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Selling is an artist's job. At each appointment, it is a matter of convincing the buyer as the actor conquers his audience.

Meet the greatest artists of the sale, 'the elite salesmen' to better understand their methods, discover their secrets and their states of mind.

How do they sell more than others? How can you become an elite salesperson in your own right?

Elite Salesman is intended for beginner or confirmed salesmen, in this book, we will learn how to improve our commercial capacity and sell more, faster, and more expensive. There are several prospecting tools (door to door, telephone, mailing, fairs, exhibitions, advertising (press, radio, TV, digital (social networks)).

The two tools, telephone and LinkedIn, are the most practical and accessible, as the other tools are expensive and not available to everyone. LinkedIn is the essential platform to connect B2B professionals, provided that you know how to use it.

- 88% of decision-makers do not answer cold calls
- 77% of buyers consult social networks before making a purchase decision
- 75% of buyers use social networks in their decision process
- 57% of the purchasing process of customers is done alone online on the Internet
- 53% of buyers consult the LinkedIn profile of the salesperson with whom they have a business relationship

### How to create an irresistible LinkedIn profile in 10 steps :
The photo; an account with a photo is 14 times more consulted than a profile without a photo, you must have a recent and professional photo, especially not a selfie or a photo with family and friends. Need advice on your choice of the photo? Fotofiler; is a site where you can take the opinion of strangers of your photo.

- The title (trailer) is the one that says who you are; in which you can present your skills or even introduce yourself as a solution provider.

- Example of a title:

>Independent marketing consultant = revenue developer
>
>WordPress developer = attractive website designer

- Customize your URL
- Your summary: it is not a cover letter, it should not talk about you, but rather about what you can bring as a solution to your customers, and don't forget to add your cords at the end of the summary.

- Your experience: do not hesitate to detail it, it is proof of your competence.

- Your skills: It is your brand image that you need to develop by integrating all the skills that correspond to the keyword your customers are likely, in order to increase your visibility.

- Recommendations: Giving the word of those who know you, a testimony of your professionalism.

- Training continues: for a double objective of your credibility.

- Your publications: blogs, white papers, which will reinforce your experience status.

- Identify your target prospects and future prospects: to aggregate your network.

### The 7 mistakes on LinkedIn

- Self-satisfaction
- The desire to sell quickly
- Narcissism and egocentrism
- Talking about yourself in the third person in your summary
- Forgetting to include your contact information
- Forgetting to like, the more you like, the more your network will like you back
- Staying passive

### 9 points to overcome the fear of rejection

1. Go for the yes, because the no has already acquired you (if you don't try the answer will always be no) 100 calls, 20 contacts, 5 appointments.

2. You are doing your customers a favor (you are giving your customers a gift).

3. Preparation is the key to success (a little effort of preparation avoids a big effort of repair) we can prepare our calls and our arguments as long as he does not expect our call and must improvise.

4. Stop thinking, (and thinking about) this vicious circle and think directly about rejections.

5. You are precisely paid to be rejected. Reality is part of the job.

6. Be able to endure serial setbacks, no one makes an appointment with an automaton.

7. Continue an unavailable armor (convince yourself of your own value, that of your product and your company so that you are not Never be destabilized by your interlocutor who would address you a criticism

8. You are not wine (why your interlocutor rejects you; stressed out, has personal or professional problems).
 
9. Too bad for the prospect (too bad for him, he is the loser)


### How do you determine your prospect?

- Try to confirm and prioritize the most important thing to you right now is that it actually solves your prospect's concerns and lets your prospect actually prioritize the most important things

- Thank your prospect for their time, obviously lets that person know how much you appreciate them taking their time, but also how much you appreciate them sharing information with you,

- Set an appointment to call them back or see them face-to-face using another perspective choice near the city I'd like to see you Thursday at 3:35 pm or Friday at 4:45 pm did you hear the non-round numbers I use to mention when there is a particular benefit behind it never let you set an appointment on time.

- Make sure you get another time and phone number from your prospect, have you noticed in sales once a prospect cancels or reschedules an appointment it's very hard to get an appointment, it's especially hard to get call back points on the phone to avoid this kind of issue, ask your prospect something like just in case we have trouble getting together at 4:45 on Friday we can talk at 4:45 on Monday instead.

- Make sure you have another time to reach that person by phone in case if you have their work phone number, try to get their personal phone number, if you have their personal phone number and try to get that work phone number.

- Do the follow-up, try to motivate your prospect to be receptive after they have received written information from you most of the time, even if the first phone call went well, and you were able to send information. Avoid letting your prospect disqualify you by preventing them four times, get them to agree not to make a decision based solely on the material you sent them.

### Phone tags

- You need to specify the time you would like to hear back from your prospect

- Do business directly on the phone, he is much more likely to call if you simply leave a message saying please, ask him to call - and leave your phone number.

- You need to be specific about what you are calling about, leave a message, something like please ask them to call me back regarding the October 14th deal, the idea seems to be that your prospect or customer will respond much more quickly if they know exactly what you want then if you just leave your name.

- You need to follow up with your prospect, ideally two to four days after your last call. The way you follow up with this prospect from the phone, make sure you follow the usual steps to identify yourself with the prospect. Then remind him of your last conversation.

- Calling a prospect back repeatedly, a very effective technique, never call a prospect back after three tries, the first time, leave a very specific phone message we discussed earlier in the program. The second time you call and ask him to put the message slip you called twice and leave the same specific message on the third try take out your last correspondence or letter you wrote him write a handwritten note, "I called you three times I would like to know if you are interested in taking (). I would also like to know if you are still interested in saving 10% below your current provider, as we discussed."

Selling with LinkedIn and phone calls?

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The most effective medium for obtaining an appointment is the telephone, which is a practical and accessible tool. Prospecting by phone is not improvised, and it is not a matter of sales technique, it is rather a matter of psychology, and this, at two levels: solid mental to face the fear of rejection / to show a great psychological finesse to influence a proposed interview of 2 or 3 minutes at most.

### Why phone calls?
- Use your time much more wisely.
- We make it possible to make more calls than you ever could with face-to-face appointments.
- The power to reach customers anywhere in the world.
- We were spending too much time on the road to appointments and too little time with our prospects.
- Using the phone correctly and effectively will at least help us qualify your prospect to ensure that when we see them face to face, they can make a decision.
- We can get many more sales on the phone than we ever could with personal letters or even face-to-face.

### The 12 essential rules of telephone prospecting
- Stand out from the telemarketers
- Prepare and write a script (organize your ideas and choose the terms carefully, write the main ideas, reread and finalize the text several times)
- Your only asset is your eloquence and your ability to adapt quickly to different situations and to the objections of your clients. Telephone prospecting is a high-level psychological sport.
- Everything is played out in 20 seconds, to make them want to see you; to earn money, save money, save time.
- Conclude after every conversation, every time you speak, conclude with a request.
- Smile on the phone
- Have a clear speech with impeccable diction (in a call the voice and the language is visible), rule of form and substance (use of a vocabulary belonging to the classic language, proscribe absolutely the garden, short sentence.
- Be careful with the term used (negative words, expense) replaced by positive terms (profit, economy, experience, success, win)

### For example:
- he will have no problems = you can rest easy
- You will not run any risk = you will be safe
- You do not lose any more money = you will gain money
- It will be necessary to foresee a blow of = this investment will allow you to Sorry to bother you / could you give me a minute
- Remain natural, stay attentive to your interlocutor, articulate well, speak at a normal pace and control your breathing.
- Write a well-prepared script to be able to go beyond it which is articulated as follows
- **Introductions, greetings, customary verification, you are Mr. Mrs.
- **Hook: the promise of benefit, the solution to a problem identified by the client
- **Conclusion: attempt to reach an immediate conclusion without letting them react by means of a subtle false alternative
- Personalize as much as possible, the speech must be personalized
- You must have a CRM

To succeed in your phone call, you must be well-prepared to deal with your prospect's objections.

### How to deal with your prospect's objections ?
- Make sure you hear your prospect and recognize the objection, listen to your prospect as if it was the first time you heard it.
- Make sure to question the question object, the intention behind it gives you the opportunity to answer his own objection, try to let him explain his logic, not only does this help you understand what he meant by the objection, but it will also allow you later to answer more effectively the way he wants to hear it.
- Prove your prospect right, this could most likely be used to acknowledge your prospect in the first step, say something like I understand you think it's too expensive, it certainly seems like it right now.
- Try to meet their objectives and give more information, but at the same time answer the objection they think is the most important.
- Objection handling processes to answer the objection exactly the same way the prospect asked it use the same meaning the same intention the same words your prospect used be creative and furthermore use a reference cell if possible tell him about your other customers who benefited from using your product and mention names and companies.

### The 10 most common objections on the phone
I'll visit your site and call you back: I'll give you a brochure at the end of our meeting, because it's really complementary to it. You know that a brochure or website never develops the points that interest you and doesn't answer your questions in real-time.

Our company already has a supplier: I am not here to sell you a simple product, but rather to enable you (to optimize, to win, to improve).

It is not me who decides= would you be so kind as to tell me the name of the person I could contact on your behalf, please.

I'm not interested = I hear you, sir, in these conditions I propose to take a very limited risk and invest a few minutes of your time so that I can present you with a solution that will allow you to optimize.

We already have a supplier with whom we are very satisfied: I understand, but obviously, you are looking to make savings, increase profitability.

I don't have time: I know you weren't expecting my call and I can see that it's not the right time, so when can you free up 14 minutes so that I can present my solution to you?

Remind me in a month: what you are telling me is that in a month you will be more available because if you have a little more time in a month I propose you devote those few minutes available to meet with us.

We have already worked with you and that did not go well: I know that and that is why I am calling you, there is no question of leaving you with a bad memory and my management has asked me to contact you again in order to explain all the changes we have made in our processes in order to satisfy you completely in the future.

We are a small company: our service/product was developed specifically for small businesses.

Likewise, we know you are too expensive: so I did well to call you, we have just developed a range of products / services more accessible for customers who did not have the budget to acquire, but who needed it.

In telephone calls, we can distinguish 3 main prospecting techniques, as indicated below:

**The cold call:** a phone call to a person you know nothing about, you can neither personalize the call nor contextualize it.

By making a cold call, you must show your caller that you know him, that you are interested in him and that you are calling him in his interest, he must understand in less than 20 s that you are not a telephone walker, that he is doing slaughter, but that you are calling him to render a real service, to satisfy a need.

**The warm call:** refers to the phone call to a person whose profile is the need to inquire, so you can contextualize the call and relate their need to your service offering

**The hot call:** refers to the call to someone who already knows you on social networks.

You have already had an exchange, one or more exchanges with your prospect on social networks (LinkedIn).

To write a high-impact phone script in hot call, your caller must immediately understand that you are already connected on LinkedIn, he must immediately understand that you are calling him to allow him to solve a problem or satisfy a need.

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Selling with LinkedIn and phone calls?

Prospecting by phone