Key decision makers appreciate compelling and powerful messages from your salespeople. An intuitive opener is able to deliver the message and discover what truly matters to your prospects. A proficient closer should move the process along to close the sale using a refined sales language. If you have blind spots in your business don’t chuck your existing structure, find out what processes can be amended to overcome objections and dramatically change your close ratio.
Key Takeaways:
[1:13] Business are missing the blind spots when developing their business
[2:05] Don’t throw away your existing development efforts just change a few things
[4:02] What is the missing link to creating new income
[6:15] Realistic sales cycles and defining the message
[8:03] Sales messages are compelling dialogue paths
[10:22] The Rock Star Checklist for sellers
[13:33] Customize your message for your business and your clients
[15:28] Refine and narrow your target
[17:04] What truly matters to your prospects, 3 times exercise
[20:35] Key decision makers want the right person involved in the sales process
[21:40] The Hunter/Farmer and Openers/Closers
[22:48] Attracting the right sales people without the BS
[26:32] Opening salespeople are more intuitive and they create fast, meaningful bonds
[29:45] Demonstrating sales language proficiencies is a blind spot
[32:25] Why an Objections Manual is critical
[34:32] Let your hunters hunt, record them so they can move on to more sales
[37:48] Language + Delivery = Outcome
[40:33] Sometimes the devil is in the details, are your sellers prepared?
[42:24] A real life client example of dramatically improving your close ratio
[47:23] Date, time, date, time, date, time
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ckopp@koppconsultingusa.com