TRM |

There are two parts of a successful sales process.

The first is that there must be a sequence in place. Meaning, yes, we’re going to follow these steps. The second part is the art of sales. This is where your personality, reading the situation, and experience come into play.

The problem is that when you have just one of these parts, you don’t have an effective system. With an organization that, for example, only uses the science and have the sequence, you will get salespeople that just read scripts. They can’t read a situation or read an emotion. They sound almost robotic. An organization that doesn’t have a sequence will have problems such as no organization, no way to optimize, or no way to measure their success. What we’re working on here at Explore Talent is the art and the science of selling.

Whether you’re a new sales representative at Explore Talent or have been with us for a long time, we want you to follow our sales process. This process was created so that you have the freedom to use your experience, emotion, and natural sales talent to their full extent, as long as you follow the process. We want you to have a scalable, repeatable, and effective sales system so that you can not only help grow Explore Talent but to also take home a bigger paycheck because you were able to close more deals.

We’re going to follow two different sales processes:

Project-specific inbound calls

This means, for example, someone receives a text that says a company is looking for them to audition for a role. If they pick up the phone and call us, this has one process.

Everything else

Everything else is on a different process that is laid out to provide a specific process and provide an emotional framework to make sure that you are as effective as possible, also giving specific benchmarks in the process to measure and optimize. When you have a process you are able to work smarter . . . not harder. Remember, you must be following one of the two processes for any given situation . . . never diverting from it. At the end of the day, our job is to create the best sales process possible, enabling you to be more successful.

Being prepared for a call is your obligation. If someone calls and they want to know what they need to do to go to an audition with Netflix or CBS, something could change their life, they’re asking you to guide them through potentially life-altering changes.

Keep in mind that this provides two things: ability and leverage to sell. Remember, the only difference between influence and manipulation is intent. We can get someone to give us money, but no matter what, it comes down to what our intent really is.

Explore Talent is meant to give people value, to help people in their career, and to help organizations find talent that they otherwise would not know of. When a person comes to us and says, “Hey, I’m trusting you with my career right now. I’m listening to what you have to say,” it’s completely disrespectful to not know their name and to not know the job that they’re trying to audition for.

We need to show our prospects respect. You must be prepared with the person’s name, how to pronounce their name correctly, the reason for the call, and the previous context of any prior calls from them.

Be prepared. Show your prospects respect. Make them feel heard. Help them. Guide them. Make sure that you are focused on them. Not you. Not the next call. Not getting the next deal but genuinely providing your prospects value. Then the deals and all the other things come with it.

When you raise your energy and enthusiasm, people will automatically be attracted to you and what you’ve got to offer them.

As a representative of Explore Talent, you took on the responsibility to always be on! Just like the actor who walks out onto the stage, he has to be on for the audience. Your audience is your customer. And believe it, they can always tell if you’re on or just playing a part.

Your energy, attitude, and enthusiasm are obvious in your voice. High energy and enthusiastic people are a joy to be around. If you’re excited, then your customer becomes excited about what you have to say! Enthusiasm and energy play a crucial part in your success. Make the effort to be on with every customer you communicate with.

You create emotion by your enthusiasm for what you’re selling. Enthusiasm and positivity are contagious and will be transferred to your customer. When you can get your customer to feel the way you feel about Explore Talent, they’ll buy from you!

Simply put, greater passion and enthusiasm leads to more sales!

Sales done right are consultative. At the end of the day, your job is to get your customer from point A to point B. What does a consultant do? A consultant provides expert advice professionally.

You are a professional who provides advice. Your job is to guide your prospective customer to where they need to go. It’s their responsibility to get the job done. Let’s look at this example.

You: “I’ve got three auditions here for you. All you have to do is activate your account and go apply for these auditions and go from there.”

You’ve guided them to the water, but you can’t make them drink the water. This is consulting. You need to ask questions. You need to dive as deep as possible. You need to tell the prospective customer when they’re wrong.

Note that both sales processes are emotionally driven. You’re asking them, “What do you really want to do?” “Why is this important to you?” “What would it mean for your life if you landed this audition?” You’re trying to get your customer to visualize why it’s absolutely necessary to joking Explore Talent right now!

Remember, people don’t buy logically. People buy emotionally. Logical buying is based on something we need. Emotional buying is based on something we want.

Explore Talent is actually a very easy sell. You should be able to close three to four of every five qualified calls.

People need clarity over information. Clarity is the modern man’s currency. Our prospective customers don’t want information overload.

Your sales pitch should be simple. Give your customer one option and listen to their response. In this case, always give them the VIP membership yearly option. Depending on their response, move on to the next option and listen to their response.

Do not give your customer all the options at once. When you do this, more than likely, they’re going to choose the three-month subscription over the yearly subscription. What about the customer who absolutely doesn’t have the money for the yearly VIP membership?

In this case, you must remember to explain to them that Explore Talent does not submit them for auditions. They will have to visit the site every day and check for available auditions and apply for each audition on their own. Remind them that your goal is to give them the best option for their money.

Again, Explore Talent provides value at a very low price. The VIP membership is an incredible deal for the service it provides.

For calls that don’t end in a closed deal, you must always get a commitment for a follow-up call.

If the person does not want a follow-up call, try to professionally push back and explain that there is more talent than auditions available.

We work with those that are committed. If anything changes, we’d love to help them out, but in the meantime, best of luck.