Mastering The Sales Process with Richard Moore - Part 1 of 2 - Episode 150
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Guest and Episode Links Richard Moore https://therichardmoore.com/ https://www.linkedin.com/in/richardjamesmoore/ [email protected]/
Enjoy the Episode - Happy Marketing!
Website Thingy: www.marketingstudylab.co.uk The Professional Bit: https://www.linkedin.com/in/petersumpton/ Facebook Community: https://www.facebook.com/groups/marketingstudylab/ Tweet Tweet: https://twitter.com/cousinp81
Part 1 of 2 Just a quick note that this is part one of two of this interview with Richard Moore. He provided so much value that I decided to chop him in half and serve him up over two weeks for you. And now that odd and a little scary intro. Here’s Pete with the official intro and remember to subscribe to the podcast so you don’t miss part two next week.
Intro Sales and Marketing, two opposites. But opposites often attract and in this case they should and do. I always like to think about sales as the end result of good Marketing and I stand by that.
That said, understanding the sale process, how it can work in tandem with Marketing can be the difference between closing a sale and getting the door closed on you.
It’s about time we put some clarity around this and who better than Richard Moore, or The Richard Moore as his domain names states.
Richard has gone from 60-hour work weeks in the City of London to setting up his own business to help others gain momentum as they launched their own.
Richard also runs a weekly live Q&A and creates courses such as Basics of Sales and his flagship product: the LinkedIn Client Accelerator programme and has been featured in Forbes, The Huffington Post, Inc, Thrive, Influencive as well as on podcasts just like this.
In these episodes we cover: - Getting into the right mindset - Gaining the attention of the RIGHT clients - Warming-up leads - Dealing with objections - Closing the sale - What to do next?
Watch the episode video: https://youtu.be/9YTc1TY6YuA
Takeaways Top Tip Richard discussed thinking about the objectives and outcomes and making them realistic to your position. For example, if its your first day in a sales role and you are inexperienced, then the objective is to make those calls rather than be a closer. You’re one step closer to moving to the next level and a successful sales process.
It’s exactly the same in Marketing, you’re not going to revolutionise the world or even a company on day one. Take it one step at a time.
Favourite Quote If your rejection rate is high due to the price point, then it’s best to pre-qualify that the pricing you offer isn’t an issue before moving forward. ‘You need to deliver a little nugget of information in the first 30 seconds of the conversion as to why you’re premium, and then that doesn’t come up so much’.
Pre-qualification thought the customer journey is imperative as to not waste your time or your potential clients.
And Finally, the Most Important Takeaway from this Episode Take note. Content forms gravity. Powerful words indeed. You need to build your bank of content that is helpful to the people you are looking to serve. The more you push out into the world, the...
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