Life’s a pitch

Introducing the LIP$ Methodology

Breaking the mold on the sales process…

Who do you think of when someone says ‘salesmen’?

LIP$ - Selling by creating goodwill

Leads generationInformation gatheringPitch$tay steadfast

LIP$: Leads Generation

NetworkingConnecting

Maintaining connections

Committing

LIP$: Information Gathering

LIP$: Example Questions

Where are you now?

Where do you want to be?

What’s keeping you from getting there?

Who have you worked with in the past?

What did you like about that person/group?

What products have you used in the past?

What did you like about that product/person?

What did you dislike product/person?

You cannot sell somebody something until you know what they want!

LIP$: Information GatheringGoal is to understand their desires and concerns

Extract the information you need to create a successful pitch

Do not pitch

Set a date to do formal pitch

LIP$: Pitch

Goal is to gain the client’s trust

People make buying decisions based on emotions, not reason

LIP$: 4 Pillar Structure

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LIP$: Stay Steadfast

Don’t let the lead go cold

Set a date

Use external forces to put some immediacy on it (market rates, time value of money, timing)

If the desire is there, be persistent

LIP$: Stay Steadfast

Are you done once the sale is closed?

The goal is to retain clients and obtain referrals

CRM

The sales process never ends

Need to be cognizant of people’s perspective

Referrals cost nothing

LIP$

Leads generationInformation gatheringPitch$tay steadfast

Closing & post sale

You cannot pitch until you know what the client wants.

You must gain the clients trust.

People make decisions based on feelings.

The sales process never ends.