The Sales Equation: Increase Your Win Rate & Reduce Your Sales Cycle - Gabriel Padva
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Inside Sales Virtual Summit - Access all 62 recorded sessions here: http://www.insidesales.com/summit/register-2 Gabriel Padva - Revenue Accelerator at 30,000 FT Strategies Inc. LinkedIn: http://www.linkedin.com/in/gabrielpadva Twitter: https://twitter.com/GabrielPadva Company Website: http://30000ft.ca/ Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php
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The Sales Equation: Increase Your Win Rate & Reduce Your Sales Cycle - Gabriel Padva
- 4. • Why are you in this business? • What do you believe? • Why are you inspired? • What big problems do you want to solve? People don’t buy what you do - they buy why you do it. 1. START WITH WHY
- 5. • Buy More - Buy Faster - Buy More Often 2.TARGET DREAM CLIENTS
- 7. Grab and keep the attention of your ideal buyer • PROBLEMS • CHALLENGES • NEEDS • WANTS • DESIRES • PAINS 3. ENGAGE & MAGNIFY
- 8. • Provide Entertainment - Create an Experience - Identify Problems ACTIVATORS
- 12. • Stories & statistics • Creating an experience • Being different • Re-enforces activators WOW FACTORS
- 13. • Ask questions to elicit hot buttons • Open ended questions leading to close ended • Relevancy is paramount • PROBLEMS • CHALLENGES • NEEDS • WANTS • DESIRES • PAINS ASK ENGAGEMENT QUESTIONS
- 14. • Picture yourself as one of your dream clients • What matters most to them? • How would you find common ground in both of your businesses? • Imagine you were in front a group of 100 dream clients, what valuable information could 4. EDUCATE ON HOWYOU CAN HELP
- 15. • What frustrates you most about this industry? • If a best friend were to buy a service or product like yours, what would you warn them to look out for? • How could the industry be improved? • How are you or could you solve these issues? INDUSTRY ISSUES
- 16. • Features: How do you solve this problem? Be specific! • Benefits: What does this mean for the prospect? • Examples: What stories, analogies, and visuals can you use to get your point across? FEATURES, BENEFITS,AND EXAMPLES
- 17. MESSAGING MATRIX Messaging Matrix # Industry Issue (Hot Buttons) Prospects Challenge (The specific Challenge to the buyer is) Feature (The way we solve this problem) Benefit (What that means to you is) Story / Example / Analogy / Visuals 1 Sell more locally and internationally. (Locations LST) - Don’t understand benefit of product - Proper differentiation - Culturally acceptable messaging. - Negative connotation - 15+ years experience - Culture awareness - Local experiences - Translation and editing - Subject matter experts. - Female / male translation. Receive a message that accurately reflects the original language in feel and style. - Elextrolux “nothing sucks” - Chevy “nova” - Lists of mistranslations. - Microsoft apologizing to natives. 2 Timing vs Quality and Accuracy - Lost revenues, contracts or opportunities - Increased expenses - Message is confusing - 700 to 800 WPH productivity. - Hand picked people - Time to market - Quality control checks - Use CAT tools - High quality service every time. - We’re fast and reliable. - Regulation change for immigration. - Visual chart. - Not getting your visa image. 3 Local and international legal issues - Sued by non-compliance with local authority. - Procedures not properly followed can cost millions. - Cross culture implications - Poor training causing damage. - Not meeting the standards or requirements which results in a a fine. - Legal specialization - 5 years experience - Professional association - Regulated subject matter experts. - Specialized subject matter experts. - Accurate and precise - Large volume processed fast - Environmental standards - Chilean Mining Company - Mexican Gulf Disaster 4 Communication with foreign suppliers, workers and partners - Safety procedures, lost productivity. - Procedures aren’t being followed. - Can’t use equipment properly - Late delivery of goods - Partnership break-ups - Potential for accidents of even death - Use knowledge of of culture and language to bridge communication - In-country linguist - Specific business expertise - Safety, find common ground. Reduced expenses. - Gain expertise faster. - Communicate more effectively w _______. - Computer manual (begin vs. start) - Friends death. - Decision making and training time. - Meat processing factory . 5 Confidentiality & Risk Assurance - Competition leakages - Lost business, law suits - Disruption of immigration process - Cultural understanding of confidentiality (Mongolia vs. Canada) - Secure data centre - Confidentiality agreements - Canadian certified linguists - Western business practices. - Adherence to ethical standards - Controlled in Canada - Safe, secure, reliable. Eastern and Western business practices
- 18. PRESENTATION TOOLS • Powerpoint - least favorite • Infographics / landing pages • Screen sharing with join.me • Prezi.com • Whiteboards - most favorite
- 19. Present logical evidence to back up your claims 5. PROVIDE EVIDENCE
- 20. TESTIMONIALS AND CASE STUDIES
- 22. BUSINESS CASE / ROI ANALYSIS
- 23. Provide a low risk way to take the next step 6. MAKE AN OFFER
- 24. • Low cost, high value • Packages and checklists • Should be genuine and not gimmicky • Risk reversal CALLS TO ACTION
Notas do Editor
- Being an information marketer today requires delivering more value than writing e-books. You need to create an experience for your audience and interact with them in as many ways as possible. If you have the right tools and the knowledge to use them effectively you will be able to increase your prices, sell more effectively, create more value, and separate yourself from the competition. In this session you will learn: The top 3 challenges of delivering content online The value and importance of online engagement What the difference is between a webinar, online meeting, online course, web briefing, and screen sharing How to quickly build trust, brand loyalty, and value by using online sales presentations The highlights and pitfalls of the online tools available Pricing considerations of the various tools and platforms Gabriel Padva from 30,000 FT Strategies is a Business Growth Expert who uses the latest technology and fundamental sales strategies to help businesses grow. He works with companies large and small to help them increase their revenues, reduce their sales cycles, and artfully separate themselves from the competition. Gabriel is an accomplished entrepreneur who has grown many successful businesses, received numerous business awards, and has been recently featured on the cover of the Western Investor, Breakfast Television, and The Wall Street Journal.