Sales training and lead generation secrets revealed. Use my 7-step sales process I've used over the past decade to build multiple 7-figure businesses.
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Video Summary:
Step 1) Increase Your Energy, Boost Your Confidence, and Carry a Positive Attitude.
If you've been in sales and you've done sales training before, you understand business is only as strong as your last deal and your last client will only carry you so far. Lead generation is important to keep your business growing. Whatever your situation is you’re going to need to increase your energy levels and enthusiasm, boost your confidence, and always carry a positive attitude and a winning smile. If you have great energy and you can mentally treat a prospect like they’re already your client, you'll be ahead of everyone else.
Step 2) You Need To Be Sold On Your Own Product Or Service.
Most sales trainers never cover this, but would you buy your own product or service? Would you actually spend the money with yourself or your company if the roles were reversed?
Regardless of your level of experience, you need to be so incredibly sold on your own product or service before you’re in a position to sell effectively to someone else.
Step 3) Solve Real Problems And Makes Prospects Feel Good.
The best sales professionals and marketers package what they’re selling in a way that appeals to how human beings are wired and in a way to make them feel incredible. You need to paint a picture, tap into emotions, and bring your prospect to the desired outcome.
Sales Process Example: If you’re a realtor and showing a property, don’t just let your clients tour the house on their own. Instead, paint a picture for them saying “imagine your kids playing in this den” or “can you smell the pasta sauce on simmer in the kitchen”?
You need to create that desired outcome in your prospects mind by tapping into their emotions and utilizing all of their senses if necessary.
Step 4) Tap Into Your Powerbase & Generate Leads Through Your Network.
Let's discuss lead generation tactics now. Contact your most qualified prospects first. They could be your friends, family, people who already know you, and people who can put you in touch with your ideal client or customer. Have your elevator pitch ready. It can be simple: Who you are, Where you’re from, What you do, and How you can help.
Step 5) Talk To Strangers: Generate Interest From People Who Don’t Know You. (Yet)
To generate more leads, you’re going to need to expand outside your network and you’re going to need to get comfortable communicating with complete strangers.
Start clicking around on social media. Use the search feature on Facebook groups, message people who started threads noting a problem you could potentially solve and search hashtags on IG. Next, pick a traffic source that compliments you and your business and pound it that website for all it’s worth by delivery value with your posts and updates to your friends and followers. Appeal to as wide of an audience as possible to generate leads and try to get everyone to know your name. People need to know who you are before they’ll trust doing business with you.
Step 6) Be Willing To Work For Free. (Or Cheap)
Most sales training programs will never suggest this. If you’re really looking to do business with someone and earn their trust, never say no. At this point, it’s not about your needs and it’s about listening to your prospect to serve them. To achieve massive success in sales, you need get comfortable working for free or providing value without asking for anything in return. You’re not paid to sell, you’re paid to close. Always serve the needs of your prospect first and if the money doesn’t follow, keep the lines of communication open and focus your energy serving someone else.
Step 7) Always Put Your Offer In Writing.
My favorite part of the sales process is the close. You can usually tell pretty quick if a prospect will be a hard “No”, “Maybe”, “I’m Interested”, or “Let’s Do This”. For prospects who land on “Maybe”, “I’m Interested”, or “Let’s Do This”, provide pricing, a proposal, or whatever docs (digital or physical) are necessary to push the opportunity forward as quickly as possible.
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For business/strategy consulting send me an email at: nickcuttonaro@gmail.com
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