2024 ISA Notes Download

1. Call Quality: The single most important selling skill you can have

• Learn how to finish the sentence that starts, “The purpose of my call is…” with a powerful and valuable statement comes from pre-call research;
• What you are looking for:
  • Business needs;
  • Growth plans;
  • General selling philosophy;
  • Trends that vertical market is experiencing;
• Another thought is to Google, “marketing mistakes [vertical] make.” There are hundreds of thousands of entries giving you some insight as to what the issues are and helping you to formulate your best possible sales call;

2. Do one thing first thing

• When you arrive at the office in the morning, you likely spend time getting organized, checking e-mail, and creating a plan for the day. There are many things wrong with this habit, but this sales tip is about increasing your productivity;
• Before you leave the office the day before, assign yourself one task to do first thing the next morning;
• Doing this one thing first thing means you will have achieved one goal even before your day starts;

3. Three ways to differentiate yourself and your company

• Call quality and overall salesmanship
• Diligence—Call twice
• Industry knowledge (SME level)

4. How to crush that sales appointment

• Congratulations on gaining access to a decision maker. Now what?
• Double down on your research:
  • Learn about the person/people you are meeting with
  • Study the vertical
  • Study the company
• Plan the agenda for the meeting
• Ask if there’s anything the client wants to cover
• Start by confirming the amount of time you have
• Run the meeting with a mixture of talking, listening, and asking questions
• Do not leave the room without a plan and a promise

5. How to sell with a confidence that borderlines cockiness

• A good vendor is as important as a good customer
• Be anecdotal
• Hold the bar up to eye level: “You want me on that wall. You need me on that wall.”

6. A wicked easy prospecting process

• It’s called the Taco Bell approach
• Do the client’s thinking for them
• Create 3 price points, each with different products
• Create a flyer or stick it on an e-mail and then follow up

7. An incredibly stupid idea to keep from getting ghosted

• Before you get off the phone; Before you leave the meeting, get all the information and ask all the questions you will ask later when you are ghosted;
• The pinky swear

8. Sell more in less time: 5 Steps for improved productivity

1.  Step one—Establish your sales silos
2. Step two—Create activity goals for the next seven days
3. Step three—Look over the week and create an activities draft
4. Step four—Plan tomorrow
5. Step five—Engage the plan

9. How to engage LinkedIn as a lead-generator

• Curate your profile (SalesVault.pro/Partners and look for “Free Workshop”)
• Create quality content and post consistently
• Connect. Connect. Connect.
• Tip: No URL’s in the body (Comments only)

10. Reach these four goals and lock customers in forever

• Amazon-level communications—They do such a great job of letting you know where your job is, when it’s coming, and that it’s been delivered.
• Your grandfather’s Craftsman-level quality—For those of you who don’t remember Sears in its heyday, Craftsman was the gold standard of quality for tools and power equipment. It was so good, they had a lifetime guarantee.
• Apple-level unexpected service. I had underlined the word, “Unexpected” to remind myself to go that extra mile. Continue to bring new ideas.
• And finally, your best friend-level count-on-it reliability. That one is self- explanatory, I think.