shorten the sales cycle

8/8/2019 Shorten the Sales Cycle

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3 Businesses in 1 MSI

A Cycle - period beginning from cold contact

to securing a deal/enrolment. WI/CI business - 30mins to 3weeks

Corporate - 3weeks to 3months

Outreach - 3months to 1yearWhat is your Business Focus??


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MARKETING GENERATE LEADS

FOLLOW UP TO INVITE PROSPECT TO VISIT CENTRE FOR CLASS

AUDIT OR TOUR

MEET & GREET PROSPECT IDENTIFY THE DECISION MAKER

UNDERSTAND NEEDS THROUGH FACILITY TOUR

PROVIDE SOLUTION TO ADDRESS IMMEDIATE NEED

HANDLE ANY OBJECTIONS ASK FOR ORDER OR SET NEXT APPOINTMENT

UPDATE CUSTOMER RECORDS & FOLLOW UP DATE


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ACTIVE OR PASSIVE MARKETING?? FLYERS ADVERTISEMENTS ROADSHOWS SEMINAR TRADEFAIR OPENHOUSE DIRECT MAIL MAIL BLAST REACHINGOUT COLD

CALL/EMAILS/FAXES


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WALK IN PROSPECT

PHONE IN PROSPECT FAX IN OREMAIL PROSPECT


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PROPOSE BUILD CREDIBILITY

BUILD RECOGNITION

DE

MON

STR

ATE

PR

ODUCT

S & SER

VICE

S UNDERSTAND CUSTOMER IMMEDIATENEEDS

OFFER SOLUTIONS

GAIN COMMITMENT

CLOSE SALES


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WHENTO TOUR? MOSTEFFECTIVE AFTER CLASS AUDIT BESTTO DO THETOUR BEFORE INTRODUCING

PRODUCTS OR SERVICES THIS IS NOT A SITE SEEINGTOUR OPPORTUNITYTO DEMONSTRATE OUR SERVICES

AND ASK QUESTIONS TO UNDERSTANDCUSTOMERNEEDS

Course Consultant MUSTLEARNTO STOP TALKINGAND ASK QUESTIONS TO DRAW OUTNEEDS

ATTHEEND OFTHETOUR, Course ConsultantSHOULD HAVE ANSWERS TO THE 8 Q


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ACADEMIC ACHIEVEMENT

CAREER PROSPECT

TIME AVAILABLEFOR CLASS

EARLIEST STARTDATE

TYPE OFLEARNING SUPPORTS DESIRED

E-LEARNING/ CLASSROOM LEARNING

INVESTMENTAMOUNT

DECISIONMAKERFORTHE INVESTMENT


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Tell me more about your academic achievement to date.

What type of career/ job would you like to do in future?

Would you prefer day classes or night classes?

What is the earliest date you can start your course?

What type of learning supports you would expect from usto help you with your study?

Which mode of learning would you prefer? eLearning orClassroom?

How much would you be willing to spare for yourdegree?

Is there someone else that is involve in deciding on thecourse that I would know about?


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ALWAYS FOCUS ON PROGRESSION COLD CALL SET APPOINTMENTS TOUR UNDERSTAND NEEDS

OFFER SOLUTION FOLLOW UP CLOSE ASKFORREFERRAL

FOLLOWUP CALL BEFOREEACH CALL, DETERMINETHE CALL OBJECTIVE WHY AREYOU CALLINGTHE PROSPECT?

WHAT DO YOU WANTTO ACHIEVE? EMAIL

ENSURETHATTHE CONTENT IS PROFESSIONALLYWRITTEN

PROMOTION AND DISCOUNT WHENTO OFFER & HOWTO OFFER? Course Consultant MUSTWORKOUTTHENEGOTIATION STARTEGY

BEFOREMAKINGTHE OFFER. IF I CANGETYOU THE ADDITION 5% YOU ASKED FOR,WILLYOU BE ABLETO SIGN UP FORTHE PROGRAM TODAY?


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SHORTENING THESALES CYCLE


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WHAT IS LIFE?

Are you living or existing?


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Your Life = Your .

The Source of All Emotion is a

Constellation of Three Forces: A Pattern of PHYSIOLOGY

A Pattern of LANGUAGE A Pattern of FOCUS/BELIEFS


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TRAINED & EQUIPPED BORED TRY & TRY AGAIN CONFUSED

FRUSTRATED DEMOTIVATED DEPRESSED DELIRIOUS

DESPERATE SUICIDAL

TRAINED & EQUIPPED EXCITED PURSUE & GO FOR IT CLARITY

ENJOYMENT MOTIVATED/DRIVEN ELATED CONVINCED/CONFID

ENT

INSPIRED FULFILLED


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The two primary fears of all human beings:

1. Youre not enough

2. You wont be loved/liked/accepted

STRESS = FEAR


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ALL ARE DRIVEN BY ONLYTWO FACTORS:

1. BY VALUES YOU WANT TO HAVE.

2. BY VALUES YOU WANT TO AVOID.


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Everything we do, we do for six reasons:

1. Certainty

2. Uncertainty3. Significance

4. Connection

5. Growth

6. Contribution


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WHY & HOWYOU DO IT ISBASED ON:

YOUR VALUES & BELIEFS


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Values are the emotional states that we believeare importantto either experience or avoid.

Two Targets:1. Success, Love, Joy, Adventure, Wealth, Peace,

Health, Security, Passion, Ecstasy

2. Failure, Frustration, Hate, Depressed, Lonely,

Rejection, Bored, Guilty.


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A Belief is a feeling of Certaintyabout what something means.

(An strong perception of Certainty?)

Th

ree beliefs for lasting success:

1. IT MUST CHANGE ..2. MUST CHANGE .3. CAN CHANGE

Why MUST I CHANGE?The PAST does not equal the FUTURE,

unless you live there!


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Beliefs are never absolutely true Beliefs are not proven facts

Do you know what were previousresults?

Do you know what is expected of you?

Do you belief you can achieve

$300K/month? When do you think you can achieve this

target?


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Can I

Give Me Not Sure/Dont think so. Dont Know Dont Understand Dont Care I thought/Assume

Lets See Later (Wait & See) Next Day/Week/M/Year Let it Happen Will Try Will Help T

old Him/Her Passed to Him/Her Have To,But Should Have,But How can you Help Me Why not?

May I

Please/K

indly Make Sure Find Out Do My Best to Understand Do Care Have we/I? Will See to it Do it Now Today,This Week/M/Y Make it Happen Will Do My Best Will Ensure Informed Him/Her Clearly Made Sure He/She is Aware Want To I Must How can I get Help How about ?/ Perhaps ? I Choose


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What is your self-talk?

(Are you programming yourself for

success/failure?)

Am I not good in selling?/ Am I a top sales force? I make mistakes after mistakes?/ I learn from

mistakes

I lost big prospects/clients?/ I will get a bigger onenext

No one is calling?/ I MUST call them?

This is hopeless?/ I MUST change until I see

results?


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Programming yourself for success

Just say(tell yourself) :

I Can Do IT and I Will Do IT!

If IT does not work, I Will Changetill IT Works!

I am Responsible for my Actions;I Will Choose to Change IT if

needed!


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CERTAINTY IS

CREATED WITHIN YOU

NOT BY YOUR

ENVIRONMENT- Anthony Robbins

shorten the sales cycle

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