Let's be honest-who likes reading slides?

I'll give you cliff notes version Fanatical Prospecting

My goal is to do it
in six minutes and 40 seconds

In mostly pictures. This is the 50K View

The goal is to jog your memory of the reading. After 7 minutes we'll open it up for discussion

Wax on Wax Off

There are no absolute truths in sales-there are a variety of approaches that must be employed to connect with buyers

Disclaimer I will always be a student-master status will never fully be achieved

Hi group my name is taylor felton and I've struggled with a an empty pipe….

Phew glad I got that off my chest

So lets look at why empty pipes happen and the 30 day rule and how the law of desperation tripped me up

Mindset Marks of High Performing Sales People

optimistic
enthusiastic
confidence
Relentless
rejection is temporary,
the next yes is around the corner
Thirsty for knowledge

Unshakable believe that everything happens for a reason-setbacks are opportunities to learn and grow
Systematic, like a pro athlete, Squeeze every moment of every sales day

Prospecting sucks if you had to choose between prospecting or swimming with sharks you would choose sharks

The only way to keep away from anemic pipeline always prospecting

True sales is it professionals spend 80% of the time on New Business

A GM told me once sales people need to be like a junkyard dog-constantly turning over rocks to find their next meal

the more you prospect the luckier you get
The universal law of need-The more you need something the less likely you'll get it

The 30 day rule-when you stop prospecting it can take a couple months to realize
Miss a month-you'll wake up 90 days later desperate

Law of replacement-you're only as good as your conversion rate
if you close one deal and you have 30 in your pipeline, you don't have 29 in pipeline you have 20

Reality is the realm of superstars, work with actual data track your daily calls
Not racking makes you get delusional or emotional on the rejections

Procrastination paralyzation and perfectionism

Perfectionism often gets in the way of prospecting, in yet far more is done with machine gun fire the sniper fire

Planning to plan to plan-vs jumping in

If you want to maximize your income you'll need to get up early stay up late work on the weekends

As a sales person you are paid to sell-your job is interacting

Golden hours are the hours in which you can approach new buisness

Must be protected at all costs


Platinum hours-Proposals and non-sales activities are done after hours

Delegation is how you scale

Communication is key-if it's not right, coach how you would have liked to have seen it

Power hours-where we do not answer the phone do not answer email, all we do is focus on sales.

Don't let anyone steal that time

Balance quantity and quality
It's simple right?

Objectives are..
Set appointment, gather qualifying data, close sale, Build familiarity

Prospecting is a contact sport-it's not for chatting at the prospect, it is asking for what you want and moving onto the next prospecting touch and getting as many prospecting touch

Get a commitment of an appointment-no call me maybe-send calendar invite

CRM is the most important tool in your toolbox that manages your business now in the future

Manages and organizes you -it reminds of you of the important

If you don't own your CRM like a CEO will never reach your full potential

Eat sleep drink crm

Put everything in crm every qualifying piece of info and it will be a good return on investment

This chapter describes the multiple ways to gain familiarity with the prospects

Jeb asks at Sales Conferences How many of you believe you provide superior service to your customers?
All hands up.
How many have asked for for Referrals and intros?
Most hands down.

Leveraging Social channels is a key part of sales chess game

Cold calls, Voicemails, Facebook Messenger, Linked In, Hand written note.

Playing in same sandbox that your customers are in

You don't need elaborate pitches or Scripts
this is where most prospecting is wrong
you're interrupting your prospect
if you were them
howYou would want the interruption

Did you know People are more likely to comply with the request with one word? "because…" Increases chances of people saying yes

ask for what you want and assume you'll get what you want then to shut up, 3

so much information inbound is coming through email text and social networks, the moblie device is always on and so little is coming through phone calls

No other tool in sales that will deliver better results and fill your pipeline faster

than randomly driving around your territory knocking on doors

The how to manual is in this chapter.
the most important step is ask for what you want and shut up-

your goal is to get to yes or no fast so you can move on

Brushoff is all about avoiding conflict

Rejection won't roll off your back

It feels personal it is personal-If you feel nothing you're probably a psychopath

Turn around Scripps makes a prospect focus on your words

Disrupt versus overcome

Pull versus push

Anchors and Ledges
Example
Awesome-you're happy but you shouldn't even think about changing-I figure you would be busy

Lots of great hacks my favorite-
Six-asked for helphey been sprinkling a little bit of humor-"are you back again I thought I told you we were not interested-yes I'm back again because I didn't quite get enough rejection to fill my quota yesterday

Sales people help sales people

another hacks if you can't get name and contact info
Try different extensions, sometimes a different department will give you the name you need

Tcall
Targeting 3 to 4 accounts around current accounts maximizes efficiency and systematically approaches sales territory versus driving


Carry everything in that you need to close the sale I think your timing may be perfect-you may be closing today

Text messages a double edge sword-highly personal possibly perceived as intrusive, but sometimes extremely effective

Best practice text is always include your name and company-assume your prospect haven't seen your info into their phone

Email prospecting-how to avoid the spam filter

you must deliver results or be fired-not about what you sold us what if you're selling now

Sales people are the elite athlete of the business world-people count on you. Their paychecks and bonuses

Train hard to succeed in every day

Rodney Atkins or Winston Churchhill said-when you're going through hell keep on going

People that are the most successful are sharpening the saw

Out learn and out earn

Reading 15 minutes today can you field 21 books a year

Keeping yourself in great physical condition will improve your mental clarity and endurance-make sure that your physical endurance is always sharP

sleep is the other message I think you'll be more creative and more nimble if you're getting adequate amount of sleep

Use high octane fuel-eat well-you are an elite performance machine

No matter what breakfast ensures a fresh start to the sales day

When you stick by this mantra it's almost as if the universe rewards deal-can't count the number of times I've made sales on the one or two more calls I made at the end of the day