| Pre-Approach | Approach | Meeting Agenda | B2B Takeaways | Referrals |
|---|---|---|---|---|
|
What are the three primary ways that businesses use tickets?
1. Present Clients
2. Employees 3. Prospecting |
What is the medium we use first?
Phone
|
What do you NEVER ask a client about?
What they're currently doing
|
What does SWSWSWN! stand for?
Some will some won't so what next!
|
A client who comes through as a warm referral from an existing customer has a __% higher lifetime value as a non-referred customer.
16%
|
|
What are the 3 "Rules" of selling to businesses?
1. Be Yourself
2. Business People are NOT Stupid 3. They Have NO Interest |
What is one of the statements/questions that kill trust?
“I’m going to be in your area.”
“If I could just have 15 min…” “What are your main concerns/challenges?” “I want to congratulate you on…” “On a scale of 1-10, where are you on…” “I would like to learn more about your company…” “Our clients say “x” is important to them, is it for you?” “How much is a client worth to you?” “I’m your new Account Executive/POC…” “Great Question (x10)…Well, “Steve” (x10!)." Asking for budget (unless stated by inbound lead). |
What is the #1 close in sales?
"Would you like to go ahead/move forward with this?"
|
What is the #1 sales fact to remember?
People buy for their own reasons, not ours.
|
When are the 2 best times to ask for referrals?
1. Right after you close
2. When signs show they love their purchase |
|
Who are the 5 Stakeholders in buying decision?
B.A.S.I.C
1. Buyers 2. Amplifiers 3. Seekers 4. Influencers 5. Coaches |
What is the "Wave" Approach?
The three "waves" of cadence utilized when reaching out to a new prospect.
|
When mutually agreeing on a time and date to move forward, what timeframe do you NOT accept?
Anything over 2 weeks
|
What is the #1 objection from businesses?
USAGE
|
What are the 3 mediums to use when asking for a referral?
1. Face-to-face
2. Virtual 3. Phone |
|
How many people do you reach out to within a MEDIUM-sized company?
3-6 people
|
What are marker posts?
Milestones or "markers" you utilize on your first connected call with a business prospect.
|
What are the three product details you need to identify before pitching a product?
1. Seats
2. Location 3. # of Games |
What is our main job when it comes to selling to businesses?
Create Interest!
|
|
|
What percentage of sports ticket sales come from the top 10 industries?
39%
|
What is the GOLDEN RULE for gatekeepers?
If it's too hard to get through to someone, move on!
|
What are the 5 parts of the Meeting Agenda?
1. Gaining Information
2. Presenting & Justifying a Product 3. Clarifying Product Works for Them 4. Setting Next Step Commitment 5. Secure the ???? |
||
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