the next step

1. the next step

2. Brandon Quote “There are two types of people in the world: People that sell themselves, and people that sell themselves short.” • Brandon Johnson Ex. -Refrigerator Products

3. Relax, but… • The story of Shariq Ali • Good News… • Pressure is off! • Bad News… • Your accountable now • No homeruns • Need singles and doubles • 2 Words: Discipline and Activity

4. Appointment Process

5. Brandon’s Steps to an Appointment

6. Building Your Call List • Start with referrals • Buying Lists: • InfoUSA • ReferenceUSA • Jigsaw • Name, phone, address, and email

7. List Criteria Considerations • Geography:  75201, 75202, 75270 • Revenue:  $1,000,000 and up  • Employees:  25 employees and up • Titles (point-of-Contact):  Training, Trainer, Human Resources, HR, President, Owner, Vice President, CEO, and Director • Industry: All businesses EXCEPT - Bars and nightclubs, Personal services, Restaurants, Convenience stores, Food stores and supermarkets, Automotive, Gasoline service stations, Banking, and Schools.

8. STEP 1: Record Your Numbers Record Your Numbers - • Make as many calls as you can for 2-3 weeks • Write down your numbers after each call every day • Recording keeps you on task

9. Tracking Your Calls

10. STEP 2: Determine Your Average Determine Your Average - • How many calls it takes you to get an appointment • How many appointments it takes to get a sale • Track you calls for a period of time and average them together

11. STEP 3: Make Your Calls Make Your Calls - • Make calls based on your call average number • If your average is correct, you should always set an appointment • Your daily goal • Adjust as you improve Ex - Boiler Room

12. Make Your Call Lists Daily

13. Make Your Call Lists Daily • Tuesday, January 5th • 9:00 AM – City of Lancaster: Alicia Oyedele, HR Supervisor - 972-275-1792 (1/5 – 9:45: VM/NM) • 9:15 AM – Baylor Medical: Keith Holtz, HR – 214.820.0111 – (1/5 – 9:50: Spoke to Jill, Barbara was out: She is sending email to Keith) • 9:30 AM – Dallas Chamber: Patti Clapp, VP of Talent Education and Workforce – 214.746-6725 – Dec. 11th VM>LM • 9:45 AM – DFW Airport: HR (Thomas Dallam) – 972.973.1101 • 10:00 AM – Carter Bloodcare: Sue Spaulding, HR – 1.800.366.2834 • 10:15 AM – WFAA – Julie Duncan, HR Manager – 214.748.9631 • 10:30 AM – Dallas Police Department, Personnel and Development – 214.671.4410 • 10:45 AM – Greyhound: Victor Charles, Training and Development -214.849.8000 – (1/4 – 3:25 VM/NM) • 11:00 AM – Workforce Board: Elaine Wilkinson – 972-672-8076 (1/4 – 10:20: CPVM/NM) • 11:15 AM – Dart Trucking: HR - 800-733-5151 (1/4 – 10:45: #-5>2 - VM/NM Karen Womack) • 11:30 AM – Dallas YMCA: Pam Cowart, Director of Staff Dev. – 214-880-9622 – Dec. 29th VM>NM • Lunch and Emails • 1:15 PM – City of Garland: Brenda Vega, HR - 972-205-2475 – Dec 30th Spoke to GK - VM>NM (1/4 – 9:50: VM/NM) • 1:30 PM – City of Carrolton: Bob Bland, HR Director – 972.466.3052 – Dec 30th VM>NM (1/4 – 9:55: VM/NM) • 3:30 PM – City of Dallas: Derrick Fernandez, City University – 214.671.1322 – Dec 30th – VM>NM (1/4 – 10:05: VM/LM) • 3:45 PM – 7-eleven: David Hurst, Vice President of Talent Management – 972-820-7160 (1/4 – 10:10: NVM/NM) • 4:00 PM – Dallas Convention Center: Troy Thorn, Events Excellence Manager – 214.939.2972 – (1/4 – 2:00: VM>NM) • Arbor: Karen Mimick, Career Coach – 972.573.3522

14. Learn Your Formula…and Use It! • Multiplication Example • If you know your formula, then you can make sales • Use your ratios to set goals and plan • A “No” is one step closer to a “Yes” • Tracking Exercise

15. Sales Process

16. Brandon’s 3 Steps to a Sale

17. STEP 1: Evaluate Current Situation Probing Questions - Open-ended questions Find out what they are doing now Get prospect to tell you a story What will happen if their situation continues? Ex – Tommy Boy

18. Mental Notes and the Ledge • Find a foothold • Find your ledge • Look for concerns • Be thinking of how you can use what is said • How can you turn an objection around?

19. Current Situation Exercise #1 Write down 5 probing questions that help you find out what a prospect currently does for developing his or her employees.

20. Keywords Exercise #2 Using the following keywords and phrases, rewrite and refine your probing questions. Keywords/phrases:Tell me…, Can you?, Explain, Describe, What Happens, How do you?, What is the process?, Would you share with me?

21. Listening for a ‘Ledge’ Exercise #3 Use the ‘Ledge’ for the following response to your probe about training. PROSPECT: “After we train an employee on his or her job, we don’t really do additional training unless they fall behind with work.”

22. Listening for a ‘Ledge’ Exercise #4 Use the ‘Ledge’ for the following response to your probe about training. PROSPECT: “I typically put together short development meetings for our staff as needed. We usually do them once a quarter.”

23. Listening for a ‘Ledge’ Exercise #5 Use the ‘Ledge’ for the following response to your probe about training. PROSPECT: “We usually do training reviews on job duties and requirements every quarter, and then send our top two teams to Blessingwhite’s engagement series twice a year.”

24. STEP 2: Educate the Prospect UniFirst Corporation - • Common Struggle • Overwhelm the prospect 2 Core Services - • Open-forum/Public Employee Training Events • In-house/Private Employee Training Events Ex – Senior beginner; hands

25. Value Proposition #1 “We enable small-to-medium-size businesses to provide ongoing training for their employees without incurring the costs of hiring a training department or developing and testing training curriculum.”

26. Value Proposition #2 “We enable larger businesses to supplement their current training initiatives with our extensive course library and certified trainers.”

27. STEP 2: Educate the Prospect Cause and effect - Restate their current situation Restate their current results Explain your recommendation Explain their WIIFM Ex – Friend’s “Quit the Gym”

28. STEP 3: Negotiate the RFP Trial close…often - • Take their temperature • Gauge their feelings • Find out where they are in the sales process • Tells you instantly if you need to explain more • Do they understand? • Puts an end to “NO”

29. What is your favorite trial close?

30. Some of my favorite’s • How does that sound? • Does that make sense? • What do you think about that? • Is there any reason we can’t continue? • Does that seem reasonable? • Could you see that helping here?

31. When should you use a ‘trial close’? • After every major stage of the sales process: • Evaluation Step • Education Step • Negotiation Stage • Subject/topic changes • After you make a point

32. Where would you trial close here? “…and the Trust Factor teaches your managers and staff how to avoid collusive behaviors, promote unity and goodwill, and the 3 phases of interpersonal dialogue. Our communication course covers non-verbal and verbal skills, the danger of noise, and the 5 types of communication…”

33. Where would you trial close here? “…we’ve covered all the various programs and titles that will fit your current needs. I’ll now put together your training outline and proposal.”

34. STEP 3: Negotiate the RFP “Don’t ask…Do tell” - Based on what you’ve told me… Explain you want to put together an outline Explain you want to write a training proposal Ex – A Few Good Expenses

35. Staying In Touch After the Appointment

36. My “5-Touch” Process

37. Highly Recommended Reading… • Reading covers… • Learning and working your call numbers • Looking and finding leads • Turning around common responses • “The Ledge” • Messages that get results • (From sales training business point-of-view) Cold Calling Techniques (That Really Work!) by Stephan Schiffman