using sales to build successful partnerships

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FROM ELLEN TO SELLIN’ SUPERCHARGE Your Partnership Prospects @officialdailius [email protected]

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Page 1: Using Sales to Build Successful Partnerships

FROM ELLEN TO SELLIN’SUPERCHARGE Your Partnership Prospects

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Page 2: Using Sales to Build Successful Partnerships

Our FIRST mistake!

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Page 3: Using Sales to Build Successful Partnerships

Initial QUESTIONS

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Page 4: Using Sales to Build Successful Partnerships

THE PLUG:Earning Credibility

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Page 6: Using Sales to Build Successful Partnerships

Don’t say your are trustworthy – simply prove that you are

worthy

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Page 7: Using Sales to Build Successful Partnerships

The Micro Plug – Relate It to Make It• I was once a TV personality

with appearances on the Ellen Show, Today, CNBC e.t.c

• Have you ever had a desire to appear on TV or Radio? I can show you the secrets of using publicity to gain more recognition and spread your brand message

• I have generated over $5 billion in leads for my clients in a 5 year career

• Do you need more customers to make more sales? I would love to show you some online and offline techniques to get customers through the door

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Page 8: Using Sales to Build Successful Partnerships

Tell A Story

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Page 9: Using Sales to Build Successful Partnerships

What We Are Going to Cover• To Plug or Not to Plug that is the Question?• Entrepreneurial Mindset• Why Sales is Life & Business is Not Just Business• The Two Best Ways to Pitch• The One-Call Close• Becoming a Person of Interest • Partnerships as a Growth Strategy• Mastering the Follow-Up• Where to go from here? • Questions

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Page 10: Using Sales to Build Successful Partnerships

Entrepreneurial Mindset• Enterpreneur vs Want-trepreneur

• Use your assets to accelerate & nurture deals

• Self education

• Giving not taking mentality

• Intrapreneurship vs Entrepreneurship

• Generalist vs. Specialist

• Learn from Everybody – Remember the FOOL!

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Page 11: Using Sales to Build Successful Partnerships

SALES IS LIFE

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Page 16: Using Sales to Build Successful Partnerships

Sales is Life

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Everything is Sales

A Mastery of the Techniques of Selling will allow you to realise your TRUE potential

Page 17: Using Sales to Build Successful Partnerships

Business is not Just Business

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The average person spends 8 hours x 5 days a week working. Other than sleeping there is nothing you do

more

Let’s face it work is life – so what excludes business relationships from being personal?

Page 18: Using Sales to Build Successful Partnerships

Business is not Just Business

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My Two Rules

1. Talk to people as if they are your friends

2. Treat People as If They Are Family

Page 20: Using Sales to Build Successful Partnerships

THE PITCH:Necessary for Partnerships, Necessary for Life

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Page 21: Using Sales to Build Successful Partnerships

THE PITCH: Two Methods

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Let’s Do a Challenge – two volunteers

Page 22: Using Sales to Build Successful Partnerships

THE PITCH: Two Methods

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The Gaddie Pitch – 30 secsYou know how…

What we do is…

In fact…

Target Client

Problems +

Benefits Feelings+

Evidence Facts+

Sometimes you might be sitting in your home and suddenly, out of nowhere your hot water

springs a leak

make finding the best tradie in your area as quick and easy as pie – sending 3 helpful

quotes straight to your phone

we now have 150,000 businesses working to help service your needs – with 1.5 million

other people also using us a month!

Page 23: Using Sales to Build Successful Partnerships

THE PITCH: Two Methods

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B4, Stand 4 PitchWhat do you do?

Before (B4) I tell you what I do, let me tell you what I stand

for (Stand 4) /believe….

Because I believe/stand for I do …..

Page 24: Using Sales to Build Successful Partnerships

THE ONE-CALL CLOSE:Get a Result. Period.

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Page 25: Using Sales to Build Successful Partnerships

Getting a Result on the Phone is Essential to formulating any relationship – whether it has a

partnership focus or not!!

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THE ONE-CALL CLOSE:

TRUST DAIII method

Why have a method?

Page 26: Using Sales to Build Successful Partnerships

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THE ONE-CALL CLOSE:

Flexible Structure

Page 27: Using Sales to Build Successful Partnerships

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THE ONE-CALL CLOSE:RIDE THE WAVE

Page 28: Using Sales to Build Successful Partnerships

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THE ONE-CALL CLOSE:TRUST PEC Personal Emotional Connection

BIG Impact – Distracting, Unique Irrelevant• “I hear you’re the best….”

ACT like you know them• Long time no speak

• Good to hear your voice• Ask about family

BUILD Rapport• Tone

• Website/Google Maps

RELATE to their situation • Used to work …

Page 29: Using Sales to Build Successful Partnerships

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THE ONE-CALL CLOSE:TRUST

D - DIAGNOSE

What is a Symptom?Most people believe their symptoms are actually their

problem

Page 30: Using Sales to Build Successful Partnerships

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THE ONE-CALL CLOSE:TRUST

D - DIAGNOSE

Our Problem vs Their ProblemAlways make a call about their problem not yours!

Page 31: Using Sales to Build Successful Partnerships

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THE ONE-CALL CLOSE:TRUST

D A – ADJUST

Adapt your approach based on their problem

Page 32: Using Sales to Build Successful Partnerships

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THE ONE-CALL CLOSE:TRUST

D A I - IDENTIFY

2-3 Areas of Improvement

Page 33: Using Sales to Build Successful Partnerships

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THE ONE-CALL CLOSE:TRUST

D A I I – INITIATE

Close the Product or Commit to Action

Page 34: Using Sales to Build Successful Partnerships

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THE ONE-CALL CLOSE:TRUST

D A I II - IMPACT

Finish strong – ensures future sale and minimises cancellation

Page 35: Using Sales to Build Successful Partnerships

BECOMING A PERSON OF INTEREST:Attract business – don’t chase it!

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Page 38: Using Sales to Build Successful Partnerships

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BECOMING A PERSON OF INTEREST:

• Attract sales – become a buyer not a seller – CHOOSE who you work with!

• Avoid being a commodity - differentiate yourself instead• Use an opportunity filter – only attract and interact with people

you want to work with as a vested partnership is the only one that work

Page 39: Using Sales to Build Successful Partnerships

PARTNERSHIPS AS A GROWTH STRATEGY

Zero cost marketing at its finest

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Page 40: Using Sales to Build Successful Partnerships

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PARTNERSHIPS AS A GROWTH STRATEGY

Source: marketingland.com

Page 41: Using Sales to Build Successful Partnerships

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PARTNERSHIPS AS A GROWTH STRATEGY

Sales

Marketing IT

Page 42: Using Sales to Build Successful Partnerships

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PARTNERSHIPS AS A GROWTH STRATEGY

What can partnerships do for your business?

Help you solve problems where you have an experience or expertise deficit

Open new revenue streams Penetrate new market opportunities Accelerate expansion Leverage brand strength of other organisation Establish credibility Attract sponsorship from larger brands Create new channels for distribution

Page 43: Using Sales to Build Successful Partnerships

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PARTNERSHIPS AS A GROWTH STRATEGY

My Three favourite types of partnerships!

Brand affinity – two or more brands working together to change the perception of one or both brands – CSR focus

Page 44: Using Sales to Build Successful Partnerships

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PARTNERSHIPS AS A GROWTH STRATEGY

My favourite types of partnerships!

Beneficiary partnership – introducing one database to another with their endorsement

Strategic alliance – companies joining forces to achieve a common goal

Page 45: Using Sales to Build Successful Partnerships

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PARTNERSHIPS AS A GROWTH STRATEGY

What’s stopping you from starting!

Lack of management approval –sell the idea to them Not speaking to the right person – find the decision maker and sell them

the vision Unclear product vision – package it up and sell it to them solving their

problem Unsure of who you could potentially target – make a hitlist and sell them

the concept – then pick who you want to deal with based on values

It’s all a form of SALES! Sell an idea. Sell a vision. Sell a product

Page 46: Using Sales to Build Successful Partnerships

MASTERING THE FOLLOW UP:Keep on the Phone to Bring them Home

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Page 47: Using Sales to Build Successful Partnerships

MASTERING THE FOLLOW UP:

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Page 48: Using Sales to Build Successful Partnerships

MASTERING THE FOLLOW UP:

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- Partnerships involve nurturing of human relationships over time

- Follow ups give people time to get to know you and to get to know the product

- Ultimately they will buy off someone they like, trust and respect

- Follow up process allows you to showcase these qualities

Page 49: Using Sales to Build Successful Partnerships

MASTERING THE FOLLOW UP:

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Tools –• Try and gain access to a more direct form of communication

like SMS or iMessage • Always bring up a topic of interest first before business• Keep these communications consistent and not needs

based

• Use Google Calendar or iCal to set reminders in advance

• My secret weapon – Boomerang & Assistant.io

Page 50: Using Sales to Build Successful Partnerships

MASTERING THE FOLLOW UP:

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Page 51: Using Sales to Build Successful Partnerships

MASTERING THE FOLLOW UP:

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• No reply• Not clicked • Not opened • Regardless

Page 52: Using Sales to Build Successful Partnerships

MASTERING THE FOLLOW UP:

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Page 53: Using Sales to Build Successful Partnerships

MASTERING THE FOLLOW UP:

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Page 54: Using Sales to Build Successful Partnerships

Send an email to [email protected] for exclusive codes on both

Page 55: Using Sales to Build Successful Partnerships

WHERE TO FROM HERE?Don’t just listen. Action

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Page 56: Using Sales to Build Successful Partnerships

WHERE TO FROM HERE?

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Realise that sales techniques can enhance partnerships and general business relationships

An entrepreneurial mindset can broaden your horizons

Key points are getting your pitch right and learning how to use calls and follow ups to get the best outcomes

Becoming a Person of Interest who people want to deal with

Make partnerships a part of your business or sell them on this idea and start working ASAP

Page 57: Using Sales to Build Successful Partnerships

WHERE TO FROM HERE?

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A lot of topics I haven’t covered including: Getting past the Gatekeeper Building an unbeatable hitlist Using Linkedin to form strategic partnerships and make sales Top 50 Closing Strategies and Skills Art of Phone Based Persuasion Replacing Yourself – Automating your Business Processes All that I have gone through in more detail

Page 58: Using Sales to Build Successful Partnerships

WHERE TO FROM HERE?

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Email [email protected] for free membership after next

months launch & a FREE copy of my book “Closed”

Email [email protected] if you would like to expose your business to up to

1.5 milion customers and 150k businesses a month