THE 7% ZONE (FREE ACCESS)

THE 7% ZONE (FREE ACCESS)

11 Episodes

THIS IS A FREE OPEN COURSE ACCESSIBLE WITHOUT A SUBSCRIPTION!
There was a study conducted via the London School of Economics and they invited several Senior Level Executives to participate in a conference.
They were asked to provide their opinion on the Salespeople that contact them - email, telephone, social, door 2 door etc.

They were asked the question:
"Of all the salespeople that contact you, what % would you say truly 'get it'?"

The consensus answer?
Yep, you guessed it: 7% - with one stating that the other 93% are a complete waste of time!

We provide our suggested sales best practices in this series to help you get into the 7%, but also stay there!

THE 7% ZONE (FREE ACCESS)
  • THE 7%: WHEN THEY DON'T REPLY TO YOUR CALENDAR INVITE

    Episode 1

    In this video, I share my thoughts on what you can do when the Decision Maker has agreed to a Sales/Discovery Meeting with you but have not accepted or declined the meeting request that you have sent them.

  • THE 7%: WHEN SHOULD YOU TELL THEM YOUR PRICE?

    Episode 2

    This one usually splits the crowd - at what point is it suggested to share your price with the Prospect or Customer? I think my answer my surprise you...

  • THE 7%: WHEN THEY SAY: "EMAIL IT TO ME..."

    Episode 3

    Ah yes, when the Customer or Prospect asks you to email them your Business Proposal instead of allowing you the present your recommended solution to them in-person...in this video, I share my thoughts on an effective best practice when you find yourself in that situation.

  • THE 7%: DO YOU HAVE 27 SECONDS?

    Episode 4

    Ok, so you have the Decision Maker on the phone, now you have to take advantage of this opportunity. I was asked for my opinion on asking the DM "Do you have 27 seconds for me to tell you why I am calling...? Check out this video for my thoughts on this option.

  • THE 7%: NO ANSWER ON THE CELL - NOW WHAT?

    Episode 5

    So you've built up the courage to actually call the Decision Maker on their cell phone, and yet they don't answer. So you try again later and then again with each attempt ending with the same result: VOICEMAIL. A very frustrating scenario. In this video I share my thoughts on what you can do i...

  • THE 7%: PROSPECTING - WHERE DO YOU START?

    Episode 6

    Paul: "Where do I start?" - This is a question I am asked often when it comes to prospecting and what to do first. And it's a valid question as there are several options: email, social, telephone, D2D, referral and mail. So in this video, I let you know what I do first and why.

  • THE 7%: WHAT NOT TO DO WHEN EMAILING A PROSPECT

    Episode 7

    There was study conducted by MailChimp where they found that only 21% all of cold emails even get opened and of those, only 2.5% result in any type of traction with the prospect. In this video, I provide my feedback on a cold email that I received as well as my suggestions on what this Salespers...

  • THE 7%: WHEN THEY ASK "HOW ARE YOU BETTER?"

    Episode 8

    In this video I share my thoughts on how to best answer the question:
    "How are you better than the other people in your industry that call on me?"
    I think my suggested approach might surprise you.

  • THE 7%: WHEN 'PRICE' IS STILL THE #1 DECISION CRITERIA

    Episode 9

    Ok, so you've tried to move the Prospect off of PRICE being the #1 decision criteria but it didn't work....so now what? Check out this video for a proven best practice if and when this ever happens to you.

  • THE 7%: WHEN 'PRICE' IS THE #1 DECISION CRITERIA

    Episode 10

    What do you do if PRICE is the #1 decision criteria of the Prospect and you don't really want that to be the case. You can't tell them that they are wrong, but you can gracefully attempt to move them off price with this approach.

  • THE 7%: STOP SAYING THIS!

    Episode 11

    If you are in a Sales role, the last thing you want to do is insult the Decision Maker's business, right? Ok, so there is one talk track that needs to go. Check out this video