Drive time Sales Strategies

At Last! The answer is here. Gatekeepers From Hell, Elusive Decision Makers, Discount Hunters, and Price Objections!

You don’t need to attend a course, lose time off work, or work out at the gym if you drive your car and take your dog for a walk.

Sean McPheat is from.

Sales professional.

The current economic problems are not the only thing going on in the sales industry.

Have you noticed?

• That it’s taking you much longer to close deals?
• That getting through to decision makers is a lot harder than it once was?
• That your prospects want to squeeze the life out of your prices and practically get something for nothing?
• That your prospects are far more informed about what you sell and your industry as a whole?
• That the approach and tactics that used to work like clockwork are less effective?
• That overall, it’s just a whole lot harder to sell anything?!!!!

The economy is partly to blame but it is not the whole truth.

The easiest way out is the economy excuse.

The business is still out there despite the fact that people and businesses are not as flush as they used to be. Over 250,000 sales people have been helped by the company. The quality of your sales approach is what makes the difference.

If the state of the economy is not the sole reason for your decline in sales, what is it?

You are selling a new model of buyer.

Today’s buyers are different.

They are. More sales savvy. If you will let them, they will have the shirt off your back because of the internet and easy access to information.

They seem to know a lot more than they used to, they have read the same books as you, they have listened to the same CD’s as you, and some of them have even been on the same courses that you have attended!

Information about your products and services can be found by the modern day buyer. With the click of a mouse. They can find out about your company history, your turnover, how many people work for you, and where you are based.

They can find out about your company xmas party, they can do a search on you and your company and read any positive reviews in the forums and the blogs, they can ask questions to their friends on Facebook.

They can do the same thing on your competitors websites.

This type of prospect is a real pain in the know.

They love to get one over on the sales person.

Because they have all of the information about what you sell, the industry as a whole and what your competitors offer, they are in a strong position.

This knowledge will be added to the current economic climate. They are in a strong position.

Knowledge was increased.

Awareness of sales.

It’s called the know it all factor.

The current economy is current.

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The power of the buyer!

Modern day buyers will use the economy as an excuse even if it doesn’t affect them directly. These operators are cute. They will use the economy to ask for discounts and to play you off against your rivals.

What can be done to change the balance of power?

You can either keep doing what you are doing or upgrade your sales skills.

Introducing…

Drive time sales strategies.

There are 39 practical sales tips. You are on the way to the sale.

Drive Time Sales Strategies were designed and recorded by me.

To give you some of that. Most of the time. Modern methods are used in sales.

Sales approaches have failed to keep up with the modern buyer. You need to be able to do more than the basics.

The way I put this package together is that it was specifically designed for sales people who are busy and like to listen to CD’s in their car.

What is covered in this programme?

Through. There are 39 content busting sessions. You will be learning tips, techniques and strategies that you can actually use in the real world and I will cover exactly what to do and how to do it.

There are drive time sales strategies. There are 5 unique CD’s. Each one covers a specific topic. There are many examples and role plays for you to listen to so you can learn from the horses mouth.

After you have ordered the programme, I will tell you what you can expect from it.

You will discover when you are over the moon. This programme contains…

No fighting! The sessions are not that different. Short, sharp and full of tips. There are techniques that you can use.

No picures! You will. Not have to. It’s not like it’s like it’s like it’s like it’s like it’s like it’s like it’s like it’s like it’s like it’s like it’s like it’s like it’s like it Any over the top promotion. The first 10 minutes of the programme are wasted. You already know that I am great.

No cheese! These tips can be used. It’s practical, down to earth. They are not read by a man. They are read by me. I will be sitting next to you as your sales coach.

No time off work! You can listen to the training sessions in your car on the way to work or on the way to the sale. This means that. You don’t have to listen to previous tracks. To understand what is going on.

Here’s What You’ll Get On Each Of The 5 CD’s

The first CD is about getting focused for selling.

Getting your mindset right is what these sessions are all about.

They are focused on getting ready for the job.

Here is what you will cover on each track.

Understand the buyer’s genetic makeup.

What animal are you dealing with? Why are they different? How do they make decisions? The balance of power has changed.

You need a mindset and approach for sales success.

Some people are more successful than others. Before you make a call or walk in the door, what approach do you need?

The pull does not push the attitude.

You should solve the problems if you pull them out. Why show up, throw up selling doesn’t work. Learn how to pull out needs, wants, and desires.

There is a planning and preparation class.

Do you have a plan for what you are doing? It’s important to plan for your success. You will always have your bases covered if you work through a checklist.

You should know your stuff.

You need to cover the 4 areas where you will need to know your stuff. If you can cover the little areas of knowledge that your competitors will be looking for, you will be able to become a true expert.

How do you manage your state?

There are more peaks and troughs in selling than in any other profession, so learn how to manage your emotions, mental state and overall attitude during these times.

How to change a sales situation.

Do you have a fear of certain types of clients? Do certain situations make you uncomfortable? You can learn how to deal with these occurances and come out smelling of roses.

CD 2 shows how to make successful cold calls.

Modern techniques and strategies to make successful cold calls are what these sessions are all about.

Here is what you will cover on each track.

Pre call planning and objectives.

Don’t go into cold calls yourself. You can set yourself up for success or failure by knowing your goals, plan of attack, and how you prepare. You will use a planning cheatsheet when you make your calls.

The new closing is opening.

If you can’t open your calls in the right way, you won’t get to the close. You can learn how to use a little known secret in your opening that will make you stand out from the crowd.

There is a way to identify a screen.

The business prevention team is a vital part of your success. If you are being played, learn how to recognize it. They use different types of screens and what to listen for.

How to get through a screening process.

You need to know how to get through the screen if it is being used. There are two specific tactics that you can use to get past the Guardians of The Gold. If you don’t learn how to come across, the gatekeeper won’t be able to put you through.

How to get rid of objections.

It is not what you think that comes about over the telephone. If you want to make sure that no objections arise in the first place, cover the 3 most critical areas.

You can cement your appointments in stone.

You will learn how to use the C.E.M.E.N.T process to make sure meetings go ahead. Listen to actual examples of how this is done.

Successful follow up calls.

When following up with prospects and clients, saying Did you read the information I sent you? is the worst thing you can say. Make sure that you take your prospect to the next stage of your sales process by learning exactly what to say and how to say it with live examples.

How to sell an appointment.

Are you aware that you need to sell appointments? How can you do this? You will be able to set up more appointments with the techniques and strategies I will be covering.

There is a way to make a direct sale.

It is difficult to close down a prospect over the phone. You can make your close just a natural extension to your call if you discover what you need to cover.

You are on your way to the phone.

The warm up session is 5 minutes and will get you ready for the cold call. Prepare for your cold calling session by listening to this session as I cover everything you need to have. You will be ready for action if you pop me on before you make the calls.

CD 3 shows how to plan and make successful sales interactions.

What it takes to deliver interactive and compelling sales interactions when face to face with your prospects and clients are covered in these sessions.

Here is what you will cover on each track.

Pre meeting setting and mindset.

A lot of your success will be determined before the meeting. Prepare for your sales interaction by learning what to think. You should learn a check list to make sure you are ready every time.

To uncover needs, wants and pain, use top questions.

I am not going to cover boring old opening and closed questions. I will cover the 3 types of questions that will open up your prospects like a can of baked beans. They will soon be talking about their pain and hurt. You need a problem to be solved.

It was presented with impact.

Use impact to present your products and services. You will come across as an expert if you follow my guidance and approach.

There are planned not canned presentations.

You don’t want to sound like a robot. By following my formula for your sales interactions, you will have specific objectives and goals in mind for each stage of your presentation. Your meeting will sound off the cuff even though it is very well planned and you will have a specific plan from the time you enter the room to the time you leave.

How to frontload objections.

You know what’s coming! I will show you a way to shoot them down before they rear their ugly head.

How to respond to someone else’s objection.

I will show you a formula for responding to any objection that comes your way after you have worked through the previous session. It is easy to remember and has an impact.

You can offer discounts without losing your shirt.

The P X 2, V X 1 formula can be used to give discounts. You will discover that you don’t have to give discounts at the drop of a hat if you use this specific response.

You are on your way to the meeting.

I will make sure you are ready for success when you slip this session on as you drive to your next meeting. I will show you what you need to do in order to get the business.

Understand where your buyer is coming from.

These sessions are designed to give you a better understanding of your buyers.

You will understand how they process the information you give them, what the world looks like, how they make their buying decisions, and what type of personality they have.

Here is what you will cover on each track.

Better devil you know…

You will learn how to sell to each of the main buyer types during this session. You will soon have some methods for approaching each one, ranging from knowing it all through to someone who is as quiet as a church mouse.

How to use logic and emotion to influence something.

How, exactly, can we use emotion and logic in the selling process? I will show you how to use your ESP in your interactions. You think that USP’s are unique. ESP’s will get the job done.

Understand how your buyers think.

If you could slice open your prospect’s brain and see how they think, how beneficial would that be? Useful? You bet! This session will show you how to achieve that without resorting to slicing.

Understand how buyers process information.

You can learn how your buyers take in information and make decisions by learning 4 specific preferences. You will cover strategies on how to deal with each one.

How to build a good relationship.

It’s vital to build rapport. Matching and mirror body language is not the only thing. Your prospects can see that right away. I will be covering how you can pace alongside your prospect in your discussions and then take over the lead so that they follow you!

You can gain an unfair advantage over your competitors.

The techniques and methods on this CD will help you get ahead of your rivals. Some of the approaches and ways of thinking are brand new.

Here is what you will cover on each track.

Understand your numbers for fast results.

The essential ratios and numbers of your selling are covered in this session. I will cover the science of selling and how to use it. I will uncover a little, unknown approach that will be a real eye opener to the way that you sell.

You have an advantage because of speed.

There are many different activities that are competing for the attention of your prospects. I will show you how fast you can move in the current economic climate will win you deals no matter how good you are at selling.

There is a way to remove competitor solutions from the equation.

It is rare for you to be the only supplier that your prospects are looking at. In this session, I will show you how to remove the other solutions from the equation in your sales interaction.

BASH the competition without bashing them.

Sometimes it is a straight dog fight between you and the competition for a piece of business. I will show you how to bash them over the head in a way that will make you the only viable choice.

When there is an existing supplier in place, you can get your foot in the door.

Sometimes there isn’t a lot to follow, like We’re using someone already and we’re really happy I will show you an approach that will get your foot in the door and it is up to you.

During longer sales cycles, keep your prospects warm.

The sales cycle is coming to a grinding halt as you wait for a decision and you don’t want to keep pestering them with calls and emails, but on the other hand you want to keep in the forefront of their minds. During this session, you will discover what you should do to ensure that you are the supplier they choose because everyone else is becoming a nuisance.

How to become a trusted advisor.

Gain instant credibility and expert status by learning how to position yourself as an authority in your field. You will learn how to rise above the other sales people who are out to eat lunch. When prospects and clients ask for your advice, you will be considered a true advisor.

How to deal with the economy excuse.

You will be hearing a lot about this one, but how can you respond? I will show you how to respond to the economy objections and excuses.

Sean McPheat – Drive time Sales Strategies is available at nextskillup.com.