{"id":4210,"date":"2017-03-28T00:08:27","date_gmt":"2017-03-28T00:08:27","guid":{"rendered":"http:\/\/newimagemedia.com\/?p=4210"},"modified":"2017-06-12T00:12:30","modified_gmt":"2017-06-12T00:12:30","slug":"gyb-cle-episode-15-3-key-systems-sales-success","status":"publish","type":"post","link":"https:\/\/newimagemedia.com\/blog\/gyb-cle-episode-15-3-key-systems-sales-success\/","title":{"rendered":"GYB CLE Episode 15: 3 Key Systems For Sales Success"},"content":{"rendered":"<div class=\"video-shortcode\"><iframe title=\"3 Key Systems For Sales Success   Diane Helbig   GYB CLE video series\" width=\"1200\" height=\"675\" src=\"https:\/\/www.youtube.com\/embed\/iXZIXmUezfA?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture\" allowfullscreen><\/iframe><\/div>\n<h4>Businesses go through a lot before getting a sale. You have to find your prospect, give them your pitch and follow-up with them. But how do you know where your prospects are? What should your pitch be like? And what\u2019s the best way to follow-up? Diane Helbig of Seize this Day Coaching explains each in detail so you can achieve that sales success.<\/h4>\n<p><strong>Transcript:<\/strong><\/p>\n<blockquote>\n<div><em>Hi I\u2019m Diane Helbig, business coach with the three key systems for sales success.\u00a0<\/em><\/div>\n<div><\/div>\n<div><em>There are three systems that you have to have to be successful in sales. First one is a prospecting system. Second one is an actual selling system. And the third one is follow-up. We\u2019re gonna start with the last one and work our way backwards because the prospecting system is really, the most complicated of the three.<\/em><\/div>\n<div><\/div>\n<div><em>So the follow-up system is how do you actually follow-up with people you meet at networking events, how do you follow-up with prospects and how do you follow-up with them after you\u2019ve had a sales conversation with them. The key here is to make a decision about what you actually want to do in those follow-up events. Do you wanna call? Do you want to send an email? Do you want to schedule another meeting? When you\u2019re selling, the best follow-up process is at the end of the selling conversation to set the next appointment.<\/em><\/div>\n<div><\/div>\n<div>\n<p><em>The selling system for me is when you\u2019re actually across the table from the prospect. You\u2019ve got the meeting with them and this is the place where you wanna have a list of questions that you\u2019ve created that you can ask, and you want to find out things like what is the problem that they\u2019re having what is the event that they\u2019ve got going, whatever it is that\u2019s the actual thing you\u2019re going to be selling them something for, but you also wanna know things like: how do they decision make, what\u2019s their budget, what\u2019s their timeline, who\u2019s in the decision-making process what are the things that they do internally as a business so you can get a feel not only for whether you can help them solve their problem but whether you even want to be working with them or not.<\/em><\/p>\n<p><em>The prospecting system for me really is the most complicated because it\u2019s got <\/em><em>the most moving parts to it. The beginning of a prospecting system is to make a decision about who your target audience is and then you go through a process of how am I connected to the people in that organization or to that person, can I get an introduction to them, because the best way to prospect is through a warm introduction. Where you don\u2019t have a connection, you\u2019re gonna have to cold call, you\u2019re gonna have to have a system for cold calling, you\u2019re gonna have to decide what it is\u2014 call, email or follow-up? But don\u2019t email first. Maybe send an introductory letter or a card in the mail? It always has to be you taking those next steps, those next actions, so that you can then be in control of the system and the process and all you\u2019re trying to do is get the meeting. That\u2019s when prospecting stops and selling starts.<\/em><\/p>\n<\/div>\n<\/blockquote>\n<hr \/>\n<p>Don&#8217;t miss anything from GYB CLE!<br \/>\nSubscribe now at <a class=\"yt-uix-servicelink \" href=\"http:\/\/gybcle.com\/\" target=\"_blank\" rel=\"nofollow noopener\" data-servicelink=\"CDQQ6TgYACITCLug9tbtttQCFVgMTgodplEGIij4HQ\" data-url=\"http:\/\/gybcle.com\" data-target-new-window=\"True\">http:\/\/gybcle.com<\/a><\/p>\n<p>About the Grow Your Business Cleveland video series:<br \/>\nGYB CLE is an original web video series featuring real CLE business experts sharing their own nuggets of tips, tricks, and approaches to succeeding in careers, becoming more profitable, and living better lives. Co-producing and appearing in the GYB CLE series are NEO Interns who get hands-on experience and earn much needed credentials that will provide an early boost in their careers. Videos will be distributed via multiple GYB CLE channels, contributors channels, and on-line audience sharing.<br \/>\n<a class=\"yt-uix-servicelink \" href=\"http:\/\/gybcle.com\/\" target=\"_blank\" rel=\"nofollow noopener\" data-servicelink=\"CDQQ6TgYACITCLug9tbtttQCFVgMTgodplEGIij4HQ\" data-url=\"http:\/\/gybcle.com\" data-target-new-window=\"True\">http:\/\/gybcle.com<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Businesses go through a lot before getting a sale. You have to find your prospect, give them your pitch and  [&#8230;]<\/p>\n","protected":false},"author":3,"featured_media":4211,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[28,160],"tags":[],"class_list":["post-4210","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","category-grow-your-business-cleveland-video-series"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>GYB CLE Episode 15: 3 Key Systems For Sales Success - New Image Media Inc., Video Production Cleveland<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/newimagemedia.com\/blog\/gyb-cle-episode-15-3-key-systems-sales-success\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"GYB CLE Episode 15: 3 Key Systems For Sales Success - New Image Media Inc., Video Production Cleveland\" \/>\n<meta property=\"og:description\" content=\"Businesses go through a lot before getting a sale. 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