I’ll be sharing everything I know on converting prospects to customers: prospects are the life blood and oxygen to business. Without prospects, there are no customers. Without customers there is not revenue. And without revenue there is not business. But there is no revenue without sales. There is no point generating leads, if the brand cannot sell.
This workshop will explore everything you need to know and more about selling! It is in hackathon format. A hackathon is an event in which participants work on their business intensively for a short period of time. Hack or hacking from the word hackathon, shouldn’t be confused with gain unauthorized access to systems or writing software. In this context, it refers to creating shortcuts that increase output and outcomes. Hackathons are short events that are low-risk, yet high-yield. A hackathon forces participants determine where they are at, what marketing problems they need solve and then solve them in real time. There is hustle, urgency, sense of purpose, resourcefulness, creativity, agility and speed to market, all without “betting the farm.”
This is NOT a lecture (me delivering information) a NOR seminar (me delivering information plus discussion.) It has a small amount of information delivered, including theory, case studies and role-plays – enough for you (with me helping and answering any questions) to take that and create a step-by-step plan of attack in the workshop that you can implement after.
On completion of this hackathon students will be able to:
- Create a customized sales methodology for their brand;
- Apply that sales methodology to their brand;
- Create customised sales communication for their brand;
- Apply that sales communication to their brand;
- Apply a sales qualification methodology to their prospects;
- Create irresistible offers for their prospects;
- Collect testimonials from prospects and customers;
- Negotiate concerns with prospects and customers;
- Overcome the feeling of sales rejection; and
- Create customer loyalty.
>>>WHAT YOU’LL LEARN<<<
MODULE 1: Sales 101
The purpose of this module is to introduce students to sales fundamentals. At the end of this session students will know:
- How To Sell;
- How To Use The Never Ending Mouthpiece;
- How To Use Trial Closes;
- How To Use Commitment & Consistency To Sell More;
- How To Make It Easy To Purchase;
- How To Get Out Of the Selling Frame;
- How To Dumb Down Your Pitch;
- How To Start Selling To Friends;
- How To Solve The Big Picture First; and
- How To Market and Sell Commodity Products, Services and Solutions.
MODULE 2: Sales Communication
The purpose of this module is to introduce students to sales communication. At the end of this session students will know:
- How To Communicate With Prospects And Customers At The Various Steps Of A Marketing And Sales Pipeline;
- How To Effectively, Predictably And Consistently Communicate With Customers To Increase The Value, Number And Frequency Of Purchases To Grow Your Business;
- What The Dual Consumption Path Is;
- Why Fonts Matter With Readability;
- The User-Customer Triangle;
- There Is Communication And What Is Added A Communication And Both Are Very Different;
- A Confused Prospect Never Buys;
- How To Use Alternative Modalities to Increase Sales; and
- How Language Matters In Persuasion.
MODULE 3: Qualification
The purpose of this module is to introduce students to sales qualification. At the end of this session students will know:
- The Archimedes Lever Of Marketing And Sales; and
- Look For Those Who Are Looking For You.
MODULE 4: Offer Creation
The purpose of this module is to introduce students to offer creation. At the end of this session students will know:
- How To Create An Irresistible Offer;
- What Analgesics, Vegetables, Vitamins and Lollies Are;
- Hot To Create Unique Marketing Angles To Sell More;
- How To Create An Effective Trip Wire;
- How To Get More Sales Through Exclusivity; and
- How To Create New Content And Sales Scripts And Offers In The Innovative Zone.
MODULE 5: Sales Scripts
The purpose of this module is to introduce students to creating sales scripts. At the end of this session students will know:
- How To Write Irresistible Sales Communication To Sell Your Products, Services And Solutions;
- How To Use Instant Demos;
- How To Sell By Providing Experiences; and
- How To Customize Sales Scripts To Your Product, Service Or Solution.
MODULE 6: Testimonials
The purpose of this module is to introduce students to capturing testimonials. At the end of this session students will know:
- How To Request, Capture & Publish Testimonials; and
- The Difference Between A Testimonial, Case Study and Success Story.
MODULE 7: Negotiation Concerns
The purpose of this module is to introduce students to negotiating busying concerns. At the end of this session students will know:
- How To Handle Purchaser Concerns;
- How To Prevent Buyer’s Remorse;
- How To Address Objections Using An Addiction Model;
- How To Change People’s Mind;
- How To Change The Minds Of Prospects Through Crucible Stories.
MODULE 8: Rejection
The purpose of this module is to introduce students to overcoming the feeling of sales rejection. At the end of this session students will know:
- How To Enjoy Marketing And Sales Rejection;
- How Not To Give A Fuck About What People Think Of You.
MODULE 9: Sales Follow-up
The purpose of this module is to introduce students to following-up with prospects. At the end of this session students will know:
- The 19 Marketing And Sales Communications Every Brand Needs;
- How To Follow Up With Customers; and
- Which Follow Up Channel To Use.
MODULE 10: Increasing Loyalty
The purpose of this module is to introduce students increasing customer loyalty. At the end of this session students will know:
- How To Increase Loyalty With Commodity Products;
- How To Request & Reward Compliance;
- How To Not Lose $100,000 Instantly; and
- How To Not Piss Your Customers Off.
And based on that, you’ll leave with lead conversion plans for the following:
- Sales sequence;
- Communication sequence;
- Offers;
- Sales scripts;
- Testimonial collection;
- Negotiation structure;
- Follow-up sequence;
- Customer loyalty.
>>>WHO THIS IS FOR<<<
Anyone who is currently has leads and prospects and is looking to get sell more and convert more of them into customers for their current or new business, brand, product, service or solution etc. and:
- You have no idea where to start with sales and selling; or
- You have tried and failed with sales and selling previously and not sure what else to do; or
- You want to take your sales and selling to the next level.
If any of these describe you and you want to tell your story, you’ll definitely want to be a part of this course.
>>>WHAT YOU GET<<<
The in-person hackathon version will be a 4-hour group workshop which includes:
- 10 content Modules;
- 10 printed Module Worksheets;
- Access to the Private Facebook Group; and
- Other unadvertised bonuses on the day.
Or
The online hackathon version will be a 4-week online workshop which includes all of the above PLUS:
- The opportunity to ask as many questions about the core modules as you like; and
- Access to four streaming audio answer modules, each week for four week, so that you are clear on all the training presented.
>>>ONLINE VERSION – FREQUENTLY ASKED QUESTIONS<<<
What will I be doing each week?
You will get approximately 45 minutes of recorded streaming content each week for 4 weeks plus the opportunity to ask questions based on each weeks content so you understand and so you can implement immediately. This content is broken into theory, how-to and step-by-step action, as well as answers to questions you have of the previous content or on any hurdles you are facing. I’ll also ask you each week to report on the actions you took and will take so you are best positioned to get results – I don’t want this to be a course you never start – you spent the money and I want you to get 10x the tuition fee in value. This check-in will be on 1) the work you did the previous week, 2) what you achieved the previous week, 3) what you will do the next week, and 4) what you goals are the next week.
How much time will I need to set aside?
Besides the teaching, the actual hands on work should only take you about an hour each week – but like everything in life; the more you do; the better results you may get. But, the bare minimum is about 4 hours over the whole course.