The Science of Developing Opportunities
Use ASK’s Sales Success Planning worksheet, included with this module, to plug in sales and income targets, and watch as the formula gives you the weekly activities required. These numbers can be used weeks or months in advance to predict sales success or failure.
This module clearly defines the process by which you narrow the scope of your search for opportunities to only those customers whose businesses that can be measurably impacted by your solutions. The document included with this module (Ideal Customer Profile) allows you to create a database of businesses who are ideal for each product and service your company offers. You’ll know what problems need to be uncovered, what negative impact you can eliminate, questions to ask, and research to conduct, to make certain you are converting cold calls into hot leads.
Never before has there been such an opportunity conduct research and collect information to maximize your opportunity to contact the right businesses, at the right time, and in the right way. You may only have one shot at a decision maker. Your aim, your information, better be really good. If you want to ensure you’ll be able to engage every decision maker you contact, this module is an absolute must to increase your prospecting productivity and efficiency.
This methodology builds on ASK’s Ideal Customer Profile and pre-call research to ensure engagement with any decision maker your call. Finally, decision makers will want to, NEED to, hear what you have to say.
Want to stop cold calling?
We have news for you.
You’re prospects want you to stop, too.
It’s annoying, intrusive, and frankly, hasn’t been effective in years, maybe never. In stark contrast to traditional methodologies, this segment will show you how to develop clearly defined sales success plans, then execute a process to turn ‘cold calls’ into ‘hot leads.’free download
The Science of qualifying
Are your salespeople closing less than 25% of proposals submitted?
If so, you can be certain you are working UNQUALIFIED opportunities. It’s one of the primary reasons sales people fail.
What is the key to qualifying? Its INFORMATION. The more of it a salesperson gathers, and the higher its quality, the greater the opportunity to earn a prospect’s business.
This is a bold statement, but we GUARANTEE your reps aren’t collecting the information they need to fully qualify
ASK’s Science of Qualifying removes any obstacle that stands between a sales person and the information they need to qualify.free download
Module 1 – Introduction: Opens the door to your Journey to Sales Transformation and the truth about selling. You’ll begin to see selling in a completely different light, through the lens of your most valuable asset, your customer. You’ll learn the science behind behavioral change, as well as how to motivate yourself and/or those you manage to continue the journey to selling excellence.
Module 2 – Information Objectives: Clearly and completely defines ALL information required to fully qualify and, most importantly, best serve customers. No stone is left unturned. For the first time in your sales career, everything you’ve missed will be revealed, every win and loss explained. The journey to change starts here.
Module 3 – How businesses make decisions: This module was developed with the help of Mark Evan Furman, a former colleague of Tony Robbins. In it, we break down, in simple but powerful terms, how businesses operate and what drives their actions and behaviors, including buying decisions. The graphic from this module may become your next tattoo.
Module 4 – Objective and agenda: In this module, you’ll learn how to instantly align your objectives with your customer’s and create meeting agendas that ensure your customers will not only want to participate, but give you all the information necessary for them to make the best decision possible.
Module 5 – Business state and gaps: Become an expert in your customer’s business and market segment with our proprietary, trademarked methodology for uncovering business issues, including gaps that exist in your customer’s business performance. Your journey to presenting the most impactful solution begins here
Module 6 – Evaluators and commonalities: Businesses don’t make decisions, people do. Learn how to identify different types of evaluators, their level of influence, as well as person-o-person and business-to-business commonalities that ensure you’ll be the best possible partner
Module 7 – Decision history: Someones pervious decisions don’t necessarily predict their future behavior, but they are connected. Learn how an evaluator’s journey to your current opportunity can effect the outcome of their decision
Module 8 – Alternatives/favored alternative: There is no such thing as a level playing field. Learn to not only uncover who and what you’re competing against, but reveal the alternative your evaluator believes is best
Module 9 – Current product, support, company and expense: Doing nothing, keeping what they currently have, is often an alternative for your evaluators. Learn to not only understand what they have in place, but expose gaps in how it’s performing, how it’s being supported and what they are paying for it
Module 10 – Decision Criteria for product, support, company: This module will change the way you qualify for the remainder of your career. Abandon ‘needs satisfaction’ selling and use this powerful, proprietary, trade-marked process to help your evaluators identify the standards by which they’ll determine which solution is best. You’ll never qualify the same way again. Ever. Promise.
Module 11 – Decision criteria for expense: Not only learn to reveal what the evaluator has to spend, but what combination of numbers will help them justify their purchase.
Module 12 – Your company: Not all companies are created equal, though from your evaluators perspective, they may seem equal enough. Even if your company has no single unique characteristics, learn how to position your company as being unique, and the best possible partner for your customer
Module 13 – Decision stages: A lot can happen from the time you first meet with a prospect to the time they make a decision and implement a solution. In this module, learn to be a true trusted advisor by helping define the evaluator’s journey to the best decision possible.