Enhance Fundraising Efforts with Sales Pipeline Analysis for non-profit organizations

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okay you ready to cringe a little bit you ready well uh have that feeling in your stomach I'm about to tell you about something that oh man causes us so much pain as sales professionals this is one of those things that like you wake up in the middle of the night in a cold sweat you have nightmares about you can't sleep because of this here's the other problem your manager is just as stressed out about this your leadership's just as stressed out about this your owners your investors anyone involved in your organization this is stressful for them too what am I talking about I'm talking about deals that are stuck in your pipeline a lot of the times these are the deals that you're the most excited about too I'm gonna make president's club I'm gonna make my quarter I'm gonna buy a new house and an SUV when this deal comes in and then it just literally gets glued to one point in your pipeline and it can't seem to move no matter what don't worry I got you I'm going to show you how to unstick these deals that are stuck in your pipeline right now by the way hi hello if we haven't met before my name is Matt Easton I'm the founder of Eastern University it's the most effective sales training in the world before I give you some skills some really simple skills to unstick these stuck deals in the pipeline I just want to make sure that mindset wise we're kind of all on a Level Playing Field all right we're not going to talk about being NSO today but I just want to make you aware of it the elite the top performers the best of the best the people that I coach are all n s o Next Step obsessed again we're not talking about that today I'm going to give you some tools to unstick these deals but I want you to realize you need to be NSO any phone conversation you have any text message even email meeting demo presentation maybe you're just golfing with a prospect whatever it is I don't care if you want to take your career to the next level you have to be NSO so I want to make sure that you're always always always always always always did I stress that enough Always setting a next step with that prospect that is a major differentiation between Elite professionals the people that I coach and Amateur hour Amateur hour you're going to allow yourself to get off the phone without with somebody without a very clear next step now a lot of you are frustrated you're like well I tried but I asked them you know when we could get it in front of the board and they said they didn't know and so on my uh on my pipeline call with my manager I just said you know next steps they're supposed to get it in front of the board that's not enough if you say hey when can we get this in front of the board and they're not sure you need to take the initiative and be next step obsessed no problem makes perfect sense to me I'll follow up with you on the 14th at 4 30 if I haven't heard from you before then around the time that we can get this in front of the board take control be next step obsessed I promise you you're probably not doing this right now even if you think you're doing this you're not doing this on every single email phone call text conversation every time at the driving range or when you're out having tacos and margaritas with your client be next step obsessed okay you're going to find a lot less deals are getting stuck that being said they still get stuck from time to time all right but not as bad as a lot of us haven't gone a lot of us have had deals sitting in our pipeline for like three years or at least three quarters we've all got this huge bubble of deals that we're like oh man this is embarrassing every time I have my call with leadership they ask me about this deal and I keep promising it and it never comes in all right so let me talk to you about how to either close these deals or Advance these deals Advance meaning there's certain steps that you still have to have them to take right you've got to present to the board you need legal to look at the contract you need uh to schedule a demo whatever it is you're either going to advance to those next steps or you're going to close because let's be honest having a bunch of deals stuck in our pipelines I know you don't want to hear this but I I'm Matt Easton I I talk real to you I speak facts in most cases even when you don't want to admit it having such a huge amount of deals stuck in your pipeline is worse worse than having no deals in your pipeline at least if your pipeline is completely empty you know what you have to do to go make money you know what you have to do to keep your job and unfortunately I see so many great people be let go lose their jobs or Worse quit out of frustration because they have this bubble of deals that they can never get across the goal line all right so here's the language that I want you to use with these deals and I want you to call them today whatever it is that that's next step is let's use two examples the next step is signing the contract right it's a close they're going to sign the contract or we'll use that other example of getting the presentation in front of the board okay now what I want you to do instead of your unskillful Amateur hour hey I'm just calling to see if we can get the contract signed I'm just checking in I'm just following up uh to see if we can get this in perhaps maybe in front of the board because my call with my boss is on Friday and I told them three times that this was gonna go all right that's Amateur hour here's what I want you to say check this out let's say the next step is sign the contract I want you to reach out to this Prospect I want you to call them and I want you to say these exact words let's say their name is Rebecca Rebecca does it make sense for you to sign the contract hey Rebecca it's Matt Easton Eastern University does it make sense for you to get that contract signed today does it make sense to sign the contract does it make sense to get the contract back to me today check this out okay if I ask Rebecca if it makes sense to sign the contract or in the other scenario hey Rebecca Matt Easton Easton University I'm calling to see if it makes sense to get the presentation in front of the board if I ask you if something makes sense I'm not asking you to do anything I'm not being pushy I'm not being manipulative but at the same time I'm not being passive like I'm just following up I'm just checking in I'm making a statement that requires them to do something so if I say Rebecca doesn't make sense to sign and return the contract back to me today Rebecca can say yes congratulations Rebecca you made a great decision look forward to getting it when will I have that I should have it by lunch perfect I'll follow up with you at 2 30 p.m if I haven't seen it come through my email before then fair enough right I'm moving it forward or what's so great about does it make sense to blank if we're Rebecca says no hey Rebecca doesn't make sense to get this in front of the board this week well no I'm not sure got it got it what's a good Next Step then and I'm not saying anything now Rebecca has to tell me what the next step is well Doc it's full this week the next time that they're going to meet is three weeks from today I will make sure that I have it on that docket Rebecca perfect I love the plan when will you have when will you have made sure that's on the docket well I'll have that done by the end of this week's meeting perfect what day is this week's meeting it's Tuesday awesome I'm going to call you Wednesday morning by 10 a.m if I haven't heard from you before then just to confirm that we're on the docket for the next board meeting fair enough yeah yeah that's perfect actually you know what Matt could you call me the day before in the morning just to remind me so I make sure that I bring it up with the board in that meeting awesome plan Rebecca I will call you at 8 A.M the day before also leave it on your voicemail I'll send you an email just to remind you to make sure that we get it on the docket does that match what you need yeah yeah that's perfect Rebecca did I miss anything is there anything else you need for me at this point no I think we're ready to go we're going to get on the docket Matt I'm sorry for giving you the run around when you ask somebody if something makes sense it puts you in a whole new place in their mind because you're not being pushy you're not being manipulative and when I ask you does something make sense I'm asking you a timing question so by you telling me no you're essentially saying not right now which tease me up perfectly to go what's a good Next Step then and then you tell me the next step and now instantaneously I have a set in stone next step and the next time I'm on my pipeline call with my leadership team I can have a much more skillful much more intelligent much more professional conversation with them telling them a hey I asked Rebecca if it made sense to sign the agreement she got it signed a return back to me guys deals closed or B hey Rebecca needs to get this in front of the board I asked her if it made sense to get in front of the board on this week's board meeting she said that docket was full we're going to get it for the docket in three weeks I'm calling her the day before just to remind her to get it on the docket that's going to be on Monday I'll remind her and I'm also going to follow back up with her on Tuesday after that meeting to make sure that we're on the docket right these are the types of skillful conversations that you want to have with your leadership but forget leadership these are the conversations that I want you to have with your prospects it's not a fun and happy way to live constantly calling Rebecca just wondering where we're at with this deal um perhaps if you know you're not too busy I'd really like to get my bonus this quarter no that's no way to live so I want you to go back re-watch this video I want you to reach out to everyone in your pipeline you're gonna find most of those deals that are stuck you're either going to get a close or you're going to secure in advance you're going to set that very very Crystal Clear next step and most importantly you're going to do it in a way where you're not pushy manipulative or desperate nobody wants to work with somebody that's desperate again my name is Matt Easton I am the founder of Eastern University there's a link below to check us out we've got on demand training for you you can earn your certified Master sale sales consultant certificate we can do live I will do live coaching sessions with your team video coaching sessions every single month if you bring your team on board check us out I'll be able to coach you and your team in a way that is simple and easy in a way that you understand and most importantly in a way where you can close more business in less time with less effort and have a lot more fun doing it my name is Matt Easton and I love it if you check this out the world of sales has completely changed today's customer has access to more information today's customer has more choices the business world needs you Studies have shown that 84 percent of sales people fail to achieve their goals the old sales training well just doesn't work today I'd like to teach you how to take this stress out of selling in a way that's meaningful to you and your customers and get you seven times more business I'll show you how the perfect sales process works I'm going to walk you through everything from prospecting to closing the deal I'm going to show you how to determine your prospects wants and their needs so you can build value in your Solutions you will learn how to handle any objection or complaint I'm going to show you how to connect with your customer so it's easy for them to buy from you I've taught the best companies in the world and thousands of people just like you how to hit their targets selling is complicated I'll simplify it for you there's more competition than ever before I'm going to show you how to be number one all of a sudden your career is going to make perfect sense even if you've never worked in sales or the corporate world before and for the advanced sales professionals I'm going to show you how to take things to the next level Easton University is a new simple step-by-step process that's effective in any industry large or small you are about to become a certified Master sales consultant I'm Matt Easton and this his Easton University [Music]