Here's the recording for the coaching session on How to build and manage a sales team
Enjoy!
SUMMARY
Consultation Process
A 5-step consultation process to understand prospects and qualify them
- General Information: Explains the 5 steps of the consultation process: where do you want to be, where are you now, biggest pain, obstacles, willingness scale. Establishes a gap and problem to solve. 07:06
Application Pitch
A 5-step pitch to present a solution and close prospects
- General Information: Outlines the 5 steps of the application pitch: recap consultation, walkthrough, qualification, price, objections/close. 16:53
Walkthrough Example
Demonstrates a brief walkthrough of a coaching program solution
- General Information: Gives a 1 minute example walkthrough of a coaching program highlighting key benefits and how it solves prospects' problems. 17:03
Collecting Testimonials
Optional step to collect testimonials from prospects during the call
- Next Steps: Explains how to ask for a quick testimonial video after presenting the solution. 19:21
Qualification and objection handling in sales calls
How to qualify leads and handle objections before mentioning price to increase closing rates
- General Information: Discussion of collecting testimonials from leads before they pay to build credibility. Whether testimonials before payment count. 20:01
- General Information: How to qualify leads by asking questions to get them to convince themselves instead of salesperson convincing them. Handle objections before mentioning price. 20:09
- General Information: Importance of handling objections before mentioning price when qualifying leads on sales calls. 23:01
Closing the sale and collecting payment
How to close qualified leads by reviewing value, increasing buying temperature and collecting payment
- General Information: Closing qualified leads by reviewing value they will get, giving compliments, and asking if they want to enroll/buy while they feel good. 27:53
- Next Steps: Collecting payment from closed sales by payment in full, non-refundable deposit or refundable deposit. 28:38
Managing a sales team
Best practices for managing a sales team to improve their conversion rates
- General Information: Conducting daily sales meetings to review calls and areas of improvement. 38:28
- General Information: Providing targeted one-on-one training sessions for closers needing extra guidance. 39:12
- Next Steps: Tracking sales data like leads, objections and outcomes on a sales sheet. Firing underperformers and keeping high performers. 39:37
Sales Mentor AI
How to use an AI tool to analyze sales calls and provide coaching feedback.
- General Information: How the Sales Mentor AI tool works by analyzing call transcripts and providing feedback on different aspects of the call. 40:30
Sales Journal Template
A template for salespeople to self-review calls and get AI feedback to improve performance.
- General Information: The sales journal template includes prospect name, self-review of what went well and could be improved, and notes from the AI mentor. 49:00
Onboarding Process
Details the reading materials, weekly meetings, and coaching structure for new sales hires.
- General Information: New hires are assigned reading materials and the Apollo Method training process which includes weekly meetings, accountability, and coaching. 52:30
Sales Appointment Process
Outlines the steps salespeople take from initial appointments to independent closing.
- General Information: Details the staged process for salespeople from initial appointments with a leader present through independent closing. 58:10
Next Steps
Wrap up and outline of follow up topics to cover.
- Next Steps: Briefly mentions wrapping up and things for leaders to take note of going forward. 59:55
Sales Training Course Offer
Alaric presents a sales training course that teaches a perfect pitch and offers it for $1000.
- General Information: Alaric asks if he can share a special offer for a sales training course he designed. 01:03:02
- General Information: Alaric outlines what is included in the course - building a perfect pitch using AI, mindset training, objection handling, and closing. The total value is $15,800 but he is offering it for $2000. 01:07:00
- General Information: Alaric reiterates that this is a transformation, not just information. He will show how to close $1000 deals over the phone. 01:13:01
- Here is the link to enrol: https://alaricong.podia.com/sales?coupon=FAST
Payment and Financing Options
Alaric offers to split the $1000 payment for the course into monthly installments of $2.73 per day through credit card financing.
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