How to Have Successful Solo Pro Sales Conversations
1. SUCCESSFUL SOLO PRO SALES CONVERSATIONS
PRESENTED BY BARBARA SAUNDERS, THE SOLO PRO SUCCESS COACH
DIRECTOR, IASECP | FOUNDER, THE SOLO PRO ACADEMY
IASECP.COM | SOLOPROSUCCESS.COM
4. YOU’RE IN THE RIGHT PLACE IF:
YOU’RE GOOD - BUT NOT EARNING ENOUGH
YOU DON’T HAVE ENOUGH WELL-PAYING CLIENTS
YOU’RE FRUSTRATED WITH YOUR CLIENTS/PROJECTS
YOU’RE WORKING TOO HARD TO GET TOO LITTLE
YOU WANT TO MOVE TO THE NEXT LEVEL
5. WE’RE GOING TO COVER:
PRE-CONVERSATION PREP WORK
BEING A LEADER
GUIDING THE “4-ACT PLAY”
DIFFUSING THE ‘MONEY’ ISSUE
RED FLAGS FOR WHEN TO CUT & RUN
... AND A SPECIAL RESOURCE FOR YOU
15. A FOUR-ACT PLAY
IDENTIFY WHERE THE CLIENT IS CURRENTLY
IDENTIFY WHERE THEY WANT TO BE — THE ‘GAP’
SHOW YOU CAN LEAD THEM THROUGH THE ‘GAP’
ASK FOR THE BUSINESS
17. ACT 1: WHERE THEY ARE
GET A CLEAR PICTURE OF THE CURRENT SITUATION
18. WHAT TO UNCOVER
WHY ARE THEY LOOKING FOR HELP
DIG INTO CHALLENGES
IDENTIFY SELF-SABOTAGING
MISSING PIECES OR OPPORTUNITIES
ASK “WHAT DO YOU WANT INSTEAD?”
29. DETAILS
CREATE A CLEAR VISION
UNCOVER HIDDEN OBSTACLES AND CHALLENGES
LEAVE RENEWED, RE-ENERGIZED AND INSPIRED
READY TO TAKE YOUR NEXT STEPS
FILL OUT AN ONLINE APPLICATION AT: WWW.IASECP.COM/STRATEGY
Notas do Editor
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Be confident in that you know more about what you do than your client. You don’t have to know more than everyone everywhere.\nYou’re not in competition. You’re there to help guide the client from where they are to where they want to be.\nLead by setting appointments. Don’t be too available. If you can have an assistant set your appointments for you, all the better. It creates a sense of leadership.\nSet aside your ‘need’ and focus on the client’s.\n\n
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agenda: 1) We’ll look at where you are now; 2) we’ll uncover hidden challenges; 3) We’ll create a clear vision of your objectives; 4) We’ll finish up by identifying some next steps, you may recommend some resources. \n\nYou’re there to help them solve their problem, so they NEED you to connect to them as a leader. \n\nAcknowledge their awareness in some way: Getting help, Stepping up to a new level...\n