3 DAY SALES TRAINING
THE ELEVATOR PITCH: PAIN, SOLUTION, GAIN, AND PROOF
The analogy comes from conversations conducted within the time span of a general elevator ride (excluding skyscrapers). Typically, a 30 second window allowance to communicate what your business does in a non-convoluted and succinct fashion that a 11 year old student should understand. Additionally, these 4 key elements should also be present:
- Pain: Address the issue that your target listener is experiencing in relations to their industry or position.
- Remedy: Initiate the solution that your business provides that correlates with the distress that your target listener experiences.
- Benefits: Summarize the potential gains or additional value your business solution can provide the listener.
- Evidence: Cite past success stories from customers who utilize your business and also if applicable, provide examples that illustrates the proof in a tangible way (numbers, specific notable clients, etc)
Contrast with The 7 Key Components of a Perfect Elevator Pitch
Exactly as the name describes, an individual with the challenger sales mentality issues challenges that causes movement in the recipient’s original state of thinking. Arguably, the most effective salesperson profile in comparison to: the Hard Worker, Lone Wolf, Relationship Builder, and Problem Solver.
A few characteristics of a challenger sales mentality includes: entertaining a different view of the situation, passionate about debating status quo issues, pushing the boundaries of the prospect’s comfort zone, and possessing a strong understanding of the customer’s context. Simultaneously, other positive aspects from the 4 other salesperson profile overlap into the challenger sales spirit.
In the “Challenger Approach”, a series of studies which the book was based on, discovered these findings:
. OTHER PEOPLE CENTRIC
- Insight: disclosing information related to the customer’s unique situation to create resonance.
- Emotional Impact: crafting an approach that dramatizes the message to ignite an emotional response
- Rational Drowning: supporting claims with sufficient research, explanations, and results
- Solution: presenting a remedy to an existing, present issue
WAYS NOT TO SALE
- Who you are
- What you believe
- Your capabilities
- Trends that lead to you
Helpful resource to balance the Challenger Sales mentality: Science of Persuasion by Robert Cialdini & Steve Martin
PERFECTING YOUR PRESENTATION SKILLS: INSPIRED BY AUTHOR OF CARA HALE ALTER “THE CREDIBILITY CODE
Body language occupies the majority of communication at more than 50%, semantics and wording ranges in the 30% territory, and lastly tone of voice and delivery cadence marks the remaining space. Adapted for the inside salesperson, it is pertinent to effectively curate our wording and be mindful of our delivery to ensure our message has a strong impact on our prospects.
THINGS TO AVOID WHEN SPEAKING
- Filler Words: ummmms, ughhhh, etc. In excess, these filler words communicates lack of readiness, hence, detrimental to credibility. It comes from nervousness.
- Suggestion: imagine having a conversation with individuals in audience, change eye contact from time to time, lock in 3-5 second of eye contact, and complete your thought in steady breathes.
- Apologies: A potential explanation is that apologizing subliminally sends the message that the speaker is doing something wrong. If something doesn’t go as planned, play it off, rephrase and keep the show going.
- Suggestion: Redeem a mistake with self directed humor if you must. Humor done well can relieve the atmospheric tension and open the audience up to your message.
- Upspeak: speaking like you’re always asking a question. This translates to you sounding unsure and less confident.
- Vocal Fry: Popularly known as the way a Kardashian speaks. It denotes the deep dip in pitch towards the end of a vocal phrase. This bad habit of speaking impresses an immature image of the speaker to the listener.
- Downward Inflection: Decreasing volume progressively within a span of speech. It diminishes the impact of your message.
- Stance: posture exudes confidence Tip: make an OK sign with your hands, which helps trick your brain to think that you’re holding something and helps you be centered.
- No Hands Or Change In Pockets
- Relax face and hand
- Effective Gestures: commit to using strong gestures at appropriate moments.
- Low risk environments: restaurant, games, etc
- Focus on one skill at a time
- Record yourself
- Make a video of yourself
JOHN BARROWS: FILLING THE FUNNEL COURSE
This course has 10 sessions catered for inside sales teams. The positives of this course is that each session is usually 5 minutes or shorter of immediately actionable advice. My colleague and I were responsible for presenting session 8: Implement Your Contact Strategy. The gist of the session is to create a multi-touch contract strategy with distinct messages for 6 touches (contacts with prospects). In other words, this practice involves front work preparation and planning to win over a response from the prospect. The following is my rendition of this session.
THE POINT OF A CONTRACT STRATEGY: ADOPTING A MARATHON VERSUS SPRINT MENTALITY
- Prospecting can be seen as a test of endurance and restrain. This means avoid blurting out too much information on each touch. The reason being, it takes several touches to ignite a response from the prospect, therefore, space out each content to prevent running out of content or reasons to contact them.
CRAFTED MESSAGES: NARRATING A STORYLINE
- Prospect Perspective: send follow up emails on same thread to create a history of different messages that paints a holistic picture of what is being seeked or asked.
- Internal Perspective: informative historical notes of each touch with prospects helps salespersons analyse what works, plan their next touch, and management or teammates collaborate on curating a more appropriate message.
QUALITY VS QUANTITY:
- Make each touch count. Avoid repeating the same message because then the prospect might have a bad image of you. Each message can be different by adding 1 piece of new information or updating information (new value, current customers, etc)
My own quote (I hope): Success is Measurable and It Occurs When Preparation and Opportunity Kiss. Success for inside sales is when we can book a sales presentation with the prospect. A carefully crafted contact strategy is the preparation and the opportunity occurs when the prospect responds to a particular touch that resonates with them or the entire story line that’s been painted warrants their action.
The Go Game experience intersects technology, exploration and creativity purposed to encourage team bonding with a competitive spin. The playing field was the Las Vegas Strip and our team engaged in whacky and fun challenges that spurred our creative juices, enhanced executive, decision making skills, and more. Really recommend playing this for any team wanting to simultaneously have fun and bond.
MEETING A FRIEND IN VEGAS
Fate orchestrated the corporation of time and space, which resulted in my friend and I unintentionally meeting one hotel away from each other. (Aria and Mandarin Garden) Surprisingly, she was at the Vegas scene to celebrate her birthday (12/13/16). Needless to say, her presence in a lively, exciting, yet lonely city was much appreciated. We finally accomplish a mutual goal while in Vegas 😉 Naughty, yet controlled and for the sake of first time experience and education.
Personally, granted I love the night life that Las Vegas provides, also arguably, Vegas in a certain respect does come on par with other robust cities (New York, Hong Kong, etc); nevertheless, Vegas to me is more of a fling than anything. The superficial atmosphere that Vegas permeates in the large streets and small alleys is suffocating.