13 – TOP SALES PROS BUILD COMMUNITIES OF PROSPECTS

Social Media (Twitter, Facebook, LinkedIn, YouTube)

On-line discussion forums

Teleseminars and webinars

In-person get-togethers

14 – TOP SALES PROS AUTOMATE

This chapter talks about a concept I have never tried but have been tempted to. He suggests hiring an appointment setter whose job is to find and qualify leads for you. I have a client who does this very successfully. If you decide to do this, be very specific with your scripts and role-play several times before sending the appointment setter off on his/her own.

Frank references a real estate agent (residential) who has others running open houses, show up for showings, and leaves him to close only the serious buyer. I do this as well. I know most of you are saying, “This won’t work for me”; I have proven it does. Outsource as many tasks in the selling process as possible. (outline my system).

This is the chapter Frank suggests the flyer distribution service – simply brilliant for anyone doing landlord rep work.

Automate through the use of a CRM software product. CRM stands for Client Relationship Management System (IE: Infusionsoft – the one I use)

The point is find system for generating leads, automate it, measure results, and tweak.

Top sales pros automate.

15 – TOP SALES PROS BUILD AND USE SYSTEMS

Why re-invent the wheel each and every time? Do something once, create a system (checklist) for it, formally document and you’re good to go.

16 – TOP SALES PROS DON’T USE CLOSES

Top sales pros are so effective at delivering value, as well as the right solutions, to prospects that they never have to sell. People just buy from them.

Close are just needed by people who don’t deliver value (and solutions)

Example: W Clement Stone was masterful at this! Just read any of his books and you’ll see why.

17 – TOP SALES PROS CUSTOMER’S ARE IN AN EXCLUSIVE CLUB

Creating a communities, including online discussion forums, regular teleseminars, and in-person get-togethers where prospects and clients alike can mingle, share ideas, and learn how to better use your products and services for the most benefit. In addition, have a special group for just clients only.

This helps generate referrals.

Have a breakfast, luncheon, cocktail hour, sporting event or anything that gets you and your clients together. You can have seminars or webinars and provide valuable information.

Create an exclusive club where entry is becoming or remaining a client.

CHAPTER 18 – NOW IT’S YOUR TURN TO BECOME A TOP SALES PRO

The most important thing you must do is IMPLEMENT. Top Sales Pros IMPLEMENT.

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