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Prospecting in the Days of Social Distancing - Shared screen with speaker view
Courtney McClees
26:21
yes
Patrick Carroll
26:38
Looks like some bandwith issues. bear with us
Patrick Carroll
40:28
Everyone say hello to leon's dog!
Scott Ellis
40:46
Hi Leon's dog!!!!!
Maud Carver
40:48
What is his name?
Vanessa Vaughn
40:51
HI! making my dog bark!
Maud Carver
40:56
Hi Roonie
Vanessa Vaughn
41:06
he.s saying hi back!
Kasfia Rashid
48:20
Calling, emailing, fb lives
Janine
48:27
ys
Leon Brownlee
48:45
Nice shades Allie
Maud Carver
51:19
What do C & V stand for?
Patrick Carroll
51:48
C-Suite - Chief Executives and Vice President Levelt
Property Scope RE
52:07
I have been on some calls with a couple of big players, and they don’t actually check their own emails. They have an assistant who is reading their emails before they even get to the big guy.
GinsJon
52:58
Email reluctance!
Patrick Carroll
53:13
Hahaha, Call Reluctance
Property Scope RE
53:31
Haha Thank you!! I didn’t realize it was going to be sunny today, so I found some in the truck! Thank you to whoever glasses they are! LOL
Patrick Carroll
54:33
Use emotional words - Frustrated, Concerned, Worried
Courtney McClees
56:36
Leon, are you going to send this example email to us?
Patrick Carroll
56:55
Yes - Powerpoint will be sent to everyone afterwards
Courtney McClees
57:04
cool, thanks
Patrick Carroll
58:09
multi method approach - mix the mthod and cadence
Patrick Carroll
59:14
If you get a negative response, you need to respond to close the loop
Karen Webne
01:03:42
Good thing I am funny...
GinsJon
01:05:11
You handsome devil
Leon Brownlee
01:08:27
Our clients are telling us they are getting into more conversations than ever. NO better time to practice
Leon Brownlee
01:08:44
Don't be afraid to address the elephant
Justin Lopus
01:08:49
It's top of mind awareness, filling the pipeline when the dust settles
Leon Brownlee
01:09:09
Home Run Justin
Patrick Carroll
01:16:31
Address it up front - don't avoid the elephant
Ilyse Johnson
01:21:36
For people who aren’t familiar with the Sandler system - what would you think is a good resource to start with?
Austin Manning
01:23:00
What would you do in the scenario where you ask how they're doing with the COVID issues. To which they respond "still really busy and bringing in clients"
Leon Brownlee
01:23:02
www.focusbusiness.sandler.com/sell
Justin Lopus
01:23:27
Great, time to spend more!
Janine
01:23:38
what would you recommend for folks like myself who are massage therapists/chiropractors and have closed their doors? With the uncertainty of how long this is going to go on for what is the best way to hit the ground running when everything is done
Patrick Carroll
01:24:57
create social capital
Justin Lopus
01:24:57
Gift cards, online practices at home.
Patrick Carroll
01:25:19
videos on stretching and exercises
Justin Lopus
01:25:45
Stay in touch with the most important clients and see how their handling this time. how you could help
Patrick Carroll
01:25:47
In Home visits!? IDK if that is appropriate
Justin Lopus
01:25:47
boom
Janine
01:25:58
perfect I have the videos up already! thank you for the tips
Courtney McClees
01:26:02
What if people want to buy but need to buy on a budget?
Vanessa Vaughn
01:26:12
what is the best way for me to build rapport when I am a new territory manager to this area and have never met my prospects and am starting during this crisis, how can I build trust with prospects I can't physically meet. Emails have helped some but not enough
Ilyse Johnson
01:26:44
How about selling gift certificates
Janine
01:26:47
good idea
Patrick Carroll
01:27:30
shoot a 30 second video commercial introducing yourself
Vanessa Vaughn
01:27:55
people want supplies but don't want to sign a long term contract
Scott Ellis
01:28:20
Once things open up....it may be like drinking from a firehose. Setting appointments now...for a specific date...but with the understanding the date may need to changed...would at least put the people into a queue of 1st come first serve.
Ilyse Johnson
01:28:27
Vanessa - I’m in the same boat! Address the elephant in the room - It works!
Leon Brownlee
01:28:53
Great Point Scott
Vanessa Vaughn
01:28:57
thank you!
Justin Lopus
01:30:21
remember whos most important to you and be flexible.
Justin Lopus
01:31:48
Is Peter still in here? How are you handling your loyal clients and servicing key accounts?
Courtney McClees
01:31:52
Thank you.
Pete Hastings
01:32:58
We have over 200 accounts that have stopped service. Some say they are going out of business We are not invoicing them
Brandon
01:34:55
Not client side and sorry if I missed this earlier but what is a good response for people that are purposely slowing down and say that they’re not looking to move forward with anything but to call them when this has blown over. I feel as if that can be an excuse/easy way out of a sales call. Anything I can say besides “can I send you an email?”
Justin Lopus
01:35:44
You can't control the unknown but we can at least prepare and have the conversations.
Justin Lopus
01:37:01
I personally would rather be prepared
Karen Webne
01:37:34
Everyone we are working with is most likely selling a good or service, just like us - just be human in your communication
Leon Brownlee
01:38:18
Sorry but we're putting the project on hold indefinitely.""That makes sense. Things are certainly unpredictable. Now the project's off the table, can I stop being a salesperson and be a consultant for a bit?""Sure.""Thank you. I'm curious what you think your competitors will be doing now?"I don't know. I think a lot of them will be cutting back too.""I think you're right. Experience tells me projects like this will be the first areas to go. Is that fair?""Yes.""Is there any way that could work in your favour?""How do you mean?""Well, do you believe that at some point something close to business as usual will resume?""Absolutely. It's inevitable.""So where do you want to be when that happens?""Huh?""Do you want to be top of your prospects' minds as the go-to trusted brand who's been there throughout this tricky time or......another anonymous also-ran getting in touch cold as soon as the brakes come off?""The former.""But this project couldn't help achieve that?""No, it absolut
Brandon
01:38:33
Absolutely. Sorry I’m typing notes as we go.
Leon Brownlee
01:38:50
Brandon we will share the recording
Patrick Carroll
01:40:33
Where is the angle of opportunities that are impacted with an influx of activity and business
Maud Carver
01:41:41
Thank you for having this session today for all of us!
Janine
01:41:41
thank you for all of your advice and help!
Scott Ellis
01:41:45
Not to be cruel or hard here but this time will cull out the players that don't have stamina. This will create opportunity.
Jake Montague
01:41:51
yes thank you!
Leon Brownlee
01:42:37
Great point Scott Ellis
Scott Ellis
01:42:54
I'm a D. :-)
Maud Carver
01:42:58
Totally agree Scott.
jwest
01:43:04
Highly recommend the Sales Mastery Class!!
Karen Webne
01:43:09
The best referral for clients that are in the same boat as us - is to refer them to Sandler or directly introduce them to Leon and Patrick - it shows value and that your selling with noble purpose
GinsJon
01:43:14
Thanks to the team at Sandler, always helpful!
Leon Brownlee
01:43:44
Thank you Karen
Justin Lopus
01:43:54
Thanks for conversation Sandler Team. Remember support local and socially distant. The Chesterfield Observer will have some specials later this week for all small business and members of the Chesterfield Chamber and a video message from our Editor
Scott Ellis
01:43:58
Thanks guys!
Karen Webne
01:44:18
Value not PRICE
rsachs
01:44:27
Thanks Guys!
Michael Dudley
01:44:42
Thank you !!!
Randy Nepomuceno
01:44:44
Thank you. Stay well.
jwest
01:44:52
Thanks!