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Book 1v1 Office hours with Dunetka, Julia or Hayley

Michele Charles
Batch 4
Linkedin Alum

Take advantage, be engaged (Probably important to get on first name basis)

Late to class: success@flockjay.com
subject: absent

Paying it forward. Your 10% is someone else 10%

Donnie Schumann - Hiring partner

Laura Dominguez - Interview help

Shaan Hathiramani
Kelly Schuur - head of sales
What's the background of "solutions selling"

Quenton Stevenson - Product Manager

---
you can create your own sales style

Porchia got bars

Advice from past flockstars
Treat it like a job. Treat it like sales. Be over-prepared - Miguel. 
Focus. Take advantage of office hours.
Invest in the people in the batch
Capstone is very important
"You know more than him, he knows more than you"

To be great at sales you need as many at-bats as possible. Step up to the plate.

Push yourself to do one thing that makes you uncomfortable every day.

Confidence is community
Understand your worth
Fly Farther and faster together

MT
Top sales people are organized
Beat everybody else to the office

Toby
Ask why multiple times.

Sales
Art and science of moving people.

Art of Sales
Curious
Competitive
Self Aware
Adaptable
Clear Communicator

Science of Sales
Data driven
process oriented
time management
execution 
tool mastery

Telia
Every interaction with a prospect is an opportunity to erode or build trust.

Solution sales v. Feature sales

Focuses on customer problems & mindset. Provide appropriate solutions.

24/1 in terms of the seller

Address customer's goals v. your goals
Responsibility for what the clients objectives
You provide the value
You as the seller create value in the sales process
Open ended questions

Become a trusted advisor

Understand that a customers walls are going to be up. Expect it

Ask questions
What brings you in today
Tell me more
Listening 70% of the time and talking 30% of the time
Listening
recognition, empathy.
Reiterate what they said
Show empathy
Let people know that you are listening
product knowledge 
Prospects don't have all the information. Give them the information to help them decide
Keep it about the facts
integrity
Over-promising compromising your integrity and trustworthiness
Be honest about product strengths
vulnerability
share to connect

Your whole world is defined about what you don't know.

Take the bait with conversation. If they offer something up, latch on to it

"I would love to show you"

pace

Ask Name
"why not"
Getting more information nonchalantly
Social Proof
Desires
Let them paint the picture then you can pick the right solution for them

Discovery
Add Value
Present Solution
Close/Next steps

Michele
Listen
Make it obvious that you were listening
Organization is crucial. Supremely important

Experts sell solutions instead of products or features.

Discovery
Helping the person identify that they have a pain.
70% listening, 30% talking
Ask open ended questions
Examples
How'd you hear about us
WHat brings you in today
What does a typical day look like
What does your ideal solution look like
Avoid "Do" questions
"Tell me more about"

BANT

is sales qual meth that let sales deter wheth a pros is good fit using BANT
Budget pros budg
Authority who has decison making authority. who signs contract
Product Need - business need
Timing   - timeframe prospect to implement solution

Nice 2 have, need 2 have or must have
determine business pains and impact of the software
determine if your lead has power and money

What would happen if you did nothing.

Prospect person you're trying to sell to.

Discovery is the meat of the sales
People don't buy products that are nice to have
Don't waste your time on people who won't ultimately purchase your product
Invest your time in leads that have BANT and walk away from the others

Intentionally Disqualify to End Conversation

"Don't want to waste your time and my time, so I'll send you information and we can link back up when it makes more sense"

B
How much did you spend on your hammer last time.
A
Were you the one who purchased the last hammer for your household
is there someone you would get in trouble with if you spent 
N
How much money are you losing by not having a (working/faster/better) hammer
How much time are you wasting by not having a (working/faster/better) hammer
Is there anything you think I should be asking you about the hammer?
T
How soon would you need your hammer

Acknowledge and Empathize
Uncover
Respond to objections
confirm objections answered

I already have a speaker
is it fufilling all your needs
I don't have a budget
how often
I'm too busy
do you think you will have time in future to look speakers
I don't think I need speakers that nice
how often do you replace your speakers

$300

A great question to ask when interviewing isn’t just “what do your diversity metrics looks like” and “what do your diversity metrics link like at entry level and c-suite?"

Make them feel special on calendar invite.

All calendar should have agenda

Let me know if there's anything else you would live to discuss.

"oh perfect"

"what are next steps"

Introduction + Building Rapport

Unstarred

Dunk (exclude from study)

FlockJay

Review Questions

Todos

Sensemaker