coaching eofy conversion webinar slide deck | sales coaching and training | salesitv
TRANSCRIPT
![Page 4: Coaching EOFY Conversion Webinar Slide Deck | Sales Coaching and Training | SalesITV](https://reader031.vdocuments.us/reader031/viewer/2022021507/58ed399b1a28abf0588b461b/html5/thumbnails/4.jpg)
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Break-up the Timeframes and Clarify Priority Activities
May 5 – May ? May/June ? – June ? June ? – June 30
• Prospecting • Re-engaging current
prospects• Finalise solutions and
pricing• Engage on contractual
terms• Do favours• Build commitments• Engage other stakeholders• Test desire to pre-pay
• Re-engage current prospects face-to-face/ via phone
• Finalise solutions/ pricing• Engage on specific
contractual terms• Build urgency around
relevant and credible time constraints
• Conversion discussions• Collecting and chasing
agreements• Managing delivery/
implementation/ securing payment
![Page 5: Coaching EOFY Conversion Webinar Slide Deck | Sales Coaching and Training | SalesITV](https://reader031.vdocuments.us/reader031/viewer/2022021507/58ed399b1a28abf0588b461b/html5/thumbnails/5.jpg)
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Identify Limiting Beliefs
• Closing before June 30 will be hard because...
• Closing this deal before June 30 will be hard because...
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Identify Likelihood of Conversions
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Deliberately Coach and Build Prospect Commitment
• Define conversion outcomes pre-meeting
• Define conversion closes pre-meeting
• Role play setting prospect expectations on pre-June 30 delivery
• Debrief meetings from conversion/ urgency/ commitment perspective
![Page 12: Coaching EOFY Conversion Webinar Slide Deck | Sales Coaching and Training | SalesITV](https://reader031.vdocuments.us/reader031/viewer/2022021507/58ed399b1a28abf0588b461b/html5/thumbnails/12.jpg)
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Create Visual Urgency
• Put it on the wall
![Page 13: Coaching EOFY Conversion Webinar Slide Deck | Sales Coaching and Training | SalesITV](https://reader031.vdocuments.us/reader031/viewer/2022021507/58ed399b1a28abf0588b461b/html5/thumbnails/13.jpg)
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• Individual pipeline meetings fortnightly to test progress
Increase Pipeline Review Frequency
![Page 14: Coaching EOFY Conversion Webinar Slide Deck | Sales Coaching and Training | SalesITV](https://reader031.vdocuments.us/reader031/viewer/2022021507/58ed399b1a28abf0588b461b/html5/thumbnails/14.jpg)
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• Individual pipeline meetings
• Team discussion weekly
• 5 Must Ask Questions – Sales Pipeline Review
Increase Pipeline Review Frequency
![Page 15: Coaching EOFY Conversion Webinar Slide Deck | Sales Coaching and Training | SalesITV](https://reader031.vdocuments.us/reader031/viewer/2022021507/58ed399b1a28abf0588b461b/html5/thumbnails/15.jpg)
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Communicate Progress and Activity
• Individual pipeline meetings
• Team discussion weekly
• Share the wins!
![Page 16: Coaching EOFY Conversion Webinar Slide Deck | Sales Coaching and Training | SalesITV](https://reader031.vdocuments.us/reader031/viewer/2022021507/58ed399b1a28abf0588b461b/html5/thumbnails/16.jpg)
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Shorten Timeframes
• Work in weeks vs. months/quarters
![Page 17: Coaching EOFY Conversion Webinar Slide Deck | Sales Coaching and Training | SalesITV](https://reader031.vdocuments.us/reader031/viewer/2022021507/58ed399b1a28abf0588b461b/html5/thumbnails/17.jpg)
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Shorten Timeframes
• Work in weeks vs. months/quarters
• Use the real EOFY close date
![Page 18: Coaching EOFY Conversion Webinar Slide Deck | Sales Coaching and Training | SalesITV](https://reader031.vdocuments.us/reader031/viewer/2022021507/58ed399b1a28abf0588b461b/html5/thumbnails/18.jpg)
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Shorten Timeframes
• Work in weeks vs. months/quarters
• Use the real EOFY close date
• DocuSign agreements
![Page 19: Coaching EOFY Conversion Webinar Slide Deck | Sales Coaching and Training | SalesITV](https://reader031.vdocuments.us/reader031/viewer/2022021507/58ed399b1a28abf0588b461b/html5/thumbnails/19.jpg)
| Supporting Your Conversion Sprint...
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