“It’s what we learn after we know it all that counts.”
It costs 6 times as much to bring in a new customer as to maintain an existing customer.
- Prospecting for new business
- Effective Selling Skills
- Self-image and beliefs
Do we know what we’re looking for? Do we know how to qualify and disqualify prospects?
What are the LEADING indicators that get us the revenue?
How good are we at having a meaningful conversation to figure out together if this is going to be a good fit? That conversation is what constitutes sales.
“It’s hard to out-perform your self-image.”
When you watch cross-country races, there’s usually one person way out front, a cluster in the middle, and some stragglers. Joe’s son saw himself in the middle of the pack. He moved to a place with a better team and was in the middle again—but now running faster than he’d ever run.
The Success Triangle
- Attitude/Self-Image/Belief System
The problem we have is that we start putting these in the same bucket. We create our self-image based on how we’re doing at our job.
The IR (Identity-Role) Scale
We confuse our identity with our role, and base our self-image on how well we are performing. If you envision yourself as a 2 on the scale, you’re going to find a 5 problem tough. But if you see yourself as a 9 or a 10, the 5 problem will seem easy.
To get around this:
- List all the beliefs you have that are helping you
- List all the beliefs you have that are hurting you
- List all the beliefs you don’t have and should
Here would be a great belief to have: “I’m independently wealthy and I don’t need the business.” (“Work like you don’t need the money.”)
The best time to sell is when you’re NOT desperate for business.
A side note: nobody likes to be told how you’re going to help them. It implies they don’t know what they’re doing.
There are 5 dials (out of everything in the cockpit) that keep the plane in the air. The key dial for sales is face-to-face meetings. How many meaningful, significant conversations are you having in a week? If you consistently have meetings on your calendar, you will be successful.
What we need is a multi-faceted plan to get us together with the right people. If Joe is consistently in front of 5 new opportunities a week, everything falls into place. So schedule 1 meeting a day.
We’re all either doing work or getting work. We have a lot of work to do. That can displace the getting work, so we have to put getting work on our schedule.
Where do we find those new opportunities?
- Business networking.
- Asking for referrals. If it seems too awkward to ask for a referral, ask for an introduction.
- Meetings with current and past clients.
- Get in front of people by speaking in public.
- Passive marketing: social media, website, other things people can see while you’re sleeping
Do we know what we’re looking for? A thing to say in meetings with prospects is “Can I share what I’m looking for in this discussion?” We ARE looking for qualities in our clients. Joe looks for a belief that there’s a significant potential for growth and a commitment to achieving it.
People worry about when and how to close, but guess what? You should never have to close. If you’re trying to convince somebody to work with you, it’s a lost cause and a waste of time.
Develop a repeatable process. A system gives you a chance to see what you were supposed to do and whether you did it.
Do you have ten years of experience, or one year of experience that you’ve repeated 10 times?
The biggest problem when you’re in sales mode is TALKING TOO MUCH. When you’re talking, you’re not selling.
Ask questions that really make prospects think. That will demonstrate you’re smart without offending people.
Here is a tool for asking more effective questions. People buy based on emotions, then justify it intellectually.
Pain now has the biggest impact. Our job is to find out where the pain points are. When a client is in serious pain, they don’t respond with delaying tactics.
The 3+ Rule
Ask at least three layers of questions?
- What? (Intellectual)
- Why? (Emotional)
- How? (Impact)
Don’t jump to conclusions. The client has to tell you what s/he needs. For instance: do they know how to fix the problem, but for some reason haven’t done it, or do they not know how to fix the problem?
Qualify, close, present. Don’t do proposals to get the business: do proposals to confirm the business.
with Joe Diliberto
When it comes to business growth, are you winging it? Improvisation is a useful skill for consultants…but not when it comes to increasing revenue and developing your consulting practice. Good intentions aren’t enough. If you want significant growth, you need a strategy.
Joe Diliberto provides a framework and a system to help unleash your potential in order to accelerate your business growth. Join us at the October 2015 BACN meeting if you want to
- Get in front of more new prospects on a regular basis
- Differentiate your services and yourself more effectively
- Upgrade your self-image and belief system
About the Speaker
Joe Diliberto is a nationally recognized speaker. His background includes executive level positions in Sales & Marketing with Fortune 100 and start-up companies. An expert in his field, Joe is the President of Sandler Training serving the SF Bay Area. The Sandler System has been recognized by Entrepreneur Magazine as the #1 Sales Management Training Program for the past five consecutive years.