 We star 12,<<<

C *ro% i d o dings n- 7,<<<

C a-6+o-6. ,<<<


@meghanmess



!ET ST"+TED

12

#otivation vs+ Action !ohn "urns, author # $sycho%ogist

6'ere -oes motivation come 2rom9 6'at comes ?rst" motivationor action9

f (o said &oti8ation, (o &ade an e3-e ent, ogi-a -hoi-e.Unfort nate (, (o $re wrong.

5oti8ation does not -o&e rst, a-tion a wa(s does Yo ha8e to 'ri&ethe ' &'. Then (o wi %egin to get &oti8ated, and the F ids wi Fow

s'ontaneo s (.

)irst( Action Secon-( #otivation T'ir-( #ore ActionGthen %a-6 to se-ondH


@meghanmess



L STEN N! W T E5*"T Y

1)

People b%, it' t'eir ;EARTS7ac it %p it' t'eir 7RAINS



1

". T E I1J OU+ 5EET N! +ULE

@meghanmess

L I S T E N I N .



. KNOW T E *+O LE5 to bui%d creds

1

T'e, 'ave a problem t'at nee-s toget solve-+

&hat is that $rob%em on their des today'

Case st%-ies o2( s%ccess & 2ail%reswhat are they rea%%y thin ing' &hat are the issues'

L I S T E N I N .

@meghanmess



C. TO EN!"!E, YOU 5UST D SEN!"!E

1?

L I S T E N I N .



D. "CT E L STEN N!, 5"KE T E5 ;EEL E"+D

17

Repeat bac 'at ,o% 'ear-(n your own words, ma e them )ee% heard

C%riosit, is a m%scle" e@ercise an--evelop it

*ou can become +ery good at this in a%% $%aces o) your %i)e

L I S T E N I N .

@meghanmess



!O ;O+ LO E 9 5"++ "!E, NOT 1JN ! T ST"ND

1@

L I S T E N I N .



10

N SU55"+Y

A+ Col- Calling is li e going to t'e g,m7+ Rit%als( 6inning is -etermine- in ,o%r set %pC+ Di c%lt B%estions( #a e it a game" get goo-D+ Pipeline( or bac ar-s

.et Starte- Action lea-s to #otivation

don$t %eDESPERATE

LISTENwith e&'ath(

A+ 15;o%r meeting r%le( min listening" 1 min7+ :no t'e Problem

C+ To engage ,o% m%st -isengageD+ Active Listening( #a e t'em 2eel 'ear-.o 2or Love & #arriage Not 15Nig't Stan

@meghanmess



Than6 Yo

A estionsB+ea-tionsB;eed%a-6/twitter/ M&eghan&ess

meghan messenger, 09/14, new york - sales and traction

Documents