Enhance your business pipeline management for businesses with airSlate SignNow

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I'm Steve bookbinder CEO of DM Training digital media training we're a sales training company and I need your help I have a problem I help salespeople make more sales and it's a great program but I call it pipeline management which is a terrible name for a program pipeline management that sounds like I don't know industrial plumbing course how to put pipes together or maybe it sounds like an admin course how to do data entry how to put stuff into your CRM into your sales pipeline it's not that let me tell you what it is you see to get more sales your sales come from your pipeline so if I could show you how to build the right pipeline and maintain it I can help you make more sales well what does that mean a lot of people shove a lot of crap into their pipeline and don't get sales like I want my sale talked of right pipeline yes they do if you do it right you see to get a sale today I need somebody last week telling me I'll get you a contract today and if I have that last week I might have that contract today and the good news is if that really happened I'd have a sale today problem is once that great contract actually comes in I no longer have somebody who's about to give me a contract I'm out of sales so pipeline management is about how to keep backfilling how to maintain that pipeline as you're selling and things are flowing through some of which are getting closer to close some of them are closing some of them are getting further from closed everything is always moving at all times how do I maintain that stage of people about to get me a contract well of course to do that I need to present proposals where I get a yes decision watch you and I give lots of people presentations lots of people get proposals ask for proposals most of the time you know what happens no decision not only not a yes decision just simply no decision the biggest decision is the decision to put off making a decision they'll decide in a few months whether or not they're gonna make a decision every so often it's a yes so if you and I are to maximize our time with the people more likely by and minimize our time and not be pushy with the people who are really not ready to make that yes decision we've got to be very good psychologically at reading their buying signals reading their body language interpreting what's going on helping them find the urgency and matching what we have with what's going on in their life so to do that we need empathy what is it empathy training time management drink well before we get to that stage of course we need great meetings now you know just simply having a meeting is great but it's not what I'm talking about if the customer shows up that's pretty good but it's not really good you know what really makes a meeting great when you're done the customer puts your name in their calendar see when you put their name in your calendar because you plan on following up and you think that's great that's crap they put your name in their calendar you just want you are now more likely gonna make some money and before you can even get to that stage of course you need first meetings with people so you need to maintain prospecting while selling you need to be able to read body language you need to be able ultimately to take your big goals and convert them into what does your pipelines supposed to look like so you can create the right prospecting plan and time management disciplines and strategies and tactics and habits and practices and I could show you how to do that but I need your help help me come up with the better name for pipeline management and I'll help you make more sense [Music]