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Sales Call Mastery GPS™From Social Selling to Selling Sociably™: How to Combine LinkedIn + Traditional Sales to Rock Out Your 5 Figure Results Casey Carpenter, The Sales Breakthrough Coach

+Bridging Social and Traditional Sales

+Through this Presentation, You’ll Discover How To:

Gather information and offer insights

Convert your connections to phone calls

Position yourself as an expert

Develop your own Sales Call Preparation Roadmap™

Position your business for 5 figures through a 5-Figure Sales Success Roadmap™

+“Social selling opens the door; your sales skills close the deal.”- Liz Wendling, sales expert

+Laser Focus on Qualifying Stage in Sales Call

1 Roll Out

2 Engage

3 Survey

4 Unleash Capability

5 Listen

6 Tender Solutions

7 Secure the Decision

RESULTS™

The 7 Essential Steps of a Sales Call™

12

+Today’s Selling Landscape

It’s time to take social selling seriously

“The sales professionals who use social selling are 51% more likely to exceed their quota.” -Mike Derezin, LinkedIn VP

“Salespeople are five times more likely to get a call returned if they have a personal connection.” – Jill Konrath, author

+When To Engage?

Even with a personal connection, should we: Jump on the phone? Fire off an email?

+It’s a Good Idea to Date Before You Get Married

+

• Certain selling skills never go out of style

Which skills do you think you still need to use?

Caution: Social Selling is Not a Substitute for Good Sales Skills

+Essential Sales Skills – Things You “Gotta Do”

Identify the right people

Engage them on their terms

Deliver the right message

State your value

Build trust

Communicate effectively

Demonstrate social graces (listening more than talking, not interrupting, etc.)

+Your Customers’ Perspective

Today’s customers are demanding

Look for a reason to disengage, rather than engage

Research in advance (50-75%) 90% of professionals look

you up on LinkedIn after your first conversation

Don’t have time for you to interview them

Want to work with experts

+How to Become an Expert

Social Selling + Traditional approaches

Be competent and proficient

Know your business/product

Describe and bring value

Connect the dots so customer sees your value Present value from their perspective, not yours

+

Ready to Connect Yet?... Or Are You Still Dating?• Read their blogs

• Researched their site

• Researched your contact

+5 Keys to Effective ConnectingHow to Approach, Open Dialogue and Engage without Sounding Salesy or Pushy

+Connection Key #1Get Your House in Order

Shore up your foundation!

Profile, website, other pages

50-75% of buyers research you/your company before meeting you Are they being positively

or negatively influenced?

+Connection Key #2Be Sociable!

The first word in “Social Selling is ______ …!”

Start the conversation

How would you greet a friend if you saw him/her at Starbucks?

Effective communication habits Value platform

+Connection Key #3Build Value

What are your principles? How do you demonstrate them? How are they visible/tangible to your customer?

Who is the person/company/business? What is important to him/her/business?

Build social credibility People still do business with those they know, like, and trust

+Connection Key #3Build Value

Opening statement: Detail why you connected Reflect what’s important to them Script your message

No winging it!!

+Connection Key #4Ask Meaningful Questions

Customize questions to establish credibility Questions pull; talking

pushes

Most sales professionals do not ask enough questions Surveys show 86% of

salespeople talk too much Be an elephant – two ears

and one mouth! Spend the majority of your

Pre-Call Planning Roadmap™ time on questions

+Connection Key #4Ask Meaningful QuestionsACTION™. These questions motivate prospects to take ACTION! Remember: Questions Pull. Talking Pushes.

Types of questions: Atmosphere (what’s going on?) Consequence (if X happens, what happens to Y?) Timing (what events could impact timing?) Inspiration (where they would like to be) Opinion (how they feel about important issues) Next Steps (what comes next?)

Also include questions that explore their current Problems, Dissatisfactions and Issues.

+Connection Key #5Plant Seeds

Understand that this is a process

Be patient

Don’t put your virtual foot in your LinkedIn mouth Destroys trust Gets your connection

deleted!

+True or False?

1. “Visit” instead of leading a business meeting?

2. Ask involved questions about finances or feelings at the beginning?

3. Fire hose your prospect with features and benefits?

4. Talk @them?

5. Use formulas such as “feel, felt, found?”

+True or False

6. Use outdated scripts or methods?

7. Tell them how great you are?

8. Apologize for taking their time?

9. Show how smart you are?

10. Use closing techniques?

*For correct answers, call me at 973-233-0624

+What Would You Do?

1. You have found a LinkedIn prospect you want to contact. Do you:

a. Hit the “message” button and send your bio and photo?

b. Send a text message from your phone?

c. Try to discern how they prefer to communicate and reach out according to their communication style?

+What Would You Do?

2. Your prospect’s phone number is on his profile, so you call him. To your surprise, he answers his phone! What do you do?

a. Get his mailing address so you can send a proposal offering your premium services?

b. Start pitching your “101 Surefire Closing Techniques” like nobody’s business?

c. Further build rapport using your knowledge, expertise and customized questions?

*For best answers, call me at 973-233-0624

+Deploy Your Value Statement

Objective: engage them by mentioning a potential problem you can solve in your Value Statement:

“I read in _____ magazine that your company is growing by 40%. I thought you might be interested with the work we did with XYZ when they underwent a similar growth spurt. We helped them stay productive and bring in $20,000 over budget. Would you like to set up a meeting to discuss this further?”

Pique their curiosity enough to set a meeting Do not sell over the phone

+Value Statement Tip

If you are unable to research the specific company/organization for your opening value statement, a general, but accurate industry statement will do.

They will tweak your sentence if the information is not 100 percent true for them.

+Sales Call Preparation Roadmap™

Show you understand what’s important to them Homework, Pre-Call Planning Roadmap™. No winging it!

Provide value Show how your product solves their issues

Research industry trends Point out current and upcoming problems Identify business risks your product/service mitigates

Economic indicators

Growth

Occupation

+Sales Call Preparation Roadmap™

Use Action Words™ to get attention fast

Create sound bites using Action Words™ to demonstrate your value

Increase/Improve Decrease

Revenue Costs

Efficiency Retention Issues (cust.)

Competitive Differentiation

Turnover

Market Share Delays in Time to Market

+Sales Call Preparation Roadmap™

Look for Signposts™ – significant change brought on by trigger events

What can you add?

Trigger Events

Acquisitions Legislation

Big account gained/lost Mergers

Competition New management team

Downsizings New management philosophy

Earnings relative to goals

Political landscape

Economy Regulations

+Sales Call Preparation Roadmap™

1. Plan your strategy How consistently will you use it? Who are you targeting? How will you connect with them?

2. Execute Be consistent

3. Measure & track What systems do you use?

CRM systems, Excel spreadsheets, calendars, etc.

+Taking it Further

From interesting information to lasting transformation

Training

Tools

Support

How YOU can create your own 5 Figure Sales Success Roadmap™

+Invitation

Some of you are going to want to work with me to develop your own 5 Figure Sales Roadmaps™

For you if you:

Love what you do but hate the sales part

Mix up your words, sweat and lose confidence when you sell (yet you’re brilliant!)

Feel as if you’re intruding on people when you sell to them

Are more comfortable being of service than putting money in your pocket

Not for you if you:

Are not ready to co-create change

Are completely satisfied with your sales results

+Sales & Business Accelerator

1:1 coaching

Three intensive 60-minute conference calls

Customized and tailored around your specific business needs

Includes development of your own 5-Figure Sales Success Roadmap™

+What Others Have Said:Debbie S. Bittke, President, DentalPractice Solutions “…It felt like Casey had the

right answers whenever a challenge came up. Her demeanor is so sensitive, and yet she gets you to see what you need to see. I feel so much more confident…

…In three months I will have two clients worth $60,000 and when my new contract signs on, it will be worth $47,000. I can’t say enough about Casey. “

+Barbara Hemphill, CEO & Founder, The Productive Environment Institute

“I have owned my own business for 35 years and have never studied the art of selling. In just three months I have gained confidence to turn away prospects that don’t fit the business I want. In addition, Casey taught me the art of asking powerful questions.

These improved skills just helped me close a $40,000 sale.”

+CONCLUSION

This presentation was designed to overview my sales process using social and traditional selling techniques.

I work with corporations and individuals and provide a menu of customized coaching and training services.

If you’d like to contact me: Call 973-233-0624 E-mail casey@salescallcoach.com Connect on LinkedIn: www.LinkedIn/in/caseycarpenter1 Visit www.salescall911.com and download my free report, “3

Critical Sales Call Mistakes You Don’t Know You’re Making and How to Fix Them.”

Thank you!