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Sales Rainmakers

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J
johncallos

Habits, Tools and Disciplines of Sales Rainmakers

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[object Object]
Can Time Be Managed? ,[object Object],[object Object],[object Object]
Focus on Pareto’s 80/20 High ROT High Leverage 80/20
Survey Results: 80-20 for Bank Rainmakers ,[object Object],[object Object],[object Object]
Biggest Time Wasters; Who Knows George? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object]
Rainmakers Focus on Referrals ,[object Object],[object Object],[object Object],[object Object]
Referral Source or Golfing Buddy? ,[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object]
The Sales Process
[object Object],[object Object]
REVIEW: Sales Survey ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Sales are Made or Lost by the Path You Choose THE RAINMAKER’S SYSTEM “ Success by Design” Buyer’s System “ Concessions by Deception” What System? “ Chance, #s, and Lucky Breaks” Which sales path will you follow? Rapport Rapport Rapport
The Prospect’s System of Deception ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The Rainmaker’s System: Success by Design ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object]
The Rainmaker’s Prospect Funnel ,[object Object],50 High Touch Prospects Top – 20 Prospects 5 Pipelined Opportunities
The Rainmaker’s Favorite Lists ,[object Object],[object Object],[object Object],[object Object],[object Object]
Leak-proof Follow-up Systems ,[object Object],[object Object],[object Object],[object Object],[object Object]
Add Value. Do Homework. Follow-up Articles. Plastics Industry Also track Prospects and Key Executives for updates!
Stand Out. Be Unique. Be Remembered… F o rever! Lance Armstrong Autographed Wheaties Box Item number: 5159621137 Buy it Now price: $14.99 
Winning Through Differentiation / Connection Could this small wooden box hold the secret to Differentiation?
REVIEW: Pre-Workshop Market Position and Message ,[object Object],[object Object],[object Object],[object Object]
Differentiation: A Winning Strategy ,[object Object],[object Object],[object Object],[object Object]
[object Object]
Rainmakers use the 80-20 Listening Rule ,[object Object],[object Object],[object Object],[object Object]
Always Establish “Next Steps” ,[object Object],[object Object],[object Object],[object Object],[object Object]
Will They Play Ball? ,[object Object],[object Object],[object Object],[object Object]
Reduce Shopping. Uncover Hidden Agendas. ,[object Object],[object Object],You MUST ask these questions in order to be considered a Rainmaker:
Summarize the Meeting by Reviewing your Notes ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Memorize Responses to Objections ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The Top-5 Sales Realities ,[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object]
Find the Real Decision Maker ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Decision Makers don’t need approval from anyone else!
Understand the Incumbent’s Power ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
No Surprises! ,[object Object],[object Object],[object Object]
The Rainmaker’s 3-Point Pledge ,[object Object],[object Object],[object Object]
Negotiating Ploys ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Email me for these formal scenarios & effective counter-moves
[object Object],[object Object],[object Object]
Top - 5 Reasons for “Sales Slumps” ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
A Simple Plan for Guaranteed Growth ,[object Object],[object Object],[object Object],[object Object],[object Object]
Thank You… and Good Selling! ,[object Object],[object Object],Questions?

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Sales Rainmakers

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  • 14. Sales are Made or Lost by the Path You Choose THE RAINMAKER’S SYSTEM “ Success by Design” Buyer’s System “ Concessions by Deception” What System? “ Chance, #s, and Lucky Breaks” Which sales path will you follow? Rapport Rapport Rapport
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