BOOST YOUR SALES

Leading the customer throughout the sales process is essential to shorten cycle times and increase the conversion rate. And it all starts by creating a clear, simple process that you have to follow step by step until closing the sale.

– Selling is a process: basic steps
– Measure conversions
– Make sure that you consistently build your pipeline
– Mistakes that make the sales cycle longer
– Ask for “micro-commitments”
– Close each meeting with the next step
– Define a clear and closed agenda for each meeting
– Create a Customer Journey Map
– Mutual action plan

The sales process starts by identifying which customers we are going to target; something that has a direct impact on your metrics and ROI. In this module we will discuss different segmentation strategies, as well as tools to qualify customers.

– Focus on your ideal customer
– Focus on a niche
– Focus on those who aren’t looking
– Qualification frameworks

The prospecting phase is one of the most complicated phases of the sale since we are addressing potential customers who don’t know us yet in order to pique their interest.

– Don’t underestimate cold-calling
– A framework to structure your calls
– Understand the main objections in the prospecting phase
– The prospecting channels
– Sequences and channels
– Objections and how to deal with them

Traditionally, salespeople have been told that they have to empathize, create a relationship with the customer… but the reality is that to be an excellent salesperson you have to go much further. You have to show them that you are the one who understands them best and that you are an expert in their area.

– Creating connection and credibility
– Anticipate their problems
– The four dimensions of a problem
– How to challenge their positions
– The importance of trust

Showing that you care about them is not enough… REALLY CARE. In this module we learn from Chris Voss a series of techniques to build empathy:

– Ask them and let them speak
– Use LabelsTM
– Use MirrorsTM
– Usa SummariesTM
– Generating sales through TacticalEmpathyTM
– Practicing TacticalEmpathyTM

A common mistake is to sell the product from the beginning, when what you actually have to do is to make your customer see that there is a compelling reason (a problem, an opportunity…) to look for solutions and take action. And we are the solution!

– Your clients don’t know what they need
– From problems to “drivers”
– The script structure
– Questions to make it clear
– Questions to make them feel the implications
– Create detachment
– Questions to create need

How are you able to convey a value proposition in a powerful way that generates interest? By clearly visualizing its components, its “anatomy”: benefits, differentiation…

– Value Proposition Framework
– Value Equation

A great sales pitch can mean a difference of millions of dollars in terms of turnover. In this module we will cover the best techniques to create the best possible pitch:

– Elevator pitch
– Create a story with Storybrand
– Blame the “Villain” technique
– Anticipate their concerns
– ROI & Value Selling
– Emotional Impact
– Explain WHY

An excellent salesperson is a “master” at handling potential customer objections. In this module we will teach you the keys to achieve this.

– Understand where objections come from
– Don’t fight objections (judo technique)
– Get ready to manage them (with this framework)
– Red herrings or distractions

Every sale has a negotiation component to it. It’s key that you learn the techniques and tools that will enable you to achieve your objectives.

– Your BATNA gives you power
– Their BATNA helps you make your first offer(aggressive)
– Don’t negotiate too early
– Whoever has more control over their emotions wins
– Don’t make one offer, make three
– Closing the deal

Social Media Networks, especially LinkedIn, have become a FUNDAMENTAL channel for sales as they allow you to connect and build relationships with decision makers. In this module you will learn how to create a network, gain authority, send the right messages, measure success, etc.

In this module we will analyze the different tools that are used throughout the sales process, from basic tools such as CRM to more innovative ones such as Digital Sales Rooms where you create a space to share information with your customer.