sales qb training contents.docx · web viewcoaching non-sales employees. coaching the business...
TRANSCRIPT
Online Training Overview
Module 1:
Introduction to the programo Save this link https://salesqb.com/asko We have created an interactive chat system to answer most questions. Use if
frequently as you explore the training Note: you must be logged in to see this page. After all, we don’t want
competitors seeing our private materials. Administration and back office requirements Legal & accounting Creating your salesQB bio
Module 2:
Marketing Philosophies Dealing with scope creep and throttling What makes a salesQB successful?
Materials
Sample salesQB Press
Roadmap Graphic
salesQB Logo
Module 3:
Marketing Quick Start Techniques
1. LinkedIn2. Second tier websites3. Networking4. PPC/Banners5. Job Ads
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6. Cold calling7. Client referrals
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Materials
Example cold call script
Example cold call script2
Example Cover letter
Example LinkedIn Email to Colleagues
Example SQB resumes
Module 4: Ongoing marketing
Best ongoing marketing methods
1. LinkedIn
2. Google PPC
3. Your own networking group
4. Remarketing
Materials
None
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Module 5: Join.me meeting
Making the most of the Join.me meetingo Thesiso Goalo Process
Materials
SQB Deck joinme- Jack Version
SalesQB Join Me- Jim Version
Module 6: Live meeting
Making the most of the first meeting
Goalo Understand their sales processo Successes/failureso Strengths/weaknesseso Peopleo Caveat
Potential Outcomeso Sell the Sales Best Practices Audito $250 - $1000o Close salesQB gigo Close consulting gigo No sale/delay
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Materials
Best Practices Audit Output
Full color printed Edge-to-edge color gloss cardstock cover
Module 7: Using DISC
In this module
Power of DISC Tool not crutch We live in a high D world TTI Toolbox flirtation/demo can help close deals
Materials
BEHAVIORAL SELLING SKILLS - BODY LANGUAGE
BEHAVIORAL SELLING SKILLS - C
BEHAVIORAL SELLING SKILLS - D
BEHAVIORAL SELLING SKILLS - I
BEHAVIORAL SELLING SKILLS - S
DISC_clue_sheets
tech_report_compendium
tti_report_matrix
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Module 8-1 thru Module 8-4: Objections
Handling common objections
Module 9: Beginning the engagement
In this module
Beginning the Engagemento Premise: You are the “present” SQB the “wrapping”o Making sure the client perceives progresso Setting initial expectationso On-site vs. off-siteo Schedulingo Common mistakeso Not throttling/over-deliveryo Too much accountabilityo Too much consulting too fasto Too many of your own storieso A slow-moving client is not a “bad” cliento Discussing poor salespeopleo Where to begin
Process not Peopleo Introductory meetingo Managing staff expectationso Process not peopleo Make sure you are “seen”
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Month Oneo Easy victorieso Google Adwordso Facebook retargeting or adso Banner adso Squeeze pageo Obvious website issueso Caveato Customer surveyo Previous customer analysiso Lost customer/deal revitalizationo Follow the Roadmap to Guaranteed Growtho SalesMap throttling
Materials
Roadmap graphic
Module 10: Following the Roadmap
In this module:
Detailed instructions using all six phased of the Roadmap
Module 11: Additional Consulting Opportunities
In this module
Upsell opportunitieso When to bring it upo How to approach the topico What’s included in PTSM package and what’s noto Project or recurring?o Do you jeopardize the PTSM gig?
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Potential Gigso Hiringo TTI Toolboxo Coaching non-sales employeeso Coaching the business ownero Facilitating management retreatso Facilitating strategic planning sessionso Full-blown sales trainingo Web/technology projecto Blog writingo SEOo PPC managemento Video productiono and moreo General project work
Do’s and don’ts of Leveraging yourself with additional consultantso 25% vig minimumo Ideal role is “General Contractor”o Watch out for this type persono Don’t “lose control” of the client
Module 12: Client retention
In this module
Client retentiono Do good worko Accept credit cards or ACHo Keep the owner engaged in the processo Agree on KPIso Don’t get to “the bottom of your bag” of tricks
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Module 13
In this module
Ongoing Support Periodic SQB group calls Individual coaching TTI Tools Exercises and presentations on KB Review Best Practices Audit Level 7 Interviews Caveat: Watch out for over-use of tools.
Module 14:
Using the TTI Toolbox