Game Plan Selling: The Definitive Rulebook for Closing the Sale in the Age of the Well-Informed Prospect by Marc Wayshak

Author:Marc Wayshak [Wayshak, Marc]
Language: eng
Format: mobi
Publisher: Breakthrough Success Publishing
Published: 2012-09-24T14:00:00+00:00

Responsibility for multiple business functions which makes it difficult to sell consistently,

Lack of prospects in pipeline,

Receiving “I’ll think it over’s” from prospects, and

Unexplained lack of company growth over periods of months or years.

For a prospect in this position, I might share the story of a past client of mine with a relevant hurt—Bill, an entrepreneur who started his own screen printing company.

Bill founded the company in his late twenties. Thanks to some large corporate clients, business grew quickly and steadily for about fifteen years. His sales were up around $5 million by the time I met him. He had built a comfortable life for his family, but recently his industry had changed. Clients were price-checking him against large, online vendors, many of which were overseas. Sales had begun to slump and margins tightened.

Bill had never really thought of himself as a salesperson. With the exception of having to attend the occasional client lunch or presentation, sales generally rolled in on their own. But now that had changed. Bill suddenly had to generate sales or he was going to have to lay off employees who had been with him for over a decade. He would have to cut back on personal expenses—maybe even sell his home.

The problem was that Bill simply didn’t know where to start.

He had hired a telemarketer, but that didn’t work. Then he tried a direct-mail campaign, but got no responses. He even tried to stop in on some large companies nearby, but he never got past the receptionist.

When Bill joined my Game Plan Selling Platinum Coaching program, the first thing I did was get him up to speed on the Game Plan Selling system. I taught him how to be distinct from the competition—and how to use the three steps of the Game Plan.

Bill immediately loved the idea of building connections with prospects. He knew he was good at building rapport—mostly by talking about the Red Sox or Celtics—but he had never thought about going beyond that. He began matching and mirroring his prospects, and he made sure his sales calls were focused on his prospects’ issues and challenges, not his services and products.

Download

Copyright Disclaimer:
This site does not store any files on its server. We only index and link to content provided by other sites. Please contact the content providers to delete copyright contents if any and email us, we'll remove relevant links or contents immediately.