Personalization through automation may sound contradictory, but with theses sales tips and customer service tricks provided by http://www.quoteroller.com and http://www.affinitylive.com you can learn how to use the Socratic Method, Proposal Templates, and Customer Relationship Management Strategies to differentiate yourself and to email so you don't get spammed.

1. Smarter Sales
How to Be More Personal Through Automation
TODAY'S WEBINAR:

2. Jennifer Riggins
Community Manager,
Quote Roller
Sarah Khogyani
Marketing Manager,
AffinityLive
Alison Russell
Business Development
Director,AffinityLive
PRESENTERS:
Based in Barcelona, this New
Jersey girl has a passion for
writing about Spanish startups.
She's also a lover of smoosh-
faced dogs, cooking and
travelling.
With dual degrees in business and
neurospsychology and over 12
years’ experience in business
development, Alison drives sales
excellence at AffinityLive.
As a lover of all things marketing,
Sarah opts-in to newsletters,
never skips commercials, and
keeps adblock unpaused.

3. 1. Personalize with Socrates
2. Let’s Templatize!
3. Strategize
4. One Size Does Not Fit All
5. DifferentiateYourself
6. Email Like a Human
Webinar Overview

4. 80% of sales require 5 follow-up calls after
the meeting. 44% of salespeople give up
after 1 follow-up.
Source:The Marketing Donut

5. 35-50% of sales go to the vendor
that responds first.
Source: InsideSales.com

6. 70% of people make purchasing decisions
to solve problems. 30% make decisions to
gain something.
Source: Impact Communications

7. Common Sales Mistakes
Most salespeople do "sales presentations," rather than determining
what their prospect wants, and why.
Therefore, their prospects feel neglected and disrespected.
Most salespeople do not utilize a consistently effective sales
process.Therefore, each sales opportunity is handled differently,
based on what they are comfortable doing.Their results are hit or
miss.The Top 1% of salespeople consistently do what has the
highest probability of producing high closing rates.

8. What is the formula for
smarter sales that win?

9. Best Practice Tip #1:
Put the Personal Touch Back into Sales
with the Socratic Method

10. The Socratic Method
“The form of inquiry and discussion between
individuals, based on asking and answering questions
to stimulate critical thinking and to illuminate ideas.”

11. But what does moldy Socrates have to do with my
modern, mobile business?

12. It’s simple:
!
Ask a series of open-ended questions
that reveal client needs.
!
Then, respond with the benefits of your
service or product as a solution to
those needs.

13. Building Rapport:
1. How’s business?
2. What have you been up
to?
3. How are you planning
to spend your day off?
4. How’s the family?
5. What’s on your mind?
Qualifying:
1. What do you want to talk
about today?
2. What don’t you like about
your current service
provider?
3. What outcome are you
looking for?
4. What’s the biggest obstacle
preventing you from
reaching that?
5. What would make this
meeting successful for you?

14. Push Outsourcing:
1. How much time do you
spend doing X?
2. How does that time
commitment affect your day
to day?
3. How much funds do you
dedicate to the staff that
does X?
4. What could you be spending
that time doing instead?
5. How much training does
your staff receive in doing
X?
Offering:
1. Does this sound like what
you have in mind?
2. What are your concerns?
3. What are the restrictions
on this project from your
side?
4. Why do you feel like now
is Not the time to change?
5. Are there any other
questions we should be
asking you?

15. Awkward Money
Conversation:
1. What sort of budget
were you looking to
work with here?
2. Have you outsourced this
service/bought this sort
of product before?
3. How much did it cost
you?
4. What do you expect to
pay for X?
Closing:
1. Do you have any other
questions for me?
2. Can any of our other
services assist you?
3. Would you like this OR
this?
4. When can we meet
again?
5. Have I answered all of
your questions?

16. –Woodrow Wilson
“We should not only master questions, but also act
upon them, and act definitely.”

17. And how can I mobilize the Socratic Method?

18. Best Practice #2:
Templatize proposals

19. The right tools can help do the leg work for
you and give you more time to spend on
building client relationships.

20. Benefits of Template-izing Proposals
• It saves an incredible amount of time - from two hours to 15
minutes!
• You can readily recognize and correct your mistakes
• You replicate the things that you do right
• You can spend time focusing on customizing your proposal for
client needs.
• You can add creative credibility, like video client tales, slideshows
of similar design work.

21. Quote Roller Step #1:Your AffinityLive Contact & Deal info
pours right into your Quote Roller Proposal.
Use a Blank Proposal, reuse one you already created, or jumpstart your
proposal creation with one of our 35+ industry-proven Proposal Templates.

22. Quote Roller Step #2:Add your Pricing Table
The part your clients are spending the most time looking at!
You can offer your clients pricing options, quantity options, & package
deals. Build your own pricing table or reuse one from your Catalog.

23. Offer your clients what they asked for
!
…but then upwell with the option to add extra
services or double the quantity.
Don’t Sell the Kitchen Sink

24. Quote Roller Step #3: Use our WYSIWYG Editor
Drag-n-drop Content Blocks, reusing content or creating new,
showing how you can offer a solution to your client.

25. 1. The Cover Letter - Personalize!
2. Executive Summary - Customize!
3. The Proposal - Stick to what they want!
4. Services & Pricing - Ditto + the Upsell!
5. The Terms - OK, a bit of Boilerplate…
6. About Us - Show your experience in concept of what you can do
for them!
7. Get Started Section - Hope for the best! Be specific!
8. Electronic Signature - Direct Call to Action!
Pieces of a Perfect Proposal

26. • Non-related Education, Experience
• Impressive-yet-unrelated examples
• Diagrams & Designs
• Extra references and client testimonials
• Anything else they didn’t ask for
Anything else? Cut vs.Addendum

27. • You can use whatever you want to show off your
business in the scope of being a solution for clients:
videos, websites, photo galleries, HTML content, custom
brand domain.
• Quote Roller lets you reuse content, helping to make
sure you don’t make mistakes like reuse old pricing or
the wrong name.
• Quote Roller cuts your proposal creation down to
about 15 minutes!
• Just make sure, when you reuse proposal content, you
take the time to customize to address your lead’s needs.
Focus on Client Needs

28. Quote Roller Step #4: Finalize
Send your clients a secure link to your Proposal.
Use legal Electronic Signature to close deals faster.

29. • Know right away when your client opens your proposal
• Know what they are looking at for how long
• Time excellent follow up
• Anticipate and address objections
• Close deals faster!
Quote Roller lets you
read your clients’ minds

30. Step 1: Hear them out.
Step 2: Decide if real.
Step 3: Address directly.
Step 4: Focus on them.
Step 5: Get an edge with Quote Roller!
Anticipate and address objections
Overcome Objections Socratically

31. –Michael Jordan
“It’s not about the shoes. It’s about what you do in them.”

32. Best Practice Tip #3:
Strategize

33. From Greek Philosophy to Military Strategy
"Know the enemy and know
yourself, and your victory will
never be endangered." - Sun Tzu

34. A Successful Sales Strategy
Analyze
Understand
Organize
Prepare
Execute
Repeat

35. Tools to help you analyze, understand,
organize & prepare

36. Best Practice Tip #4:
One Size Does Not Fit All

37. Different processes for different sales types

38. Defined stages to move through

39. Best Practice Tip #5:
Differentiate Yourself as Well as Your Mousetrap

40. More than just a rolodex
• Log calls
• Assign & manage daily tasks
• Schedule meetings
• Track all communications

41. Best Practice Tip #5:
Email like a Human

42. AffinityLive Email Marketing Insights
• What are the best types of emails to send?
• How do we navigate around Gmail tabs?

43. The Uglier,The Better
Designed HTML emails
had significantly lower
open rates than one-to-
one, personal emails.

44. The Uglier,The Better

45. Findings
• Not using the word 'Unsubscribe' in email body
results in a boost of almost a third of open rates
• Subjects that mention their company name in the
subject boosted open rates twice as much
• More than double the engagement, open and click-
through rates when sending out personalized
emails rather than designed HTML emails

46. 10 Benefits to Working in the Cloud
1. Flexibility
2. Mobility
3. Organized / productivity
4. Easily scale / grow your biz
5. Keep everyone on the same
page
6. Save money
7. Save time
8.Time followup
9. Staff can work from anywhere
10. Makes it easy for prospects
to sayYes!

47. So what are you waiting for?

48. If you want to nurture leads into qualified deals,
sign up for AffinityLive.com today!
If you want to send your clients persuasive business
proposals, sign up for QuoteRoller.com today!
The Perfect Pair to help
you sell better!