NAL Training (External)
About Lesson
Overcoming The Status Quo
  • Rule of 1/3
    • 1/3 of all prospects can be closed by just showing up.
    • 1/3 of all prospects will be lost to the competitor showing up.
    • 1/3 of all prospects are up for grabs.
    • Many companies have said that they no longer have sales reps visit them, be the guy that shows up!


  • Competitive Landscape
    • The landscape is changing fast and often. Keeping pace with industry changes can be challenging but is crucial to avoid falling behind the competition.
      • Consistently check industry newsletters and blogs.
      • Keep track of competitor trends and marketing.
    • Consider that competitors may not be showing up as often (If ever!) to check in on their customers.
    • People may be so busy or behind that they don’t return your phone call. Don’t get discouraged! While a face to face or phone conversation is best, there are other ways to get in contact with your customers.
      • email, LinkedIn, text, company contact page, etc.


  • People Talk in Stories 
    • If you’ve ever helped a customer you’ve got a story. Talking in stories allows you to show potential customers how you’ve solved problems in the past and how you may solve them in the future.
    • Stories create an emotional connection, making it easier for customers to relate to the product or service being sold. They also help illustrate how the product or service can solve a problem or fulfill a need, making it more tangible and compelling.
    • Additionally, stories can simplify complex concepts and make them easier for customers to understand, ultimately increasing the likelihood of a successful sale.


  • The Power of The “Next Step”
    • It is exceptionally important to plan your Next Step when working through the sales process.
    • Set a clear call to action for your customer, including the date and time.
      • If you want to learn more let’s set up a meeting at (date/time).
      • I’d like to come visit your facility and discuss your product needs, does (date/time) work?
      • I would like to talk to you about our pricing, are you available (date/time)?
    • It’s important to do this not only with customers but with yourself as well.
      • Set times for yourself to prospect a specific region or call back a customer.
      • By setting time frames and planning out your next steps you are able to better track your conversion of leads to sales.

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