Close more sales for Sport organisations

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Let me ask you some questions. Do some months you find that the sales and the leads and the opportunities just roll in, but then other months, they're nowhere to be found? Or how about prospects that seem enthusiastic at first. But then after you present, they ghost, they're completely disappeared? How about the people that ask you for a proposal and then they tell you, they're going to get back, but then you never hear from them again? Or Lastly, do you ever deal with those prospects that say they want all the value, but then they push back on price? If you're dealing with any of these issues that I've just mentioned, it means that the real problem is that you're likely stuck in the old approach to selling, and you really haven't applied the new model that gives you so much more control over each sales opportunity. So let me just show you what that old approach actually looks like, and then we're going to talk about exactly how you can use the new approach to ultimately crush your sales goals. So let's look at the Old Approach. Now, the Old Approach may seem pretty familiar, and it consists of a couple of key steps. And so we're going to fill this in over here and walk through what that approach actually looks like. It starts over here with haphazard prospecting. So maybe you relate to this idea where you have maybe or, I just will say a generic salesperson is trying to get leads from a range of different places. And so maybe they're making some cold calls today. They're sending some emails, they're going on LinkedIn, but there's no cohesive process holding it all together. And so what we see over here is that there are so many haphazard lead-generation processes and ultimately that's what's often leading to that pretty inconsistent lead-generation funnel, where you're looking at your calendar and maybe this week, you're busy, but the next week, it's not busy. And so we see this roller coaster of lead generation simply because there's a haphazard prospecting process that isn't really following an entire approach. And so then when we continue with the Old Approach, and we look at from haphazard prospecting, then the next step that most people have is when someone actually eventually puts their hand up, and is maybe interested in talking or connecting, most salespeople do one of two things. And so we're actually going to look at two pieces. One is that they pitch. I'll use an exclamation point, is they go right into the pitch, right and they talk about all the reasons why someone should do business with them, right? Maybe you've been in this situation, do you use a PowerPoint slide deck at the beginning of your sales conversations? And is that PowerPoint slide deck, probably the first couple of slides talking about you and your company? If you're doing any of that, then you're pitching. The other approach that actually is just as problematic is the probe approach. The what's keeping you up at night approach. And so we actually have to drop that as well. And so we see salespeople that are typically following into one or two buckets. One is that they're going straight into the pitch. The other is that they're starting with the probe approach. Do your cold emails or your phone calls sound something like I'd love to learn more about your business. So that way we can talk about how we can help you? Think about if you're a high level prospect, and someone says I'd love to learn more about your business, so that way, we can talk about how we can support you. It's like, who wants to educate a salesperson on their business? Now, that doesn't mean that you shouldn't be asking questions in the sales process. You absolutely should and we're going to talk about that. But you shouldn't be starting off the conversation with the probe approach, there needs to be some value upfront. And we'll talk about what that looks like. Next is that salespeople tend to go immediately from pitch or probe right into Present. And again, this is a pretty typical and traditional process right there just going right into all of the reasons that someone should do business. And then they're going into the typical presentation, the features and benefits, you know, in fact, we'll just kind of add a little asterisk here, which is features and benefits. And the reality is that your prospects don't care about your offering, what they care about the solutions to their challenges. So this is obviously a key issue that we see here. And then we see salespeople go into the objections phase, where the prospect inevitably has some objections to what the salesperson has shared. And so now they're in this arm wrestling match where there's this back and forth. And ultimately, the objections are pretty problematic for most salespeople. We're going to talk about how you not only deal with this, but actually avoid it in the first place. And then of course, we come to the Close. And it's really a Hard Close. So this is where most salespeople in the process go into that really hard close. And they're trying to get the prospect to make the decision on the spot. But the problem is not that there's a close, but that the close is going to feel strange to the prospect because they haven't really understood that the salesperson can actually solve their challenges. So they're not inevitably they're not ready to make that decision. And so then this is the phase where after the Close, we typically get what we call 'TIO' right? Think it over. The prospect will say, "Hey, this was great. You did such a good job. I need to think about it." And so say, you know, can you get back to me, and then the salesperson says, of course. And so then we see a lot of people go into the 'Follow Up' mode. And so follow up is because inevitably, the sale doesn't actually close, then they have to go into follow up and now there's chasing. And then we see again, in the old model, is that it tends to go right back into here. And then this process tends to kind of repeat itself over and over and over again. And, of course, Einstein's definition of insanity is doing the same thing over and over again and expecting a different result. So this is really the Old Approach to selling. And chances are you may find this pretty familiar. And so we're going to talk about how you avoid this whole process. So my name is Mark Wayshak. And I'm the founder of the Sales Insights Lab. And what I'm going to teach you is the exact process that I've used to build my business. And more importantly, I've used to help thousands of clients ultimately implement these ideas to blow up their sales. In this training, I'm going to show you the seven keys that must happen in your selling if you want to consistently generate new opportunities, and close more sales and do that all at higher prices. Check it out. Now, we're going to move over to the blue side of the board, which is the solutions, the good stuff. And so we're going to talk through the seven steps to help you ultimately close more sales. And so it all starts with number one right here, which is that you need to have a 'Process' and so what we see out in the real world is that most sales people are winning the sales process. Do you know exactly what you're going to say every time you're in front of a prospect? If a prospect says, "Why should I do business with you?" What's your immediate response? Do you have that process laid out? Do you know the questions that you're going to be asking? Do you know how you're going to be sharing value with your prospects? Do you know how you're going to present in a way that's going to engage them? If you said no to any of those questions, then chances are you don't have a sales process. And don't feel bad because most salespeople are winning most sales. Just think about it. When you became a salesperson, maybe you're new maybe you've been around for many years, when you first started selling, what was the process in order to get you up and running? Chances are, it consisted of you shadowing some of the top reps, it consisted of you going around and listening to calls or maybe it just started with you getting a list of leads, and just started to call them. Maybe you got some minimal scripting, but chances are you didn't actually get a proper process to follow in order to hit your sales. And so what we really are lacking most of the time is that actual process that can really get us up and running. And just think about in any other profession, you would have received significant training, right? Think about CPAs, attorneys, doctors, nurses, right? Any other professional is going to have received a lot of training. And yet salespeople who can in many cases make far more than the professions that I just mentioned, ultimately very rarely get real training. And so we need to follow that process, and we need to have that. So I'm going to just give you a couple of ideas around Process because it is important to recognize that you need to have a process in place. So I'm going to be looking up here. And again, just giving some minimal insights. But just to give you something to start thinking about. It starts with, you've got to present insight to the prospect, you've got to demonstrate that there's some real insight that you have to offer in your prospects world. And so you can't just kind of show up as we're going to talk about and just say, Hey, how can I help you, right? It's got to be something that is prepared and is ready to go. And then when we go from there, then we need to ultimately, which I'm going to talk about in more depth, we're going to disqualify prospects. And so we're actually going to have a process for making sure that they're really a fit and at the same time demonstrating value. And then we're going to solve there are challenges. And so we can't just be presenting, but we actually have to be solving. And so this is the process. And we're ultimately holding these all together with clear next steps. So this is the process that we use in Sales Insights Lab. And what we find is that salespeople can use this to cut out so many years of pain. You may be the kind of person who's looking to accelerate your sales success. Well, if you don't have a process in place, it's never going to happen. And I just say that coming from a place of so much experience watching so many salespeople, just banging their head against the wall, trying to get leads trying to close more sales, but because they don't have that process in the first place, they're already in trouble. So you've got to have that process in place to follow over and over again. And so it's just rinse, wash and repeat. That's what a good sales process looks like. The next key here, we're going to move through this pretty quickly but and we're going to be touching on some of the ideas that I just shared. But the next key is that you've got to drop the pitch. So I'll just say, 'No pitch.' And I'm going to use an exclamation point again, because it's so key, we've got to drop the pitch. So many salespeople are walking into a prospects office, or they're starting on a phone call or an a zoom meeting, and they're immediately going into the pitch, and we can't be pitching our prospects, because your prospects don't want the pitch, right? The data, we conduct so much research and all of the data is so strong on the fact that prospects as soon as they feel like they're getting a pitch, the wall goes up. Or just imagine that you're a prospect and I'm a salesperson. And I say something like, "Hey, George. Let me tell you the top five reasons that I think you should be doing business with us." Immediately you're like, Whoa, whoa, whoa, I'm not there yet, right? I don't even know you, I don't know what we're talking about. And so when we go straight into that hard pitch, prospects immediately get guarded. And because so many of your competitors out there are really doing that hard pitch, you need to drop it at all costs. Because that is truly destructive to a salespersons progress through the entire sales process. As soon as the prospect feels like they're being pitched, they immediately go into, whoa, whoa, whoa. And again, another example would be imagine if you were going into a furniture search, furniture store, and you walk into the store and you know that you're buying a couch, right? You need to buy a couch that day. And one of the salesperson comes up to you and says, "Hey, how can I help you today?" Immediately, your response is going to be, what? I'm just looking, right? You're saying That even though it is not true, you're saying that because you know that you're about to get into a hard closing sales kind of a situation. And so you want to avoid that. And so you just say, "Look, I'm just looking." And if you're making cold calls, or you're making prospect calls to people and they're immediately just trying to get off the phone with you, it's probably because they're sensing that pitch. So we've got to drop that pitch. Now, going into the next is we also have to drop the 'Probe' So the you know, what we like to refer to as what keeps you up at night. So the 'What Keeps You Up At Night Approach', right? And so we need to get rid of the what keeps you up at night approach as well. Now, obviously, you may be saying, "Well, Mark. You just told me that we need to stop pitching." And so the what keeps you up at night is kind of the opposite of pitching. And so we see salespeople doing one of these two things typically. They're either pitching or they're using the what keeps you up at night approach. And so how can both things that are completely opposite both be the wrong way to start a conversation? Well, the reality is, is that your buyers, particularly higher level buyers, don't want to be educating salespeople on their business, particularly early on in the conversation. If you were to call on a prospect and you were to say, look, I'd love to learn more about your business and find out how we can help you. The prospect is thinking, Why the hell would I want to get on the phone with you so that way you can learn more about my business, and then tell me how you can help me? It's like literally the weakest, most just the absolute worst way to try to engage a prospect in a conversation because your prospects are always asking one question and one question only. And I'll write it out because it's so powerful. I'll put it right here. And that question is W-I-I-F-M. And I'll put a question mark here. Do you know what WIIFM stands for? WIIFM stands for what's in it for me? Your prospects are always asking what's in it for me? And if they can't clearly answer that question, when they're talking to you particularly early on, then they're not going to want to engage in that conversation. And they're going to want to exit that conversation as quickly as possible. So you need to have an answer to the WIIFM question. And you can't answer that by asking people what's keeping you up at night? Or what's your biggest challenge right now? You need to go in armed with that insight. So where you talked about insight here. You need to be armed with some insight that you can then use to engage your prospects in a conversation. Where they say, oh, okay, this person understands my world, I'm willing to have a real conversation. Now, that doesn't mean you're here to educate them, or give them tons of free consulting. No. But instead, you need to have enough insight you need to demonstrate enough upfront that gets them to say, Okay, yeah. I'll hop on a call, or yeah, okay. You seem to know what you're talking about. Let me tell you about my situation. And so now they're just divulging those qualifying pieces. That's exactly where you want to be in order to truly be able to engage prospects in that conversation. But again, it has to avoid the what keeps you up at night piece, 'cause that's really destructive to the sales process. The next step is that you need to ultimately number four, you need to, and this is going to sound counterintuitive to those that are new to my world, but you need to disqualify prospects. So you've probably been taught that you should be persuading prospects. Or maybe if you've gotten some better training, you've been taught that you need to qualify prospects. But I would argue that you certainly don't need to persuade. And you don't even need to qualify, what you really need to be doing is disqualifying your prospects. And so let's unpack that a little bit. First of all, persuasion. Persuasion is one of the most common words that we hear in sales. If you go on to Amazon right now, and you look for books on the topic of persuasion, there were hundreds of thousands of books on persuasion. And the reality though, is that your prospects don't want to be persuaded to do business with you. There are people that need what you have, and there are people that want what you have. And then there are people that don't need one what you have. And so persuasion, unfortunately, is trying to sell what you have to all of those groups, what we want to do is actually determine who are the people that don't need or want what you have, and get them the hell out of your world as quickly as possible, that's disqualification. And so that way, what you're left with are the people that either need what you have, or they want what you have. And so then those people now you can get into a deeper conversation and build more value in the process. So that way, the people that may need what you have, now are recognizing that, okay, I not only need this, but I'm willing to make that investment. Because just because someone has challenges, and just because someone has need for what you offer doesn't mean they're going to buy, right? They could go and buy from someone else. They could determine that they don't have the budget, they could say, you know what, this just isn't a high priority of an issue for me that I'm just going to hold off, I'm going to wait six months. So you need to actually disqualify your prospects to ultimately get them to understand that they need what you offer, and that they're willing to make that decision while you're there, as opposed to in six months from now. So disqualification is key, and it comes down to having a specific set of questions, that again, you're going to be able to ask over and over and over again, of the same or different prospects to ultimately determine a; whether they're a fit in the first place, and if they're not move on, and if they are a fit to help them recognize the value in really engaging with you and ultimately buying from you. Because if they don't see the value, then ultimately they're not going to do business with you. And so when you hear things like, I remember, we talked about think it overs, when we hear things like think it over, you know, I need to think about this. What are they really saying to you? When they say I need to think it over or you know what the timings just not right, can you get back to me in a couple of weeks or a couple of months, what they're really saying is, I'm not seeing the value. I'm not seeing the value in what it is that you offer. And so you know, I'm not ready to make a decision right now. And so then they move on, and then they're done. So we need to have a process that allows them to really see that value. That's the key. Now moving forward, once you've demonstrated through that disqualification process, that the prospect is really a fit and that your offering is the right offering, now is where we would typically think to go into the presentation, right? This is where we would ultimately start to think to present. Now a lot has gone before presenting. But what I would challenge you is don't present, solve. Most salespeople think about presenting features and benefits and talking about the benefits of doing business with them, and all the cool features that they get when they buy, but you don't want to present, you want to solve their problems, you want to demonstrate that you can ultimately solve your prospects problems. And so, presentation is really the shortest phase of the sales process. Because it basically comes down to being able to, in a pretty short period of time demonstrate enough that you can solve their problems, to get them to say, Yeah, let's do business, right? But most of the work has ultimately been done up here in the disqualification. So once you're into solve, it should ultimately be almost like a formality. And so this is where you're going to be using case studies and examples of how you've helped other people to really demonstrate that you can solve and no more than that. And then now we're going into closing the sale. It's really simple. If you've been really strong and disqualification, all you have to then do is keep a very short quote presentation, where you simply demonstrate that you can solve the problem through case studies, and then move on. That's it. It's that simple. Now, let's go on to number six, which is ultimately, you want to know your prospecting blueprint. You need to know your prospecting blueprint. And so a prospecting blueprint is simply a plan for generating more opportunities. Now, we talked about how most salespeople are doing haphazard prospecting and what we need to do is break that It's not haphazard, but it's a systematic process to generating the right opportunities and putting them into your funnel. And so, so many sales problems go away when you have a good prospect and blueprint. Because so often I hear issues from salespeople, they're like, you know, I went through the process, and it seemed like it was good. And then the person just had no budget whatsoever, and there were really two things that can be going on there. One is that the salesperson wasn't strong in the process. But let's just pretend that they were strong in the process. If you're getting in front of the wrong people, then it doesn't really matter how good your processes is because they're not going to buy, right? If someone has no money, if they are dead broke, then it doesn't matter how much pain or challenges you can get out of them. They're not going to buy because they've got no money. So you need to have your prospecting blueprint in place, such that you are generating exactly the leads that you need. This is one of the key things that separates top performers from everyone else is that top performers have that blueprint. And so let's think it through a more traditional old school prospecting approach. It would consist of some calls, maybe some emails, some LinkedIn outreach, right? And it's really haphazard and they're making a certain number of dials a day, and maybe they're leaving voicemails or maybe they're not. What I would challenge you to think about is following the blueprint and really having that all mapped out. Exactly when are you making your calls? When are you sending your emails? When is this all coming together? And when are you making your LinkedIn requests and maybe sending out a package and whatever it is, and mapping it out. And so your prospecting blueprint should ultimately be about 20 touches. You should have about 20 touches in your prospecting blueprint, because that is what's ultimately going to get through the data shows us that a prospect usually needs about 18 or so touches. outreaches before they're likely to engage with a salesperson. So you need to have your prospecting blueprint, which is covering all of those bases. And so it's making different touches. And it's not just 20 different dials trying 20 different times. No. It's touching them in different ways using different tools, different mediums, ultimately bringing it all together so that way your prospect by the time you actually get them on the phone, they know who you are, and they recognize that there's some value so throughout the process of that prospecting blueprint, you should be creating some value should be demonstrating that you know their world that you know what's going on, you should be personalizing those outreaches. There's a lot here, but even just recognizing that you should have a mapped out prospecting blueprint is going to make a huge impact on you ultimately generating enough leads in order to hit your sales goals. And that brings us to number seven. And number seven is really one of the most important yet under appreciated, which is that you ultimately need to have, like all top performers, you need to have mentorship and coaching. The top salespeople are always sharpening their saw. They're always improving the quality of their craft. And so for someone like yourself, who maybe has gone through this video and thought, okay, yeah. This all makes sense. You need to have a way to put it all together. To ultimately invest in mentorship and learn a proven process. Because I will tell you, there is no point in reinventing the wheel for your sales. You should ultimately have a process, identify what process you're going to follow, invest in learning that process and then go Step on the gas and make it happen. Because if you're trying to figure this out on your own, and you're building a car with different parts, and you've got a Chevy part and you've got a Honda part, and then you've got a Mercedes Bumper, right? It doesn't come together. So it's so worth it to do just like I did early on in my selling career, which is invest in that mentorship, and learn that process and never look back. Because the goal is ultimately to try to cut out a lot of years of pain trying to figure this out the hard way. Don't reinvent the wheel. Use a process, invest in it, learn it, and sharpen that saw. And then never turn back and keep using that process over and over and over again. Now, I'm going to switch out of this whiteboard screen. And I'm going to walk you through my Sales Insights Lab accelerator. And I'm going to tell you about the program, this mentorship program, and if it makes sense, I'll walk you Through the actual application process. The lab accelerator program is a coaching accountability and mentorship program focused on helping you not only hit your sales goals, but actually crush through them. As a member of this program, you're going to get all of the behind the scenes strategies to get exactly where you need to go. There will be direct pressure from me and my coaches as well as the peer to peer pressure to below pastor goals. So who is this program for? It is perfect for people who want to generate more high quality sales opportunities in a predictable way. It is for people who know that they can not only close more sales, but actually do it at higher prices. And it's for people who recognize that they can and should be making so much more money. So right now, I'm looking for just a few of my dream clients who are committed to getting there. Where I can help them get massive results. So that's why for a limited time, I'd like to work with you in a sales strategy session if you meet this criteria. Now, I work with clients that have these three traits. One, they believe in investing in themselves to get the ultimate shortcut to achieving their goals. Two, is that they're willing to do the work and they don't buy into some silly done for you type thing. And three is that they will do whatever it takes to change their current reality to achieve their real dreams in life. So if this is you, here's how the process works. On this strategy session, we're going to be thinking through a few key areas. First, how are you generating your sales opportunities? And are they coming in a predictable way? Next is how are you converting leads into sales? And is there a thoughtful process to actually maximize every opportunity? And then what are you doing on a day to day basis to move the sales needle just a little bit to ensure that you ultimately crush through your sales goals? You must be willing to have some skin in the game and be willing to invest some money to achieve your results. Because working with me and my team is not cheap, but most accelerator members make back their investment in just the first few sales. So who is this not for? It's not for people who are on the fence about being in sales. You must be totally committed to mastering sales. It's not for people who like to make excuses and complain about why things aren't working. And it's not for people who want their handheld every step of the way and they're going to resist that change. And it's not for people who aren't serious about growing their sales in a major way. If you're comfortable where you are, and don't really care to change your situation then this isn't for you. You must be hungry, knowing that we're a good fit is crucial. And that means that if I'm going to invest my energy and my team's energy in your success, then I'm going to need to believe that it's a strong fit. So if we don't think it's a good fit, then we'll be sure to let you know in the strategy session. We must be selective because the power of this group is what either lifts everyone up, or can pull people down. And if we don't think it's a good fit, we'll gladly recommend some alternatives. We only want win wins here. So the first step is to complete the application for the strategy session below. In this application is necessary to determine, one, that I can help you and that we're the best people to actually help you. And two, that you're willing and ready to step up to commit to get the results. So once you've completed the application, we'll schedule the call. And at the end of the call, there'll be one or two outcomes, either it's not a fit, and we can part as friends. Or it is a fit, and we'll extend an invitation for you to join the Lab accelerator. Either way, you will get an insanely valuable strategy session, and you'll walk away with a newfound clarity on how to get to that next step. So it will likely be the Most Valuable 45 minutes that you spend on sales this entire year. Now, our schedule is very limited. So this is a rare opportunity. And we only have room for a few clients and we give priority to those who take action. So if this is you then go ahead and apply to Lab Accelerator by clicking the link. Again, this opportunity may only exist for a short period of time. So if you're serious about getting results then apply right now, click that link to get started.