Slingshot Sales Qualifying

Sales Qualifying

In our last article, we discussed Sales Targets and understanding why people buy.  Once we have know whether it’s primarily based on Pain or Pleasure, we can now determine if the opportunity is real through Sales Qualifying Questions (SQQ).

The Band

In the Sling Shot Sales Process all the aspects of the process lead up to having a band that is taught and ready to hit your target.  In this part of the process we are adding energy to the band preparing for its release.

Typical Qualifying Questions: 

Slingshot Sales Qualifying

Slingshot Sales Qualifying

  • Does the prospect have and issue that is big enough to justify paying you money?
  • Is there a budget and ability to spend?
  • Are all the relevant decision-makers part of the process?
  • Is there a clear time line and process to decide?
  • What solution will best solve their problem?

As you prepare to build out your Sling Shot Sales Qualifying Process, remember that you are the professional sales person must always be aware to define all the aspects of your process.

Typically these elements are required in the Sales Qualifying Process:

  1. The Step in the Process
  2. How that step happens (phone, email, in person)
  3. Time for each step
  4. Criteria in determining success and knowing when its OK to move onto the next step.

As you follow these steps the band on your Sling Shot will continue will continue to tighten preparing you for the next step of handling objections and managing momentum.

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Thom Torode is a NJ based Professional Executive & Business Coach. He has owned over 5 different businesses and is currently the Managing Director for Sunrise Business Advisors. Thom’s expertise includes working with those business owners who have plateaued getting them unstuck and back in growth mode. Additionally, Thom works with both franchisees and franchisors in helping them develop their leadership. Thom is also Director Consultant with BNI. When not helping business owners and their teams create the business and lives they want and need, he can be found following his kids activities.

Slingshot Sales Targets

Sales Targets

Previously, we have covered the Slingshot Sales Process and Components including the Band and Frame for your Slingshot Sales.  Today we are going to focus on your Target and understanding why people buy.

Slingshot Sales Target

Target Your Customers

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Inexperienced sales people tend to use a shotgun effect thinking that if they shoot enough rounds they are bound to hit something.  While this may be true it also wastes a tremendous amount of time, effort and money.  A skilled sales person knows and understands the importance of being laser focused on their sales target.  They also realize the importance of taking the time in understanding why people buy in the first place.

Why Sales Targets Buy

  1. Compelling Reason
  2. They have a challenge and are looking for a solution
    1. Understand the Sales Targets emotional reasons
      1. Pain
      2. Pleasure
  3. Budget and ability (No Money = No Sale)
  4. Authorized to purchase
  5. Timeline to take Action

Understand that your sales targets will buy from people they know, like and trust.  By getting to know your prospects better, through a specific process and system they will be compelled to buy from you.

In our next excerpt we’ll cover qualifying and how to determine if the opportunity is real.

Thom Torode is a NJ based Professional Executive & Business Coach. He has owned over 5 different businesses and is currently the Managing Director for Sunrise Business Advisors. Thom’s expertise includes working with those business owners who have plateaued getting them unstuck and back in growth mode. Additionally, Thom works with both franchisees and franchisors in helping them develop their leadership. Thom is also Director Consultant with BNI. When not helping business owners and their teams create the business and lives they want and need, he can be found following his kids activities.

Reserve your space now to have your own Sales Process Reviewed.

 

Slingshot Sales Components

Components:

In my first post about the Slingshot Sales Process I talked about why a Sling Shot and gave you a little understanding about how it applies to developing a sales process.
Let’s review some of the individual Slingshot Sales components of the Slingshot System

The Band:

The elastic band is the part of the slingshot where the action takes place. It takes energy to pull back the band and propel the projectile forward. With just the right amount of energy, the band can be released and send the projectile flying accurately to hit its target.

Components: Frame & the Band

The Frame:

A slingshot only works well when its frame is strong. For the effective salesperson, this means the right attitude, beliefs, and character. Remember that a strong frame provides the structure to allow the salesperson to use the slingshot process to aim, pull back, hold, and release to the target. Without a strong frame, the salesperson is weak and ungrounded.

Successful salespeople, have some or all of the following traits (Components):

  • Ability to EMPATHIZE, including the ability to read subtle clues by the prospect.
  • Desire to WIN and ACHIEVE. Top salespeople love the game and they WELCOME REJECTION.
  • They are OPTIMISTS. When a setback happens, they assume it will be temporary, that it is externally caused, and that it only applies to a specific part of their lives.
  • AUTHENTIC. They are authentic with prospects because they don’t mind telling the truth. If you have a concern, you voice it. You can be authentic and diplomatic.
  • They effectively balance RELATIONSHIPS, RESULTS, and EGO. Three forces are always at work with salespeople: building relationships, getting results (by closing sales and hitting sales goals), and managing their egos.

Next,  I’ll guide you through understanding your target, as well as,  helping you know why people buy.

Thom Torode is a NJ based Professional Executive & Business Coach. He has owned over 5 different businesses and is currently the Managing Director for Sunrise Business Advisors. Thom’s expertise includes working with those business owners who have plateaued getting them unstuck and back in growth mode. Additionally, Thom works with both franchisees and franchisors in helping them develop their leadership. Thom is also Director Consultant with BNI. When not helping business owners and their teams create the business and lives they want and need, he can be found following his kids activities.

Slingshot Sales Process

Slingshot Sales Process

I’ve heard allot about the importance of creating a sales process lately. In fact a quick Google search brings up more than 128 million hits. Unfortunately most of those are encouraging you to use or follow “their” process. At Sunrise Business Advisors, our approach is vastly different.
We believe in the importance of having a sales process, in fact if you don’t have a process you might as well be using a shotgun to try and hit your target.
If you’ve ever had a prospect in your pipeline who wasn’t a fit for the service or product your franchise business offers you understand the full frustration that brings to mind.
By having and using a sales process you can virtually eliminate all that frustration. Our process that we demonstrate is based on using a sling shot.

Why a Slingshot?

A slingshot is a device with a frame and an elastic band, which allows the user to fire a projectile with accuracy, speed, and depth.

Slingshot Sales Process

Focused Aim at Your Target

Slingshot Sales Process

With the right conversations, the salesperson and prospect exert just the right amount of energy to the band to make the projectile fly (e.g., close the sale). With the wrong conversations, the sale either breaks down or falls short.

In my next article, I’ll go into more detail about the how and why of a slingshot.
Email Now before spots gone for your sales process review.

Thom Torode is a NJ based Professional Executive & Business Coach. He has owned over 5 different businesses and is currently the Managing Director for Sunrise Business Advisors. Thom’s expertise includes working with those business owners who have plateaued getting them unstuck and back in growth mode. Additionally, Thom works with both franchisees and franchisors in helping them develop their leadership. Thom is also Director Consultant with BNI. When not helping business owners and their teams create the business and lives they want and need, he can be found following his kids activities.

The Why Behind Your Goals

Your Why Behind Your Goals

Setting Goals is important understanding the why behind your goals is critical. Learn 3 steps that will almost guarantee you the results you desire.

It is something of a cultural phenomenon for everyone to focus on future goals and new resolutions around the end of each year. Whether or not you participated in this process as 2015 started, it is worth stopping here at the end of the first quarter and complete a quick assessment. Are you, in fact, pursuing the goals you consider most important? Do your daily priorities and accomplishment move you along the path to achieving those goals in a timely manner?

As you pause to reflect on these important questions, it is worth evaluating every task you undertake each day and week by some simple, yet vital, criteria. As you already know, it is very easy to be quite busy every moment of the day and end that day feeling like you accomplished very little of importance. In fact, some of the most important tasks you set for yourself are easily put off if you don’t tackle them based on properly assigned priorities.

Themed photo 'Reaching your goal via a bullseye'Below we provide three basic questions that almost every time management experts concur are part of properly organizing your time and achieving your desired success targets. While these are not the important principles related to effective time management, they serve as an excellent starting point.

1) When is this specific due? The word specific is very important to this question. Most people understand the idea of eating an elephant a bite at a time, (that’s the only way to do it!) and grasp the idea that all major projects must be broken down into digestible elements. If you don’t have that significant and looming To-Do broken down, it is easy to tell yourself you’ll tackle it later – and suddenly the due date is upon you. When you find yourself constantly against deadlines and rushing to get priority products done, that is a good indication you aren’t taking the time to plan your work correctly. And, another popular trope says it all, Failing to Plan is Planning to Fail.

2) What’ll happen if I don’t do it? It is vital to understand the second component of getting things done, and that is not doing the unimportant until the important is accomplished. Often called the Tyranny of the Urgent, many people who fail to get where they want to be lack the ability to say no, or on the other hand say yes to the wrong things.Priorities List

Each morning, you will undoubtedly start off with a longer list of things to do than you can possibly accomplish. You’re on the right track when you do the thing that must be done (to meet your goals) first. Of course, this assumes you’ve done a good job of aligning your priorities with those of your employer and supervisor. If you are your own boss, that makes this discipline all the more important.

3) To whom do I owe the responsibility of completing this task? The answer to this question usually has at least two, and maybe more, dimensions. Certainly, we must accomplish the tasks we assume that are directly related to helping our business grow and thereby earning money. That is the first dimension. Secondly, we should be designing our work flow where the accomplishment of each task is meeting our personal needs and expectations.

Beyond these, there are your stakeholders: Your team of employees, customers, family and other players. Here is where the answers to the first two questions come into play. Others will always task us with expectations, tasks, and responsibilities. However, eventual success again comes down to first meeting your own carefully determined priorities and expectations, freeing you and/or positioning you to help others.  In other words, understanding the why behind your goals.

golden-circleHere’s a bonus tip. Successful and effective time management is never an accident. It should be your first goal and your first priority – this will make all other goals more feasible and attainable.do something awesome right nowThom Torode is a NJ based Professional Executive & Business Coach. He has owned over 5 different businesses and is currently the Managing Director for Sunrise Business Advisors. Thom’s expertise includes working with those business owners who have plateaued getting them unstuck and back in growth mode. Additionally, Thom works with both franchisees and franchisors in helping them develop their leadership. Thom is also Director Consultant with BNI. When not helping business owners and their teams create the business and lives they want and need, he can be found following his kids activities.
In addition to being a Certified Business & Executive Coach, Thom is also a Certified Franchise Business & Leadership Coach, as well as Certified Guerrilla Marketing Coach and Trainer. Our philosophy is to provide coaching, mentoring, and advisory services to help business owners achieve the businesses, the teams and the lives that they’ve always dreamed of having. We accomplish this through a tried and proven process of learning and understanding your needs and we’ve always achieved high marks with our valued clients.