Rochelle Togo-FigaThe Breakthrough Strategist

Sales Business Coach, Speaker and Trainer

The Surefire Formula to Exploding Your

Sales

A Bit About Me…

Specialize in sales coaching and training

Creator of The Inner Game of SalesTM and Sales Breakthrough SystemTM

Author of Sell Without the Slick, sales self-study manual

23 years in sales, 14 years as a sales trainer & sales coach

My story….

How are you reacting to the economic climate?

Pulling back on marketing your business

Not marketing your business

Not selling your services

Afraid to spend any money

Hoping things will change quickly

Spending cautiously

Pulling the sheets over your head!

What successful business owners are doing…

Never stop marketing and selling

Market and sell even more

Learn new ways to market and sell

Think outside the box

Stay visible

Remain positive no matter what!

Your Sales Marketing Pie

Networking

Speaking

Follow Up

Your Sales Force

Programs & Products

Teleclasses & Workshops

Irresistible Offers

Articles

Networking

Networking is one of the fastest ways to get a lot of people to know you, like you and trust you.

Go where your ideal client goes

– Networking groups they attend

– Associations they belong to

– Non-professional groups they belong to

– Newsletters and magazines they read

Networking Groups

Weekly networking groups

– Business Network International (www.bni.com)

– “Le Tip” (www.letip.com)

Professional Associations

Chambers of Commerce

Toastmasters (www.toastmasters.org)

Board of Directors

Rotary Club, Lions Club, Elks Club

Social Clubs: Investment, Country, Tennis

Speaking

Speaking to groups is one of the best ways to become known.

Specialist in your field

Instant credibility

Vast exposure

More efficient

Speaking Venues

In-person

– For yourself or pre-formed groups

– Fee or no fee

On the phone

– Teleseminars

– Interviews with strategic partners

Online

– Webinars

Workshops/Teleclasses

Access to reaching groups who see you as the expert.

Interested in learning more about your service or product.

Live workshops & Teleseminars

– On your own (www.teleclass.com)

– Collaborate with a strategic partner

Irresistible Offers

Offer “free” rich & valuable content

Know-Like-Trust Factor

Seen as the expert

Establish credibility

Irresistible Offers…

– Free Online Newsletter

– Special Reports

– Tips

– Checklist

– Audio CD or downloadable audio

– Talks and Teleclasses

Programs & Products

Create your own step-by-step system

Recycle existing material

Record and transcribe your group events into products

Package into programs and products

Massive passive online revenue stream

The Follow-Up

80% of sales opportunities are lost due to lack of follow-up

Prospects who say “no” now will make a buying decision within 12 months

Selling is establishing a long-term business relationship

Benefits of Follow Up

One of the most effective and inexpensive ways to increase your business dramatically.

Prospects who do not buy short-term usually make a purchase within 12 months.

When they’re ready, it’s with the person who stays in touch.

You’re creating a relationship over time.

Here’s The BIG One….

It may take at least 7-10 follow-ups to close the sale!

Follow Up Tips

F/U within 24 hours

Hand-written notes

Send Out Cards

(www.sendoutcards.com/27721)

Send “Soft Touch Base” emails

Send Testimonials

Keep in touch during and after

Write ezine (www.constantcontact.com)

Thank them after

Customer Appreciation Lunch

Remember special days

Special Themes

Habit of persistence

Don’t get stopped by “No”

Closing the Sale

Steps leading to the Close

1. Develop Rapport

2. Invite Prospect to speak first

3. Ask qualifying questions (How, Why, When, and What)

4. Listen and Play back

5. Handle Objections

6. Summarize the Prospect’s Needs

Steps leading to the Close

7. Present your Background

8. Make the Recommendation

9. Tie Back to the Benefits

10. Ask for Agreement (How does that sound?)

11. Closing Questions and Next Steps

Listen and Play Back

Prospect: Gives you information – the Facts

You: “Plays back” the facts to Prospect

“Playing back” means rephrasing what Prospect has said

20/80 Rule

The Business Owner speaks 20% of the time

The Prospect speaks 80% of the time

That means your job is to listen more and talk less

Why Play Back?

Stay on track

Clarify and summarize

Generate more information by showing you’re listening

Prospect feels heard

Use a lead-in phrase

Lead-In Phrases

“So, what you’re saying is…”

“If I understand you correctly…”

“Let me see if I have this…”

“In other words…”

“What I’m hearing is….”

“Sounds like you want…”

“I sense this is important to you”

Advantages of Play Back

Confirms you are clear on what the prospect’s challenges & issues are.

Triggers more information to use.

Shows you are genuinely listening to them.

Builds trust and rapport.

Let’s see if you really listen!

The Close

50% of all sales calls end without asking for some sort of commitment to the next

step!

Making the recommendation…

1. Summarize the prospect’s needs

– “Based on what you said, it sounds like you’re interested in…”

2. Make your recommendation

– “Here’s what I recommend….”

3. (Optional) Present options

– “You can select …., or you can go with …”

4. Tie back the benefits to the prospect’s needs

– “This will help you …………. that you said earlier is important to you.”

5. Get agreement

– “How does that sound?”

Closing Questions

Examples of closing questions

– “Shall I draw up a contract?”

– “Is there anyone else involved in the decision-making process?”

– “Would you like to sign up?”

– “Is my recommendation acceptable?”

– “Shall I finalize the details?”

– “How soon do you want to get started?”

– “What will it take for you to do business with us?”

Ask & then Shut Up!

Ask “closing questions”, and then be quiet

Don’t speak until your prospect answers you

The first person to speak, LOSES!

Next Steps

Ask “Closing” questions

Confirm next steps that you and prospect will take

Connect next steps to the calendar

The Inner Game of Sales

Your thoughts create your reality

You can be in action until you’re blue in the face

If you don’t believe, nothing will change

What you think and speak creates your reality

Self-Sabotaging Beliefs

They won’t pay for this

I don’t know enough

I’m not enough

They’ll find out I’m a fraud

I don’t have the right personality to succeed

I’m a failure

I can’t do this

I’m not worth this

I can’t have it all

Who would want what I offer?

I have nothing to offer

I can’t compete

I’m not good at sales

I’m not good at marketing

I’ll never succeed

I’m not good at what I do

I’m not ready yet

I’ll get overwhelmed if I have too many clients

They’re better than me

I don’t have what it takes

I’m not motivated enough

I must discount to have clients

I have to work hard to succeed

I can’t afford to get help

Barriers to Your Success

Inner Voice

Fears

Past-based experiences

Limiting thoughts

Your thoughts create your reality

Feelings

Action

Thoughts

Results

Reframing Limiting Thoughts

Limiting thought

– “I’m not good at this.”

Reframe the limiting thought

– “I have an excellent product, provide extraordinary service, and my prospects like me.”

Ask yourself if that new statement is truer than the original thought

Your thoughts create your reality

“Your subconscious mind cannot tell the difference between a clear and vividly imagined experience and a real experience.”

David Cameron Gikandi

Happy Pocketful of Money

YOU are the author of YOUR LIFE!

Make the commitment and eliminate the excuses.

No one stops you…only you stop you.

What have you been unwilling to do because of a “fear”?

Ask yourself “Is this a real fear or a self-imposed fear?”

Reframe the limiting thought.

Then TAKE ACTION!

What action steps are you going to take away today?

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