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Sales Playbook Project
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Why this program was necessary in today’s world, who can use it, and how to use it
Don’t be a Salesy Weirdo: Sell like a human, not like a pest, and get customers to chase you
Sales and Marketing Alignment
Download: 30 Day Blitz Contact Strategy FULL Guide
30 Day Contact Strategy overview and long term plan
Set the stage for success: Making the program work for you
About Joe Girard, Your Sales Coach
Download: QUESTIONS Worksheet
Why questions are so important in sales, especially in preventing objections
SPIN Selling deep dive: Old school sales training for today's customer
Advanced questions for building insights that sell
Three part sales conversation: Simple sales call formula using questions and insights
Download: Asking the Best Sales Questions - Change Grow Achieve
Download: Three part sales conversation
Download: OFFER - FABRIC Worksheet
Pricing confidence, ROI, and our weird relationship with money and value
Why FABs has failed you and designing the “FABRIC” of your offer
Reality: Selling is about contrast, so show the change from current to future reality
Insights: Create a “ah-has” in your customers mind that makes them see the true value in you through the way you think about them
Connect to Emotions: Use the feelings wheel to move your customer from an undesired emotion to a desired emotion, especially when handling objections
Download: BRAND Why You Worksheet
Belief statements that will connect your customer to your vision, the 5 buying decisions, and why BRAND matters to your audience
How to sell the value of YOU
Have a strong “brand stance” on who you are and who you want to work with
The power of “targeted testimonials” showcasing segmented stories that actually resonate
Download: CUSTOMER Precall Planning Worksheet
Pre-call planning & the secret two words
The “5 Power Questions” to answer for each customer
5D - Example
Download: 10 Common Motivations
Download: EMAIL TEMPLATES
The five outreach channels and combinations for the win
Phone message templates
Email templates to fill-in-the-blanks
Video scripts (plus tips on how to shine on video easily)
Social media scripts and putting the "social" into social media
Text message scripts and getting creative
Loop selling: The no-pressure, sales conversation roadmap
Download: Conversation Roadmap Example - Selling Software Demo
EQUIPS framework for flow
Download: EQUIPS diagram
Story structure to reframe
RUBRIC for sales call review
Download: Sales-Call-Rubric
Download: Handling Objections and creating need
All your downloads in one place
Intro, Mindset, and Strategy
Why this program was necessary in today’s world, who can use it, and how to use it
Preview
Don’t be a Salesy Weirdo: Sell like a human, not like a pest, and get customers to chase you
Preview
Sales and Marketing Alignment
Download: 30 Day Blitz Contact Strategy FULL Guide
30 Day Contact Strategy overview and long term plan
Set the stage for success: Making the program work for you
About Joe Girard, Your Sales Coach
Preview
Asking the Best Questions
Download: QUESTIONS Worksheet
Why questions are so important in sales, especially in preventing objections
SPIN Selling deep dive: Old school sales training for today's customer
Advanced questions for building insights that sell
Three part sales conversation: Simple sales call formula using questions and insights
Download: Asking the Best Sales Questions - Change Grow Achieve
Download: Three part sales conversation
Recharge Your Offer
Download: OFFER - FABRIC Worksheet
Pricing confidence, ROI, and our weird relationship with money and value
Preview
Why FABs has failed you and designing the “FABRIC” of your offer
Reality: Selling is about contrast, so show the change from current to future reality
Insights: Create a “ah-has” in your customers mind that makes them see the true value in you through the way you think about them
Connect to Emotions: Use the feelings wheel to move your customer from an undesired emotion to a desired emotion, especially when handling objections
Define Your Brand
Download: BRAND Why You Worksheet
Belief statements that will connect your customer to your vision, the 5 buying decisions, and why BRAND matters to your audience
Preview
How to sell the value of YOU
Have a strong “brand stance” on who you are and who you want to work with
The power of “targeted testimonials” showcasing segmented stories that actually resonate
Achieve Customer Clarity
Download: CUSTOMER Precall Planning Worksheet
Pre-call planning & the secret two words
The “5 Power Questions” to answer for each customer
5D - Example
Download: 10 Common Motivations
Create Power Messaging
Download: EMAIL TEMPLATES
The five outreach channels and combinations for the win
Preview
Phone message templates
Email templates to fill-in-the-blanks
Video scripts (plus tips on how to shine on video easily)
Social media scripts and putting the "social" into social media
Text message scripts and getting creative
Owning the Sales Conversation
Loop selling: The no-pressure, sales conversation roadmap
Download: Conversation Roadmap Example - Selling Software Demo
EQUIPS framework for flow
Download: EQUIPS diagram
Story structure to reframe
RUBRIC for sales call review
Download: Sales-Call-Rubric
Download: Handling Objections and creating need
Resources For This Program
All your downloads in one place
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