Sales / Mkt

Selling as a sport

KirkLeave a comment

Maybe those in sales can relate to this sports, pitch and catch analogy.

We should ‘keep the ball rolling’ with good sports until they dont wanna play or the ball goes flat or busted beyond repair.

Its fine to pump it up a couple times but dumb to continue play with a sales ball that doesn’t hold air.

Unwise sales people spend precious time and energy trying to knock the ball out of unqualified or uninterested prospects hands. Like football players trying to cause fumbles or basketball players grabbing for steals and picking up stupid fouls.

Yeah, they might get one here and there but not near as many as an open receiver or hitting a spot up 3.

Interests, Needs and Strengths

KirkLeave a comment

I like this info pic a lot. Its so fundamental! Call me a fundamentalist.

INTERESTS
Its wise to always look internally to our innate desires, thoughts, passions, and areas of interest. If we do what we are gifted and called to, it makes a big difference. Yes, working for money is important but doing something with a BIG WHY that fulfills and excites you is much more important. If you do this, like the saying goes, ‘you will never work (the drudgery type) another day in your life.’

NEEDS
While it’s wise to do what we are passionate about that alone is insufficient. We need to see what true needs and wants the people can use; where is there a legit opportunity to serve?

In a successful business, considering the qualifications and understanding our target markets is essential. What is a true value based on the market? Be innovative but do not lose touch with reality and getting lost in your personal perspective is critical. Its not about YOU. What do THEY want?

And are you willing and able to pivot to deliver it?

As the founder of Galvanize Entrepreneurs and Rainmakers Tony Scelzo once said, “Market narrowly but sell broadly.” That’s solid advice.

STRENGTHS
Concurrently, what resources and strengths do you possess or are able to aquire to fufill the other parties desire? Make a list and prioritize. What can you sustain tsin while remaining aligned with your interests and their needs?

If you find yourself lacking, get busy. Yet keep in mind, the enemy of good is perfect. Be innovative but be willing to do what it takes to deliver an excellent rendering. Do what you are good at. Lean into your innate talent, your acquired skills and what you do best while shoring up and working with people who balance your weaknesses.

THE ZONE
When you do the above; when you engage with your interests, fufill needs and play to your strengths you will be in the proverbial sweet ZONE; the eye of the hurricane; the center of fulfillment. The more you stay in the zone, the more successful you are.

4 step outline to great story telling, preaching and selling.

KirkLeave a comment

Start slow, Go low, Rise higher, Catch fire!

1. Start slow (slow pace, soft, building rapport, overview… prior to ruminate, pray, prepare but start soon enough)

2. Go low (basics, simple, relatable, rich and deep storyline)

3. Rise higher (build pace, encouraging, great challenge)

4. Catch fire (fervant emotion, climax, hot white, victory)

Sphere of Influence (SOI)

KirkLeave a comment

Sphere Of Influence (SOI)  

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One of the best ways to garner lasting success in sales is by maximizing your Sphere of Influence. 
SOI include:

  1. Customers / Clients
  2. Complimentary Networking People
  3. Business leaders / Influencers
  4. Friends and Family Evangelist

ID (Flag and Tag) you contacts in your database CRM and grade / label as:

A+ = Personal call / visit monthly PerfectView-What-is-CRM

A = Personal call / visit quarterly

B = Personal call / visit annually (Birthday preferred)

C = Everyone else is blank or a C

D & F = Delete and Fire

 

 

A+’s These are the best of the best. You go to… most influential. If clients, these are you top 10%. Those that are High Profit and Low Maintenance. These people are your BIG orderers & CHAMPIONS. They are the people that refer you regularly. They help you connect to the right people. They are your super evangelist. These people might be buying or referring you weekly or monthly.

A’s They are very good people who could be A+ but might be too busy. They are solid customer and referrers. 

B’s are good and hopefully will become A’s. They would likely refer you if someone asked. They would probably give a review online but wouldn’t give a reference unless asked. B’s are good customer but maybe high maintenance or overly budget or service expectations. 

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C’s aren’t the best but shouldn’t be deleted. Time priority should go to A and B’s first. 

D&F’s just get rid of as quickly and professionally as possible. Life is too short and there are too many better opportunities available. Keep in mind exceptions to every rule but not principles. 

Add A, B and C to your mass marketing efforts via newsletters, social media, etc in effort to keep Top Of Mind (TOM) as people like to buy from those they ‘Know Like and Trust…and Remember’.

Invite SOI’s to meetings and networking events 

Use this process pattern when communicating but feel free to mix up and be spontaneous (SEE):

S = Service (Discuss how service has been with customers, Business has been with others – new projects, trends, books, concepts, etc) 

E = Enhance (Discover way to enhance value and the relationship. New features, products, with customers. Networking relationships with others, How how I might be able to help.)

E = Else “What else can I do? If happy, then ask?  “Who else should I be talking to and engaging with?”

 

Here is a short video about this subject from Southwest Consulting

 

If you like what you have read, that is great. But this, like all good thoughts, require action. Ideas are a dime a dozen but men to implement them are worth their weight in gold. 

 

So get busy

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  1. ID and document you SOI contact
  2. Use a CRM for Pete’s sake (
  3. Create labels and grade your SOI. 
  4. Set your plan and work it.
  5. Improve
  6. Repeat and work more.

 

By Kirk Booher