What You’ll Discover in John Barrows Filling The Funnel And Driving To Close
John Barrows – Filling The Funnel And Driving To Close
No Risk Guarantee
We are 100% confident that our programs will help you close more business, that if you feel after completing your program, you won’t book more meetings, or close more deals, we will give you a 100% refund.
BUILD A FAT PIPELINE, AND GET THOSE DEALS!
You can build a huge fat pipeline using the Filling The Funnel Close it with the Driving To Close program. You can earn more, get more clients, and have the career you desire. This bundle will support you through the entire sales cycle, including booking more meetings by email, phone and social. You’ll also learn how to close more of your pipeline which can be especially useful as quotas go up and territory size goes down.
Are THESE COURSES RIGHT FOR YOU?
This bundle is particularly beneficial if you prospect and close – or want To. If you’re in sales development but want to move to an account executive role, or you’re an account executive who still prospects, then this course is for you. If you’re in client success or account management, we recommend the Driving to Close program.
FILLING THE FUNNEL
PLACE THE FOUNDATION
This session will outline the mindset, approach, and activity numbers required to succeed in prospecting. You will leave with:
- The Sales is changing rapidly and staying relevant is key to your success.
- How to apply the AIDA process (basic sales) to prospecting
- An equation that helps you to break down your unique numbers into success
IDENTIFY YOUR TARGET
This session will discuss the importance of segmenting clients and the nuances involved with identifying the right clients to spend our time. With this knowledge, you will be able to:
- A process for segmenting and refining your account list into Tier1, tier2, and tier3
- How to balance quantity and quality in prospecting activities
- How to create your Tier1 hit list and what to do about it
KNOW YOUR AUDIENCE
This session will help you identify the target accounts and learn how to communicate with them in order to increase your chances of getting a response. You’ll leave with:
- The Power Line definition and characteristics of a Champion
- Avoid certain words, phrases and approaches when you are e.-Contacting or calling executives
- The Top 3 priorities for all C-level executives in 10 core industries
FIND YOUR REASON
We will identify the most relevant business triggers for our targets, and then show how to find them by using research and social tools. With this, you will be able to:
- A list of business triggers you can listen to to determine the value that your solution offers
- How and where to find business triggers that will help you target accounts
- How to access information and triggers for your accounts
PRODUCE YOUR MESSAGE
We will learn how to communicate with key executives to get their attention and earn the right for them to continue the conversation. You’ll leave with:
- The failure of the Elevator Pitch
- How to attract multiple attention-Grab statements that can be used for calls or e-Mails
- How to create a Messaging Matrix that is based on priorities and triggers
DELIVER YOUR MESSAGE TO (PHONE)
We will focus on the delivery of your message by phone, using a structured and best-practice approach. This session will leave you with:
- How to deliver and develop the product “Winning Call”
- There are specific weak introductions you should avoid and strong introductions that you can use to make calls.
- How to leave voice mails that focus them on your value proposition and then hang up.
DELIVER YOUR MESSAGE TO (EMAIL).
We will be focusing on how to deliver your message via e-mail in this session.-You should use a certain structure and best-practice approach to mail. You’ll leave with:
- How to write the “Why You, Why You Now” e-Mail that drives a 15-Executives have a 20% success rate in responding to inquiries.
YOUR CONTACT STRATEGY
You will use all the knowledge from the previous sessions to develop a contact strategy that drives consistent, efficient prospecting. You will leave with:
- How to implement a multi-user policy-Contact strategy that is different from the norm and adds value to every touch
- The You can maximize your time management by separating your Tier1 from Tier2 account contacts strategies
INTEGRATE SOCIAL SELLING
This session will discuss how to incorporate social selling into your business process in order to drive results and build your brand. This session will leave you with:
- The two major components of social selling are clearly defined and explained.
- How to maximize your social selling efforts using technology, tools and resources
- How to incorporate social selling into your daily life
GOVERN YOUR TIME
In this session we address how to improve your time management skills while also figuring out which prospecting approaches work and which ones don’t. You’ll walk away with:
- How to split-test your approaches to determine which ones work.
- How to use your time effectively while measuring and tracking results
- The Consistent improvement is key
DRIVING CLOSE
OBJECTIVE NEGOTIATIONS
This session will discuss the main purpose of negotiations, the best times to negotiate, and the importance and necessity of objectivity throughout the process. You’ll walk away with:
- The What the ultimate goal of negotiations is and when to start negotiations
- The Differential between Quid Pro Quo or the Rule of Reciprocity when it comes to negotiations
- How to create an objective Scorecard to measure the health and forecast accuracy of every opportunity in your pipeline
THE PERFECT MEETING
This session will show you how to prepare for Perfect Meetings. The goal is to increase the level of engagement and your questioning. You’ll walk away with:
- The sales approach we adopt as sales professionals is the reason why most meetings are a waste.
- How to elevate your engagement by developing the Perfect Meeting questions starting with the client’s Industry and moving down to the specific Project you want to talk about
- Why we should focus our presentation on the 20% of our solution that aligns with the client’s priorities
PROACTIVE OBLECTION HANDLING
This session will discuss why objections can be so difficult for sales reps and how we can best handle them. You’ll walk away with:
- The Reason: When it comes down to objections, the client almost always wins
- Why it’s so important to be proactive when dealing with objections compared to reactive
- The Main objection handling techniques, including when and how to use them
CLOSE IT OUT
In this session we talk about the challenge of closing and why it’s important to not only think of closing at the end of the sale process. Closing occurs at every stage of a sales process. To be successful, we must practice and apply the various techniques. You’ll walk away with:
- The Why closing is so hard
- The Two types of closing are available (Hard and soft).
- The How to use them and when you should use them are the main closing techniques
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