jack kasel anthony cole training group getting around the...
TRANSCRIPT
5/9/2016
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Jack Kasel
Anthony Cole Training Group
2Are They a Prospect? ©ACTGLLC 2011
Getting Around the Qualifying Infield
The Effective
Selling System –C4
Compelling
Capacity
Clarity
Close
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3
1st Base- COMPELLING: Finding SMA
When you show up All is well
Lack of trust
Pain indicators
Getting past “pain indicators” Journalism questions
Tell me, share with me
Drill down
Second anchor Want to or have to fix?
Are They a Prospect? ©ACTGLLC 2011
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Severe
Mental
Anguish
Are They a Prospect? ©ACTGLLC 2011
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Are They a Prospect? ©ACTGLLC 2011
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Problem Question Statement
Drill Down
When you asked them… What did they say?
● How long has this been a problem?
● What have you done to fix it?
● When you spoke with your current provider …or
● What has your current vendor done to make this problem go away?
● What happens if you don’t fix it?
● Is that a problem?
● Do you want to fix it?
● But not today? 6Are They a Prospect? ©ACTGLLC 2011
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7Are They a Prospect? ©ACTGLLC 2011
What You
DOGet Paid to
Do
8Are They a Prospect? ©ACTGLLC 2011
What You
Get Paid to Do
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You Must Uncover...
Capacity
Time
Money
Resources
9Are They a Prospect? ©ACTGLLC 2011
10Are They a Prospect? ©ACTGLLC 2011
Keys to Unlocking the Budget Problem
Whose problem is it?
Have a clear vision of what you want
Become masterful at PAIN
Stay clinically detached no matter how many “0s”
Increase your average size sale
Stick to your success formula
Keep track of your activity
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Time
It will require a time investment
Time to evaluate solutions
Time to implement
Time to transition from current provider
11Are They a Prospect? ©ACTGLLC 2011
12Money
It will require a monetary investment
Are they already spending money on this product or service?
Will they have to spend more?
Is it in the budget?
Where will the money come from?
12Are They a Prospect? ©ACTGLLC 2011
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Resources1313
What additional resources will be required?
People?
Equipment?
Systems?
Are They a Prospect? ©ACTGLLC 2011
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3rd Base- Clarity: Getting Commitment
Eliminating objections People, product, or pricing
Decision making process
Decision makers
Covering your ##s Review
What you want
What I will do
Clarity on next steps Who decides, how and when
Yes or now option
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Getting Commitment PRIORto Presenting
• You must be in front of decision makers
• You must be able to solve the problem, make the problem go away
• Must eliminate the incumbent
• Have an agreement on pricing issues
• Discuss yes or no option – what objections do you have to the process?
• AWATLAre They a Prospect? ©ACTGLLC 2011
Let’s review; 1. You shared with me that you had the following compelling reasons to take
action: 1, 2 and 3. And the reason that these issues where “have to fix” issues is because if they were not addressed and addressed quickly the outcome was… did I get that right?
2. Additionally we discussed your current capacity to invest / pay for the product you currently use but realize that if you were going to solve the problem an investment of ___, time, ____ money and _____ resources was required and that you and your CFO have agreed that you would make these investments.
3. Great. When I come pack to present our solution I will be be prepared to solve those problems, within your investment guidelines. Additionally I will be prepared to answer all of your questions.
4. Is that what you would like to have happen next.5. Great . In order for me to do that I will need for you to be prepared to do one
of two things. Can I share that with you? When I finish my presentation I will ask you the following questions; 1. Do you believe I understand your problems?2. Do you believe that based on my solution I can fix your problems?3. Do you want my help?
Assuming that I’ve done my job I need for you to be in a position to tell me yes or no to the last question. I would love to hear you say yes, but no is okay. What objections do you have to this process?
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Post Call Debrief
17Are They a Prospect? ©ACTGLLC 2011
Yes No Sales Meeting Post Call Debrief
SMA – it is personal, not a price-based opportunity
The value they attached to the problem is __________
They said ‘they want to or have to’ fix the problem
They will change the relationship, engage in new relationship
TMR Investment is?
Met with decision makers, or have meeting set to meet DMs
Have an agreement to make a decision at time of presentation
Additional resources/partners discussed:
Asked the question: suppose we solve the problem, what happens next?
Asked the question: what would keep you from taking action?
Have rehearsed the prospect on the incumbent begging to keep the business
My clear next steps (dates):
What I missed / need to clarify:
18Are They a Prospect? ©ACTGLLC 2011
Get a Yes
or a No
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19Are They a Prospect? ©ACTGLLC 2011
Base Details Executed
OpportunityProspect _______
Prospect _______
Prospect _______
Prospect _______
Prospect _______
Score
1st SMA personal
Value attached
Incumbent eliminated
Have to fix
2nd Agreed to invest
Talking to right $ person
Have a “due” date
3rd Met decision makers
Agreed to decide
Rehearsed return of incumbent
Score as % completed
EPAS- Are They REAL?
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RULES FOR
SUCCESS
Are They a Prospect? ©ACTGLLC 2011
• They didn’t take time just to visit
• They currently have a relationship with someone else
• They’ve made changes before and will do it again
• They are tougher than you think so ask them tougher than you think questions
• You would like the business but you don’t need the business
• That they must qualify to do business with you
• Not everyone qualifies – so be willing to walk
• Be courageous
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Need some help? Call me.
Jack Kasel
(614) 561-3812
Anthony Cole Training Group
(877) 635-5371www.anthonycoletraining.com
Thank You!
Are They a Prospect? ©ACTGLLC 2011
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Thank You!
Are They a Prospect? ©ACTGLLC 2011
Upcoming Webinars
May 9th – Are They Really a Bank Prospect?
May 11th – Understanding Commercial Loan Documentation
May 11th – Lending 101
May 12th – Excel Explained: Minimized Spreadsheet Errors
May 12th – BSA for the Frontline
May 23rd – BSA Series: Alert! New CIP Rules on Prepaid Cards
May 24th – Officer Calling: Prospecting, Preparing & Presentation
May 24th – Marketing & Advertising Compliance, including UDAAP Expectations
May 25th – Current Expected Credit Losses (CECL): How to Calculate and Maintain a Proper Allowance
May 26th – Loan Participations: What You Should Know
Upcoming Webinars
May 9th – Are They Really a Bank Prospect?
May 11th – Understanding Commercial Loan Documentation
May 11th – Lending 101
May 12th – Excel Explained: Minimized Spreadsheet Errors
May 12th – BSA for the Frontline
May 23rd – BSA Series: Alert! New CIP Rules on Prepaid Cards
May 24th – Officer Calling: Prospecting, Preparing & Presentation
May 24th – Marketing & Advertising Compliance, including UDAAP Expectations
May 25th – Current Expected Credit Losses (CECL): How to Calculate and Maintain a Proper Allowance
May 26th – Loan Participations: What You Should Know
TTS
Dan Heldmann
www.BankWebinars.com
800‐831‐0678