Ghost CEO

“Setting an example is not the main means of influencing others; it is the only means.” – Albert Einstein

The Strategic Sales System is a 10-part program that companies take take in succession or choose a title that is most relevant to their team at that particular moment.

The 10 components are:

Part 1 – Becoming clear on what you are selling
One of the most common mistakes made by both self employed individuals and professionals working for a company is to not clearly understand what they are selling. In this seminar we will discuss the three main questions that every professional needs to be able to answer: What is it that you really do? Why does it matter? Who cares? When an individual can answer these questions honestly, their market will begin to become very clear to them. In this session we will discuss the process of examining what ‘solutions’ you are providing and how to offer that information with integrity to the type of market that is looking for your services.

Part 2 – Features & Benefits as part of the Sales Process
Advertising on television really focuses on the ‘features’ of products. It tells us what you get if you buy, but often fails to understand that people buy when they understand the benefits. Although showcasing the features is important, the closing piece for most clients in understanding the various benefits and marrying the benefits to the client’s decision to part with their money. By mastering benefits as part of the sales system, participants will begin to see more prospects close and in a shorter time period.

Part 3 – Market Positioning – Determining Where You Fit In
When looking at your sales systems, it is imperative to understand where you fit in with regard to the market’s perception of your services compared to others. Where do you fit in? How does the market see you? Does the market you are going after see you as a qualified professional to properly service them? When looking at your spot in the market you can determine how well you are or will be received by your target markets. If you want to want to enter new markets, you can decide where in the market you can ‘carve’ out your niche.

Part 4 – The Sales Funnel
We have developed a tool that marries a profit model (the way you will make money and how much you forecast) and a sales funnel (a way of tracking prospects, presentations, and closed clients). This simple, yet powerful set of tools offers professionals an easy-to-implement way to track their progress and identify bottlenecks in the process of selling. All tools are provided to participants.

Part 5 – Prospecting
Prospecting is the process of targeting potential markets and beginning the process of engaging them to determine the suitability of your products/services for them. Prospecting has various components including: identifying and learning about niche markets, looking at buying factors of these various markets, understanding how they will use your products/services, looking at how they engage with service/product providers. The better a professional gets at prospecting, the more business they bring in. Suitable prospects often become suitable clients.

Part 6 – Speaking to Prospective Clients
Once you are clear on what you do, the features and benefits you offer, what position you occupy in the market, how to use your sales funnel, and have finally identified prospects, it is time to engage with prospects. The first step of a two-step educational process for prospects (speaking to and then presenting the solution) is to engage in a conversation. Speaking with a prospect starts with being curious. Each professional need to develop a list of information they need to ‘qualify’ a prospect for presentation. By knowing what information you need in order to move the client to the next level, you can begin to build questions that will provide this information. This should never make the client feel like an inquisition; rather it should allow information to be freely passed between both parties. Do it properly and the prospect will give you every piece of information that you need to present a solution that fits to them. Do it poorly and you become the used car salesperson desperate for the sale. By understanding engagement, you wield the power over the relationship.

Part 7 – Presenting to Prospects
Once prospects have been qualified, it is time to connect with them through your presentation. The presentation process in the sales cycle must be focused on education, motivation, and closing on the deal. The presentation can set the stage, from booking the presentation appointment through to closing the client and having them sign your agreement. A well-informed client is a client ready to buy, especially if they have been pre-qualified by you. This step will focus on what clients need in a presentation, how to best prepare yourself, key parts of the presentation to focus on, and how to lead the client towards agreement.

Part 8 – Overcoming Client Concerns and Objections
Most professionals hate when clients come up with objections. However, an objection provides you with the opportunity to affirm the clients decision to consider buying from you, and the opportunity to address and drive home the main selling features and benefits of what is being offered. In this session we will discuss why clients have concerns, what the typical concerns are, ways that clients bring up or don’t bring up concerns, the step by step process of addressing concerns, following up after a concern has been shared, and proactively heading off concerns before they gain momentum.

Part 9 – Sales Cycle Management
Every sales system has cycles that need to be managed so that each component is as profitable as possible. From market initiation right through to maturity of the cycle, there are indicators that professionals can watch and monopolize on if they know what to look for and how to manage it. In this session we will track the sales cycle process as it relates to markets, the sales funnel, maturity of various client types, and external market factors.

STEP 10 – Getting Clients to Sign Your Deals
Many professionals are great at filling their prospect list, presenting, and discussing objections, but they just can’t pull the trigger. The client leaves the office with a promise to ‘get back to you’ and you sit there wondering what the outcome will be and if they will take the space. Sales are based on leadership and leadership is the ability to have others want to follow your lead. If a client will meet with you, you can close them on part or all of a deal. In this session we will look at common mistakes at signing, how to listen to what clients are and aren’t saying, identifying closing ‘hints’ clients give you, and managing the process to successful completion.