Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Five Steps for Instant Sales Improvement with Brian Robinson #259

Brian Robinson is a sales and marketing expert, coach, and author of the best-selling sales book, The Selling Formula: 5 Steps for Instant Sales Improvement. After working with some of the largest companies, Brian left the corporate world to launch the only startup in the history of the industry to sell more than one million dollars in business in twelve months—entirely by phone!  In this episode Brian shares the process he uses to train his sales staff for instant sales improvement.

Sales Book

As a long time writer Brian decided to assemble his advice into a book on selling challenges. He journaled what he does when selling, then recorded his conversations. This provided a way for people to listen and integrate itinto their own personal selling strategy. 

Questions are the key to life, and the key to successful selling. Brian has constructed a frame work, with scripted lines and questions, that can be adjusted for instant sales improvement.

Steps of a Sale

Brian has a five step process:

1. Connect and set the agenda – “Are you opposed with having me share what we’re going to talk about?”
   • I’m going to ask about your business
   • I’m going to ask about the challenges your facing and some solutions we offer
   • I’m going to walk you through how our service works and we’ll talk about pricing
2. Interview – ask for permission to take notes , shows you care and wantto  collect this information, if you have a bunch of questions they appreciate your preparation
3. Present your solution – tell stories about your solution from customers in similar situations
4. Pricing and guarantees – share three prices , have a high-low anchor and most will pick the middle. Have a guarantee that puts the responsibility on you .  Give garauntees that all your competitors do already. Just put them up front.
5. Close the deal – if all previous steps done properly, this should be a no brainer.

Powerful Selling Phrases – Jedi Mind Tricks

Brian mentioned a few lines he uses time  and again to persuade buyers:

• Would you be opposed to following up next Tuesday
• I’m just curious, is there something your uncomfortable with, something we could talk about
• If I could would you ……. if I could offer you some incentive to move now as oppsed to later, would you be opposed to that?  If I could offer youfree installation would you go now
• With your permission I’d like to set up another time for us to get together next Tuesday at 10

Email  for Seemly Dead Deals

Brian said the following email gets an 80% response rate and revives many a stagnant deal. This is the script:

Subject: Pat, is it dead or alive?

Dear Pat,

I’ve attempted to connect with you via phone or email and unfortunately I haven’t received any response. So I’m just curious, is it dead or alive?   

Thanks for letting me know one way or another if you would like me to make further contact or to close your file.

Either way I look forward to the courtesy of your reply. 

Best regards,

How To Find Brian Robinson