Insights from the field of Selling
If you want new Business Now, your messaging must be client type focused and packed with credibility. Anything else is bug spray. Most prospecting messaging is self serving and unaligned with the center-of-plate issues of the prospect. So...turn that around - include why other clients make the conscious decision to work with you, the nature of the problems you're solving and the client type impact you're having. Anything else will be ignored! Here's Bill Walton sharing how to create your new business now messaging:
The 4 Steps to New Business Now is about just that... NOW. To win business early and often, you only have time to pursue high value prospects. You have no time to be with prospects that aren't poised to buy. Good News? We can put your list into "poised to buy" shape! Factors for segmentation (in addition to client type) are profitability, business model fit, referral potential and servicing. These are critical factors for new business now, especially if you make money from renewals. Here's Bill Walton sharing how to segment and prioritize for New Business Now:
The 4 Steps to New Business Now is just that; it's about NOW. To win business early and often, your approach needs to center on several distinct client types. Speed and success comes when EVERYTHING flows from a focus on a specific subindustry and the key stakeholders that drive those organizations. Why this approach? Because buyers buy comfort – comfort that you empathize with their issues, comfort that you know their space, comfort that you’ve been there before. They also don’t want to waste time educating salespeople. So the client-type approach will help you be more comfortable leading with insights and ideas over product attributes; sharing best practices and observations over testimonials and pricing. Your prospects are asking for this. Listen to Bill Walton to learn how to adopt your own Client-type Approach to New Business Now:
If you need new business now, join us LIVE! for an engaging event with Bill Walton this month!
Save the date! June 25th and June 26th - a workshop to move forward from the inertia of our pandemic. Business is open for business and sellers need to be ready - but with a different decorum!
You don't want to miss this live training event. Here's why..
The #1 reason prospects site for taking a meeting with a salesperson:
“I feel they know my business.”
In this training session you'll learn an approach that actual buyers recommend you take to engage them properly and efficiently. No fluff, no pitches, no salesy approaches - but good, business-based grounding for a discussion that you're prepared for. Spend 2 hours with me and you'll be able to:
I look forward to working with you!
May, 2020: Bill Walton Sales Training is preparing American business to go back to work. Our virtual training program The Four Steps For New Business NOW™ has been specifically designed for salespeople to help their prospects and clients manage their own reopening transition.
An Elevator Pitch
Once described as the words you’d use if it were just you and your ideal prospect on an elevator to the top floor, this messaging element does a little more than a tagline. At BWST, we’ve adopted an elevator pitch construct called the I/Why/You pitch.
I/Why/You pitches have three components.
I: who I am and the firm I represent
Why: detail on what I do and why other clients choose to work with me
You: why you, the prospect, might be interested (based on your research)
Complimentary Messaging Help
In support of sales organizations looking to be poised and ready for our country's reopening, Bill Walton Sales Training is offering a set of complimentary tools for prospecting. Areas will include message support, email structure and contact management tips. First Series: free taglines.
Video #3: Sales Leader as Pivot Point - If salespeople ever needed their manager it's now. In this video we chronicle four competencies of crisis-hardened sales managers:
Video with Bill Walton - Making the Shift to Virtual Learning for Sales: Most companies have invested in great content suited to their sales process and their people. But classroom learning is not a 1:1 transference when going virtual. Listen to Bill Walton as he talks about his firm's process for creating and delivering engaging virtual learning experiences for sales with the "Define, Train and Sustain" approach.
Video #1: Selling During Times of Crisis: Watch my video as I describe the mindset and tactics for selling during times of crisis. I'll speak to a need for high empathy, the need to go deep in your business acumen, and the need to reach out to your centers of influence with a "giving hand" mindset. Send me your feedback at email@example.com.
Bill Walton Sales Training has over 60 years of collective Fortune 500 company experience in Sales, Sales Training and Field Sales Management. Our specialty is preparing individuals and organizations to present their value propositions in a way that results in higher close ratios. Our team are un-blurring the lines of differentiation between their client's fiercest competitors.