Marketing & Sales Flashcards
What is the three stage process to finding out what is important to prospects?
1) Asking probing questions
2) Building connection with them
3) Developing a wise understanding
What are the three phases of the meeting process?
1) Connect meeting
2) Perform analysis
3) Share tailor-made proposal
What are the three key things to discover about a prospect in the Connect Meeting?
Understand their journey and you’ll be able to sell value.
1) What got them to where they are?
2) Where are they and what is their perception of where they are?
3) Where are they headed?
Great questions to ask to discover what got prospects to where they are:
Tell me how you got started and what’s got you to this point…
Great questions to ask to discover where prospects are now and how they feel about it:
What’s your bread-and-butter core service?
What’s your main value proposition? How do you stand out from your customers?
How much revenue did you drive last year and how many transactions did you have?
How do you do your invoicing?
Who are the critical players in your operation? Is your family involved?
How do you pay your vendors?
What’s your current accountant/bookkeeper doing well? What are you looking to improve?
How confident are you that you have immaculate financials and books that could withstand an audit?
What’s your tax mitigation/harvesting strategy?
Great questions to ask to discover where prospects are headed:
What are you building up to? What do you want the next two, five, ten years to look like?
What are the three money related things that are most valuable to the customer?
1) Tax savings - tax reduction and building tax efficient wealth
2) Peace of mind - compliance, risk mitigation, IRS protection
3) Productivity, efficiency and running a lean operation
What are some great tax reduction strategies?
1) Maximize their business entity - particularly S Corps
2) Health Plans and Retirement Plans are big tax write offs
3) Hire children to take advantage of the standard deduction tax bracket
4) Real estate to take advantage of depreciation, cost segregation, passive income that’s free of SS taxes
5) Buy a building in an LLC and have your S Corp lease from it
