1 Training Page

I wanted to share a few notes in the group & I hope it benefits as many people as possible.

These notes are from the sales training that we have completed with my team.

Our social wifi brand is going live early next week. 😎

I’m going to start off with a few of the challenges that people go through – in the sales process & how to position yourself through the turbulence.

If you’re a seasoned sales person I’d love your input as well…

Like a newly adopted puppy, full of energy & excitement – we piss all over the place.

So it’s important to note the following things:

A) Pace yourself & you will control the conversation

B) Ask the right questions & you will control the conversation

C) Expect a rebuttal; not a rejection – so respond from a place of curiosity not critique

D) Focus on understanding the person sitting across from you as a person; if not a sale; walk away with a relationship/connection

If you’re going the cold calling/leads route dont try to sell anything over the phone but rather set up a time for a meeting.

About the meeting:

1) Meet with a decision maker.

2) Tell the person how long your meeting is going to take; the agenda & your end goal.

3) When you get there; dress sharp; smile; make eye contact & ask for the person by name.

4) Respect the persons time & before you leave either have a signed agreement or a set time & date for a follow up.

No more than 72 hours.

The sales meeting:

Listen more than you talk; so ask the right questions.

Let’s take for example a restaurant:

Before the meeting do some research about the restaurant:

– how long it’s been around
– how many people work there
– is it a tourist hotspot
– check reviews on Google, Yelp or Facebook the area it is in
– the type of food they serve
– perhaps the names of a few celebrity chefs who excel in the same cuisine

The purpose is:

1) To be & sound informed about their surroundings; this will help the client lower their guard.

2) Highlight some of the awesome & horrible reviews that you came across online.

3) Ask about the busy days; the slow days; if it’s a family business – ask about the family & talk about your own too. Again build comfort.

As all this conversation is happening note: it’s mostly about them & not about social wifi.

The Segway

As you have been previously listening to the customer talk about themselves; be sure to be taking notes (sorry should have mentioned this first) not mental ones – but actually writing things down as you understand them.

This does two things:

1) It shows the client that you are paying undivided attention – and you are in fact present (mind & heart)

2) You’re building your sales pitch by noting down key benchmarks in their business (more on this later)

Talk about technology; talk about the impact it has on life outside of the restaurant world.

Some business owners do live under a rock so as a courtesy it’s nice to let some light in; educate them on the current things going on without making them feel dumb or disconnected.

This will in fact allow you to build an understanding of how savvy he or she is.

Relate some real world numbers, for example:

– how many foodies are on Instagram
– how many bloggers write about their cuisine
– popularity of food photography on social

Further, you want to personalize this:

– number of foodies on Instagram locally
– number of bloggers that write locally
– social food photographers locally

Keyword: locally 😎

The Sales Pitch

Recap everything you’ve discussed so far; there is a method to this as well:

State a fact; followed by a benchmark
State a pain point; followed by a benchmark
State a fact; followed by a benchmark

Here is an example:

“You mentioned that your father opened this restaurant when you were like 5; it’s like you grew up in the kitchen?”

(Don’t for get body language: nodding; eye contact & a smile)

“You share earlier, all the different ways both your grandfather & father promoted the restaurant – to essentially market themselves”

(Followed by silence – let them talk & provide more details – because you’ve struck a cord)

“And since you are taking charge; you’re excited to do things outside the box & make Papa proud”

(followed by silence; let them imagine the thought & complete the answer for you)

Introducing Social Wifi:

“So Kevin, (let’s assume Kevin is the restaurant owner 😉) we talked about a lot of things today; especially about social media & a little bit about marketing.”

“I’d like to help you achieve your goals; I want Papa to be proud of you…”

(observe silence & wait for a verbal or physical cue)

“…& just like you make great food all day long; I help restaurants with their marketing…”

Explain the key points of our social wifi platform.

“…we talked about Facebook & young people on Instagram – like it’s a sin to eat food with taking a picture & posting it online first…”

“This is what our platform helps you capitalize on. I’m sure we can both agree that the internet is a critical part of everyday life.”

(observe silence & wait for a verbal or physical cue)

PAUSE FOR A MOMENT & simply ask Kevin what his thoughts are so far.

He’ll most likely ask about cost:

“…I’ll get to that in a moment but I have one last question for you…”

“…Let’s say…Kevin, over the course of 60 days we get 1 to 2 new customers a day for you; & with each a new review on Facebook or Google…”

“…You think after everything I’ve explained so far – that is possible….Yes?”

(notice the series of micro commitments in the conversation – each commitment agreed upon is closer to a sale)

“…so Kevin, I have one really valuable question for you..perhaps the most important. Yeah?…”

(observe silence & wait for a verbal or physical cue)

“How much are 60 new customers every 30 to 45 days worth to you…?”

(observe silence)
(observe silence)
(observe silence)

(can’t stress it enough; all of your hard work in this meeting leads to this pivotal point)

Then you discuss pricing & go for the close.

– I hope the above notes help; I look forward to an open and constructive conversation in the comments.