YOUR SALES GUN NEEDS TWO BULLETSTHE ART AND SCIENCE OF CONTROL AND INFLUENCE

ryan schertzer

Significant achievement in any

discipline requires excellence. In sales,

two areas are absolutely critical:

1. Control

2. Influence

ryan

schertzer

First, you must be excellent at

controlling what you can control.

You can control how many phone calls

you make, emails sent, understanding

of your solution, follow-up quality and

timeliness, etc.

ryan

schertzer

Failure in any of the

things that are in your

control are entirely on

you! No excuses. This is

the science part of the

exercise. Set goals and

do not compromise.

ryan schertzer

Rule 1:

Be excellent at

controlling what you can

control.

Reminder:

This is your “17 pieces of

flair” moment. Do you

want to do the minimum

amount of the activities

within your control?

ryan

schertzer

Rule 2:

You must be excellent

at influencing what

you can’t control.

You can not control whether

prospects:

- Answer the phone

- Respond to emails

- Have budget to solve the

problem

- Buy things

- Operate according to your

timelineryan

schertzer

Sad Groucho is sad.

You can influence whether

prospects:

- Answer the phone

- Respond to emails

- Have budget to solve the

problem

- Buy things

- Operate according to your

timelineryan

schertzer

Same. Exact.

List.

This is the art.

It’s up to you to

recognize the

impact your

influence can

have. ryan

schertzer

ryan

schertzer

So, how exactly can you

influence prospects?

*Hint – serious model

faces are not the key.

ryan

schertzer

How do I influence them to answer the phone?

Try a double dial. If they don’t answer the first call, try

them again immediately. If you double dial, you will

reach 18% more of your contacts, according to

Vorsight’s research

ryan

schertzer

How do I influence them to respond

to emails?Write better emails. Duh, right? Stop sending

product info and sounding salesy. Suggest that

your product might not work for them or that

you can see they’re clearly not interested in

discussing further. Don’t beg for a response.

Stand out.

*No

pineapples

were harmed

in the

making of

this slide.

ryan

schertzer

How do I influence their budget?

If the problem is serious enough, there will be funds to

dedicate to it. It may require you to help build a

compelling business case to articulate that to the right

audience.

* Clearly a building and a bus were harmed in the making of this slide, but it wasn’t me. Promise.

How can I influence them to operate according to my

timeline?

Customers buy for their reasons in their time. If you’re

aware enough of what’s going on you may be able to

pull the right levers to trade for time. If not, don’t push it.

You lose credibility when you stop listening.

ryan

schertzer

Be excellent at

controlling what you

can and influencing the

rest and make a LOT

more money.

ryan

schertzer