Sunday morning.. beautiful weather here in Perth today..
Up..ready for water polo training at 8am then a quick surf at 9.30..
My band played Friday night plus went to my mate Geoff Fishers brilliant photo exhibition (if you’re in Perth get down to Challenge Stadium and have a look… it’s terrific..and free)
There’s even a couple of funny shots of my (people told me…cheeky) face in there..
Anyway…before I forget…
OPPORTUNITY FOR B2B, COACHES AND CONSULTANTS
If you sell B2b or if you’re a coach or consultant (or you’re thinking of becoming a coach or consultant..) go to http://www.consultingmastermind.com right now for an end of year opportunity in Perth you must check out..
There is also a $67 gift waiting for you there..
RING, RING.. DEAL OR NO DEAL
In Traralgon, Victoria this week working with a hospitality client..
Among other things working on how they convert phone enquiries to bookings..
Got them to ring 6 of their competition..
Not one actually asked for the booking.. Not one actually spoke of the benefits of their product..
Shock .. Horror.. that was the standard in their industry.
They immediately saw that if they only implemented half of what we were teaching them, they would add well over $100,000 in extra bookings.
Lesson: Make sure your phone enquiry people are trained in how to convert… deal or no deal..? that is the question..
TICK THE BOXES
With my recruiting client earlier in the week… and another client toward the end of the week..
People going to prospect needs discovery meetings and leaving without doing some of the essentials that will help them convert the sale..
Did you really develop rapport? Did you dress to our business standards?
Did you use the 7 NEAD Discovery questions we agreed on? Did you use the Choice of Yes’s Ballpark strategy? Did you flush out objections?
Did you tick all the boxes?
We now have a 22 point checklist we share with clients for both the Need Discovery Meeting and the Proposal Presentation Meeting..
We know if you tick all the boxes in that checklist, you quadruple your chances of converting a qualified prospect.
It’s like a set of trainer wheels or guide rails for business generators..
Lesson: Make sure you have a checklist your people know they have to tick the boxes in..
No checklist… low conversion rate.. guaranteed..
REGISTRATION FOR COACHES, CONSULTANTS AND B2B SALES PEOPLE – PERTH NOV 21-22
If you are a coach, consultant or you sell B2B…if you’re looking for a change in your life and you’re wanting to be a coach, consultant or get better at selling B2B, pencil in Perth Nov 21-22, as we will be running one of our super powerful 2 day “Secrets of Coaching, Consulting, Selling B2B” Breakthrough Weekends at a very affordable (and probably never to be repeated) investment.
Get into Action and Register your spot at
(Check out a world cinematic first with John talking to camera while he drives his car in Margaret River..)
There’ll be some FREE bonuses for people who register early..
In the meantime..here are just some of the testimonials from last workshop..
http://www.youtube.com/watch?v=3BYGFAZeFk8
Hope to see you there.
Have a great week.
Leigh Farnell
