Are you ready?
Ready to make this your best year ever?
Here are three sales frameworks from two of the top sales pros you’ll find.
Check ’em out.
Study and absorb them.
Then put them into practice.
And then thank me when next year rolls around.
1. Cold Calling Framework
“A full pipeline is your lifeline.”
Filling and keeping your pipeline filled with quality opportunities removes stress and fills you with confidence.
In Six-Figure Sales Secrets, Marcus Chan offers 7 simple tips to filling your pipeline fast.
1. Get Crystal Clear On Your Ideal Customer (Because the Riches Are In The Niches)
Forget the spray and pray and buying into “It’s a numbers game.”
Start smart.
When you get clear on a target market, you’ll connect to the specific pains and desires of your prospects.
You’ll learn to speak their language.
The payoff:
Fewer phone calls. Better quality leads. Faster results.
2. Quality Lists Lead to Quality Results
Simple.
Spend a couple hours to research your list before picking up the phone.
3. How to Fly Through Gatekeepers
Don’t act like a salesperson when talking to a gatekeeper.
Sound like an authority figure.
Use the Pit Bull Script.
Be firm and direct and offer short answers to the gatekeeper’s questions.
You: “May I speak with John? Thanks.”
Gatekeeper: “Who can I say is calling?”
You: “It’s Marcus. Thanks.”
Gatekeeper: “What company are you with?”
You: “InsurePros Services. Thanks.”
Gatekeeper: “What is this regarding?”
You: “In reference to a risk management program I set up for Tower Construction.” (the prospect’s biggest competitor and your client)
The gatekeeper doesn’t want to mess up an important call.
You sound like a client or a key vendor of the prospect.
Yes, it might be uncomfortable to do it.
It takes the right tone of voice and confidence.
Practice it and make it work.
4. Track Your Critical Core Ratios
Know your numbers to pinpoint areas of improvement.
Weekly Number of Dials
Gatekeeper Bypass Ratio
Number of Decision-Makers Spoken To
Number of Appointments Booked Taking to Decision-Makers
Appointment Booking Ratio
5. Crafting Conversion Conversations
Tap into the psyche of your Ideal Prospect.
Craft a short, simple script that is hyper-personalized.
Apply this to all your messaging- emails, direct messages, video messaging.
6. Constructing a Customer-Centric Sales System
It’s not about you, your company, or your solution.
It’s all about your potential client.
Focus on your client.
Ask the right questions at every part of the sales process.
It’s not about making more calls.
It starts with doing your homework, knowing your Ideal Client’s pais and desires, and asking better questions.
Keep taking imperfect action. Improve your questions. Listen. and you’ll start getting better results.
7. Getting Your External and Internal Environments Organized
Adopt the right mindset and routine for success.
Organize your desk.
Post your goals.
Have your personalized scripts handy.
Post a couple key client references and testimonial stories.
Keep a mirror on your desk- keep smiling.
Have your CRM open. Consider using two screens so you can have your calendar open on one of the screens.
In addition to organizing your desk, get your head in the game.
Go through a few affirmations to build your confidence.
Role play your first five dials.
Block your calendar for call time.
Check out this video.
Marcus shares his 10 Cold Calling Tips with Scripts.
2. Offer Framework
To stand out today and attract your “Perfect Fit” potential clients, you gotta offer more than a “Free Quote” or “Free Consultation”.
Grab Alex Hormozi’s $100M Offers: How To Make Offers So Good People Feel Stupid Saying No
Or skip the reading of the book and listen to the training videos.
3. C.L.O.S.E.R. Sales Script Framework
Finally, invest 30 minutes absorbing Alex Hormozi’s brilliant C.L.O.S.E.R Script Framework.
You can use the C.L.O.S.E.R Framework in sales calls and to boost your website sales copy too.
C- Clarify: Start with finding out why your prospect agreed to meet and talk with you.
L- Label: Specify or label the problem or pain of your prospect.
O- Overview Pain: Explore the prospect’s past attempts to solve the pain/problem and why it didn’t work.
Find the roadblocks the prevented the prospect from solving the problem.
S- Sell: After the prospect told you everything that’s wrong, you can now attack the roadblocks and offer your product and service solutions.
E- Explain Away Objections: Once again, bring in the negative to a positive reframe response. Check out the video below for more.
R- Reinforce to Avoid Buyer’s Remorse: Hype them up. Congratulate the prospect on making a smart decision.
One listen of the video isn’t enough.
Listen to the video multiple times and apply the framework in your sales process.
And enjoy the new results.
Quick Recap:
Invest in making this your best year ever.
Grab Six-Figure Sales Secrets and $100M Offers: How To Make Offers So Good People Feel Stupid Saying No.
Listen and absorb Marcus and Alex’s videos. Subscribe to their YouTube Channels.
Keep practicing and work on 1% improvement everyday.