Show:
The Model: Process
Pipeline Management
Triangle 1
The Landscape
The Sales Dance
100
The start of your sale determines this...
What is the outcome?
100
The prospect that you know is a fit for your product, service, and sales model
What is the right prospect?
100
Gathering Non Public Data gives you this...
What is a competitive advantage?
100
The way most of your competitors are selling today
What is transactional selling?
100
This is the first of the 4 key meetings
What is the data gathering meeting?
200
Process / Connections / Statistics
What are the three parts of the Model?
200
The number of key data points you should use to tier your prospects
What is five?
200
The process of finding out early on who is involved in signing off on any changes
What is identifying the Decision Maker(s)?
200
This is typically long, and drawn out...
What is the typical sales cycle?
200
Refusing to give in to the outliers that do not fit into your standard process
What is managing to the middle of your bell curve?
300
Values, Matchmaking, Decision Maker, Time frames & Commitment
What are the steps involved in working through the first triangle?
300
These are the things help you determine where to go next in the process
What are milestones?
300
The time of year when a plan change may be able to occur
What are time frames?
300
A word used to define the 401k marketplace from a new business development perspective
What is crowded (or competitive)?
300
The meeting by which you typically discuss your fees
What is the 4th meeting?
400
The 3 Triangles / Pipeline Management / Sales Dance
What are the 3 key parts to the Process?
400
Tiering your prospects using Triangle 1 data
What is predictive modeling?
400
You never leave a meeting without getting this
What is commitment?
400
Most salespeople do this in the early stages of a 401k sale
What is focus on fees & funds (or doom & gloom)?
400
Focusing on working with prospects in a way that your competitors are not
What is being different?
500
The number of meetings necessary in order to build the right connection
What is four?
500
This is the biggest key to managing your pipeline
What is knowing where you are in your sales process?
500
The things you do at the beginning of the conversation with a prospect
What determines a win or a loss?
500
99.9% of plans DO NOT do this as they grow
What is scream?
500
This allows your prospect to connect the dots on their own, versus data dumping
What is stretching the process out over 4 meetings?