B2B Genius: A Guide to Compelling Commercial Sales

By Cranston Holden

What you will learn from this book:
●How to find customers with no leads
●How to land the big clients
●What to say to customers to get them to ask YOU to sell to THEM
●Foolproof scripts for setting appointments
●Confidence to produce at high levels
●How to close naturally without pressure
●How to become the envy of your coworkers
●Rip your competition apart without ever saying anything negative about them
●Have enough clients that you can be selective with who you serve
●To consider yourself a B2B Genius

• Language: English
• Publisher: Cranston Holden
• Release date: Jun 19, 2019
• ISBN: 9780463614082

Cranston Holden

I encourage you to not let the outside world affect your inside world, but rather force your inside world to affect your outside world. This little twist on semantics WILL change your life for the better.

Book preview

Title Page

Introduction

Phase 1: Setting appointments

Phase 2: 11 Step qualifying interview process

Phase 3: Review the program

Phase 4: Closing, Stalls, and Objections

Phase 5: Strategic partnerships

Phase 6: Manage the account

Introduction

Let me make an educated guess about you. You downloaded this guide because:

You aren’t getting appointments very easily.

You have a small fear of cold calling and business

You get a sense of anxiety with the thought of walking into a business unannounced

You are not converting prospects to clients once you do meet with them

Sales goals are extremely hard from one month to the next and once the month is over it feels like you’re starting over

And most of all you feel a sense of frustration over not being the number one person in your organization, especially when you know deep down that you are the most badass person the organization has ever seen

This is a distilled version of what works, not a detailed argument of why my untested theories SHOULD work. Instead of a six hundred page book of rambling that you begrudgingly force yourself to plow through look for those golden nuggets that are sprinkled in on page 249 and another of 314, this is simply a guide full of ONLY golden nuggets.

What you will learn from this book:

How to find customers with no leads

How to land the big clients

What to say to customers to get them to ask YOU to sell to THEM

Foolproof scripts for setting appointments

Confidence to produce at high levels

How to close naturally without pressure

How to become the envy of your coworkers

Rip your competition apart without ever saying anything negative about them

Have enough clients that you can be selective with who you serve

To consider yourself a B2B Genius

Phase 1 - Setting Up the Appointments

Probably the question I get asked the most when it comes to prospecting is How many people should I call on during the day? The answer is almost always the same, As many as you can. Some people say talk to five, other people say twenty and other say make two hundred attempts. It’s a little confusing. One, it’s confusing because every industry is different. Two, it's different because people are different. Some consultants are quick and concise. Other consultants are a little slower and focus on a more laid back relationship style. So everyone and every industry is different. When I was in the field working every day I would focus on calling until I had three interviews each day and while I was in the field I would walk into