Eagle Eye Selling - Selling Above the Trenches

Ask Questions about the Approval Process and those that Will be Involved

 What are the normal steps to get something approved?

 Timeframe?

 Who is involved? How do they feel about the project?

 Who else can jump in?

 What could delay or stop this?

 Who could be a road block and why?

 Can we talk with them separately or pull them into the meeting?

What is a champion?

What can they do for you?

Take ownership of the project

Organize the meetings

Give insight

Lead you to another champion

How does it help them?

You edify them

Let them take ownership so they appear as the thought leader in the organization

Always keep them involved even if there are other champions

Thank them along the way and after the close

Quote of the Day - “Always do right. This will gratify some people and astonish the rest.”— Mark Twain

“With integrity, you have nothing to fear, since you have nothing to hide. With integrity, you will do the right thing, so you will have no guilt.” ― Zig Ziglar

Have integrity with your Clients/Prospects

Always be honest

If you don’t know the answer tell them and then find out

“BS” will always be uncovered

Do what you say you are going to do

Integrity builds trust and confidence

Will be great referrals and solid customers

Have integrity with your peers(internally and competition)

Always be honest

Internally

Work together/be a team player

Do what you say you are going to do

Be reliable

NEVER bad mouth to others or at all

Externally

Be a fair competitor

Be honest about what you know about the competition

Don’t bash or lie about your competitors

Be friendly when you see each other

Leave the battle on the field

You never know when you may need each other

Plenty of business for all

This is meant for a sales team, division to division, up the line to manager, director, etc. Also, for the new entrepreneur with little or no employees.

Sales to Sales

Build from each others successes and failures

Help each other with strengths and weaknesses

Sales to Marketing or Customer Service

If you pass along a client to cust. Serv, discuss what the client is about.

They may struggle to get clients to call them back.  

Sales can be looked upon to ways to do this.

Cust Serv may be able to help sales who struggle with making effective calls

Business owner to business owner

Networking group

Social functions

Learning groups

Build Team Spirit

Common goals create drive and energy

Complementary skills and abilities

Everyone has talents that can share and teach

Don’t hoard what is giving you success.  

Don’t hoard what is giving you failure. This gives you and others the ability to learn

Keep your Career in perspective. Family First

Success.eagleeyeselling.com (Success.eagleeyeselling.com)

Where you will be in life and in your career is directly attributed to:

The books you read or listen to

The audios/videos you listen to or watch

The people you associate with

Daily Diet of self help material

In our last podcast, we discussed the sweet spot and how to take advantage of that while not ignoring the rest of your territory.

One way to build on your sweet spot and find possible new sweet spots is to build your pipeline around your signings. This include geographically, industry specific, size of the company, etc.

Once you have a client, see who they know in their industry or the locality or business group that they can help you meet.

Do a marketing blitz announcing the new client and why they signed on. Send that to local companies, similar industries, similar size companies

With training, see if you can invite other companies to sit in. bring in a lunch/breakfast and promote it.

Especially if you have a strong champion in that company, or an individual owner of a small business use their assistance as long as they are willing to. Be sure to always be grateful and get them a gift for their time.

What is the “sweet spot”?

Learn your “sweet spots” and work that hard but keep working all areas

As you prospect your territory, whether it is a geographic, industry, company size, etc, you will find there is a particular part of that territory you will thrive in….

Spend most of your time in that area so you are hitting your numbers.

Gather quotes/success stories for clients in that sweet spot for marketing.

Constantly evaluate why that is such a strong part of your territory to find similarities and differences. These differences could open new sweet spots

The other areas, do not forget about because you will still find success and may find new sweet spots

Tailor your marketing on whether it is a sweet spot or another area.

Market towards similar, local prospects with specific examples of similar clients

Test market different ideas to see what starts to work in the less producing parts of your territory

EES 13 – Never Stop Prospecting

Prospecting is what keeps the pipeline full.  You must continue prospecting in good times and bad.  By consistently prospecting, the bad times are limited.  Effective time management is needed.

EES 12 – Know Your Numbers

Know your pipeline steps.

Work from the bottom up to determine the numbers needed at the top.

Know your numbers for each step of the pipeline.

Sales is definitely predictable if you know your numbers

Prioritize your activities

Learn what activities are valuable

Learn what activities are secondary or are wasting your time

Evaluate your numbers to tweak, if needed