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% Document Info
\author{smeyer}
\pdfinfo{
  /Title (proactive-selling.pdf)
  /Creator (Cheatography)
  /Author (smeyer)
  /Subject (ProActive Selling Cheat Sheet)
}

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\fancyhead[L]{
\noindent
\begin{multicols}{3}
\begin{tabulary}{5.8cm}{C}
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    \vspace{-7pt}
    {\parbox{\dimexpr\textwidth-2\fboxsep\relax}{\noindent
        \hspace*{-6pt}\includegraphics[width=5.8cm]{/web/www.cheatography.com/public/images/cheatography_logo.pdf}}
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\columnbreak
\begin{tabulary}{11cm}{L}
    \vspace{-2pt}\large{\bf{\textcolor{DarkBackground}{\textrm{ProActive Selling Cheat Sheet}}}} \\
    \normalsize{by \textcolor{DarkBackground}{smeyer} via \textcolor{DarkBackground}{\uline{cheatography.com/49866/cs/14103/}}}
\end{tabulary}
\end{multicols}}

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\noindent
\begin{multicols}{3}
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  \mymulticolumn{2}{p{5.377cm}}{\bf\textcolor{white}{Cheatographer}}  \\
  \vspace{-2pt}smeyer \\
  \uline{cheatography.com/smeyer} \\
  \end{tabulary}
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\columnbreak
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  \mymulticolumn{1}{p{5.377cm}}{\bf\textcolor{white}{Cheat Sheet}}  \\
   \vspace{-2pt}Not Yet Published.\\
   Updated 29th December, 2017.\\
   Page {\thepage} of \pageref{LastPage}.
\end{tabulary}
\vfill
\columnbreak
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  \mymulticolumn{1}{p{5.377cm}}{\bf\textcolor{white}{Sponsor}}  \\
  \SetRowColor{white}
  \vspace{-5pt}
  %\includegraphics[width=48px,height=48px]{dave.jpeg}
  Measure your website readability!\\
  www.readability-score.com
\end{tabulary}
\end{multicols}}




\begin{document}
\raggedright
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% www.emerson.emory.edu/services/latex/latex_169.html
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\begin{multicols*}{2}

\begin{tabularx}{8.4cm}{X}
\SetRowColor{DarkBackground}
\mymulticolumn{1}{x{8.4cm}}{\bf\textcolor{white}{Successful Salespeople:}}  \tn
% Row 0
\SetRowColor{LightBackground}
\mymulticolumn{1}{x{8.4cm}}{Think like a customer.} \tn 
% Row Count 1 (+ 1)
% Row 1
\SetRowColor{white}
\mymulticolumn{1}{x{8.4cm}}{Think ahead and pull to control the buy/sell process.} \tn 
% Row Count 3 (+ 2)
% Row 2
\SetRowColor{LightBackground}
\mymulticolumn{1}{x{8.4cm}}{Ask great questions.} \tn 
% Row Count 4 (+ 1)
% Row 3
\SetRowColor{white}
\mymulticolumn{1}{x{8.4cm}}{Qualify early and often (yes++, no++, maybes-{}-).} \tn 
% Row Count 5 (+ 1)
% Row 4
\SetRowColor{LightBackground}
\mymulticolumn{1}{x{8.4cm}}{Use the right tool at the right time.} \tn 
% Row Count 6 (+ 1)
\hhline{>{\arrayrulecolor{DarkBackground}}-}
\end{tabularx}
\par\addvspace{1.3em}

\begin{tabularx}{8.4cm}{x{5.76 cm} x{2.24 cm} }
\SetRowColor{DarkBackground}
\mymulticolumn{2}{x{8.4cm}}{\bf\textcolor{white}{Buyer's Process | Seller's Process}}  \tn
% Row 0
\SetRowColor{LightBackground}
Initial Interest & Initiate \tn 
% Row Count 1 (+ 1)
% Row 1
\SetRowColor{white}
Education & Educate \tn 
% Row Count 2 (+ 1)
% Row 2
\SetRowColor{LightBackground}
Transfer of Ownership & Validate \tn 
% Row Count 3 (+ 1)
% Row 3
\SetRowColor{white}
Rationalize & Justify \tn 
% Row Count 4 (+ 1)
% Row 4
\SetRowColor{LightBackground}
Decide & Close \tn 
% Row Count 5 (+ 1)
\hhline{>{\arrayrulecolor{DarkBackground}}--}
\end{tabularx}
\par\addvspace{1.3em}

\begin{tabularx}{8.4cm}{X}
\SetRowColor{DarkBackground}
\mymulticolumn{1}{x{8.4cm}}{\bf\textcolor{white}{Tool: Towards/Away}}  \tn
\SetRowColor{white}
\mymulticolumn{1}{x{8.4cm}}{Find out if your buyers are moving TOWARDS something or AWAY from something when initiating the sales process.  70-80\% of people or AWAY buyers.% Row Count 3 (+ 3)
} \tn 
\hhline{>{\arrayrulecolor{DarkBackground}}-}
\end{tabularx}
\par\addvspace{1.3em}

\begin{tabularx}{8.4cm}{X}
\SetRowColor{DarkBackground}
\mymulticolumn{1}{x{8.4cm}}{\bf\textcolor{white}{Tool: Feature/Benefit/Value}}  \tn
\SetRowColor{white}
\mymulticolumn{1}{x{8.4cm}}{Present the Feature, Benefit, and the Value. The Value portion is often forgotten but it is the key buying reason for the Business Buyer (aka Russians/Greeks).% Row Count 4 (+ 4)
} \tn 
\hhline{>{\arrayrulecolor{DarkBackground}}-}
\end{tabularx}
\par\addvspace{1.3em}

\begin{tabularx}{8.4cm}{X}
\SetRowColor{DarkBackground}
\mymulticolumn{1}{x{8.4cm}}{\bf\textcolor{white}{Tool: Cause/Effect}}  \tn
\SetRowColor{white}
\mymulticolumn{1}{x{8.4cm}}{In the education phase, get to the split early. Find the motivation of the business case buyer by asking {\emph{cause}} questions. Find out the effects or needs of the user buyer by asking {\emph{effect}} questions.% Row Count 5 (+ 5)
} \tn 
\hhline{>{\arrayrulecolor{DarkBackground}}-}
\end{tabularx}
\par\addvspace{1.3em}

\begin{tabularx}{8.4cm}{X}
\SetRowColor{DarkBackground}
\mymulticolumn{1}{x{8.4cm}}{\bf\textcolor{white}{Tool: Three Languages}}  \tn
\SetRowColor{white}
\mymulticolumn{1}{x{8.4cm}}{Speak the right language to the right buyer.  There are three levels of buyers and they each have their own language and interest: \newline % Row Count 3 (+ 3)
\{\{fa-circle\}\} Executives (Greeks) - Market Size/Market Share - business buyers \newline % Row Count 5 (+ 2)
\{\{fa-circle\}\} Vice Presidents (Russians) - Revenue/Cost - usually business buyers \newline % Row Count 7 (+ 2)
\{\{fa-circle\}\} Managers (Spanish) - Features/Functions - usually user buyers \newline % Row Count 9 (+ 2)
What language do you speak if multiple levels are in the same room? \newline % Row Count 11 (+ 2)
Default to the most senior member's language but it's ok to speak Russian as most Greeks are fluent.% Row Count 13 (+ 2)
} \tn 
\hhline{>{\arrayrulecolor{DarkBackground}}-}
\end{tabularx}
\par\addvspace{1.3em}

\begin{tabularx}{8.4cm}{X}
\SetRowColor{DarkBackground}
\mymulticolumn{1}{x{8.4cm}}{\bf\textcolor{white}{Tool: ValueStar}}  \tn
\SetRowColor{white}
\mymulticolumn{1}{x{8.4cm}}{To sell effectively you must sell {\bf{Value}} (or money).  Greeks and Russians are greedy and want a return on their investment, not to break even. \newline % Row Count 3 (+ 3)
There are five ways to create value: \newline % Row Count 4 (+ 1)
\{\{fa-circle\}\}ROI \newline % Row Count 5 (+ 1)
\{\{fa-circle\}\}Risk \newline % Row Count 6 (+ 1)
\{\{fa-circle\}\}Time \newline % Row Count 7 (+ 1)
\{\{fa-circle\}\}Brand \newline % Row Count 8 (+ 1)
\{\{fa-circle\}\}Leverage% Row Count 9 (+ 1)
} \tn 
\hhline{>{\arrayrulecolor{DarkBackground}}-}
\end{tabularx}
\par\addvspace{1.3em}

\begin{tabularx}{8.4cm}{x{3.28 cm} x{4.72 cm} }
\SetRowColor{DarkBackground}
\mymulticolumn{2}{x{8.4cm}}{\bf\textcolor{white}{Tool: TimeZones}}  \tn
% Row 0
\SetRowColor{LightBackground}
Past (Restorative) & Russians/Greeks (Business Buyers) \tn 
% Row Count 2 (+ 2)
% Row 1
\SetRowColor{white}
Present (Opportunistic) & Spaniards (User Buyers) \tn 
% Row Count 4 (+ 2)
% Row 2
\SetRowColor{LightBackground}
Future (Strategic) & Russians/Greeks (Business Buyers) \tn 
% Row Count 6 (+ 2)
\hhline{>{\arrayrulecolor{DarkBackground}}--}
\SetRowColor{LightBackground}
\mymulticolumn{2}{x{8.4cm}}{When selling {\bf{Value}} speak in the right {\bf{TimeZone}}. What you present and the questions you ask should be in the proper tense based on the audience of the person you are speaking too.}  \tn 
\hhline{>{\arrayrulecolor{DarkBackground}}--}
\end{tabularx}
\par\addvspace{1.3em}

\begin{tabularx}{8.4cm}{X}
\SetRowColor{DarkBackground}
\mymulticolumn{1}{x{8.4cm}}{\bf\textcolor{white}{Tool: 30 Second Speech}}  \tn
\SetRowColor{white}
\mymulticolumn{1}{x{8.4cm}}{This tool is used to begin a prospecting sales call and initiate the sales process, it follows this structure: \newline % Row Count 3 (+ 3)
0.Pre-Intro \newline % Row Count 4 (+ 1)
-Find out if it is a good time to talk \newline % Row Count 5 (+ 1)
-Use a reference if you have one \newline % Row Count 6 (+ 1)
-Use your homework  \newline % Row Count 7 (+ 1)
1. Introduction: \newline % Row Count 8 (+ 1)
{\emph{Good Morning, Mr. Smith. My name is Bob Cook. I'm a salesperson with CROmetrics.}} \newline % Row Count 10 (+ 2)
2. About Us (use three points) \newline % Row Count 11 (+ 1)
{\emph{-We are the leading..}} \newline % Row Count 12 (+ 1)
{\emph{-We provide the...}} \newline % Row Count 13 (+ 1)
{\emph{-We also help...}} \newline % Row Count 14 (+ 1)
3. Bridge Phrase (use three questions) \newline % Row Count 15 (+ 1)
{\emph{Many question we get from VPs like your are:}} \newline % Row Count 16 (+ 1)
{\emph{-Is there a way to...}} \newline % Row Count 17 (+ 1)
{\emph{-Can you reduce..}} \newline % Row Count 18 (+ 1)
{\emph{-How can I speed up...}} \newline % Row Count 19 (+ 1)
4. Summarize and Flip \newline % Row Count 20 (+ 1)
{\emph{Before we get into these questions, Mr Smith, what are the issues and questions...}}% Row Count 22 (+ 2)
} \tn 
\hhline{>{\arrayrulecolor{DarkBackground}}-}
\SetRowColor{LightBackground}
\mymulticolumn{1}{x{8.4cm}}{Before the call remember to do your homework on the prospect and speak in the right language, timezone, and don't forget to sell value.}  \tn 
\hhline{>{\arrayrulecolor{DarkBackground}}-}
\end{tabularx}
\par\addvspace{1.3em}

\begin{tabularx}{8.4cm}{X}
\SetRowColor{DarkBackground}
\mymulticolumn{1}{x{8.4cm}}{\bf\textcolor{white}{Tool: Ask/Tell/Ask}}  \tn
\SetRowColor{white}
\mymulticolumn{1}{x{8.4cm}}{This tool turns the standard educational sales call on it's head and into a validation call. \newline % Row Count 2 (+ 2)
20-30 minutes: Ask questions about what they want to discuss \newline % Row Count 4 (+ 2)
5-10 minutes: Tell them what you do and how you can help them \newline % Row Count 6 (+ 2)
10-20 minutes: Ask them what you both have said, agree, then SBP% Row Count 8 (+ 2)
} \tn 
\hhline{>{\arrayrulecolor{DarkBackground}}-}
\end{tabularx}
\par\addvspace{1.3em}

\begin{tabularx}{8.4cm}{X}
\SetRowColor{DarkBackground}
\mymulticolumn{1}{x{8.4cm}}{\bf\textcolor{white}{Tool: Summarize/Bridge/Pull}}  \tn
\SetRowColor{white}
\mymulticolumn{1}{x{8.4cm}}{The SBP tool is how you end {\bf{every}} call and address whether to continue the Buy/Sell process. \newline % Row Count 2 (+ 2)
1. Intro  \newline % Row Count 3 (+ 1)
{\emph{We accomplished a lot today Mr. Smith.}} \newline % Row Count 4 (+ 1)
2a. You \newline % Row Count 5 (+ 1)
{\emph{You said you wanted...}} \newline % Row Count 6 (+ 1)
2b, I \newline % Row Count 7 (+ 1)
{\emph{We discussed how we might be able to help...}} \newline % Row Count 8 (+ 1)
3. Bridge \newline % Row Count 9 (+ 1)
{\emph{Do you agree?}} \newline % Row Count 10 (+ 1)
4. Next Steps \newline % Row Count 11 (+ 1)
{\emph{Great. As a next step we should sit down and...}}% Row Count 12 (+ 1)
} \tn 
\hhline{>{\arrayrulecolor{DarkBackground}}-}
\SetRowColor{LightBackground}
\mymulticolumn{1}{x{8.4cm}}{It's very important to use this at the end of every call and to stay in control and set the next steps.  Do not let the prospect set the next steps as it puts the control in their hands.}  \tn 
\hhline{>{\arrayrulecolor{DarkBackground}}-}
\end{tabularx}
\par\addvspace{1.3em}

\begin{tabularx}{8.4cm}{X}
\SetRowColor{DarkBackground}
\mymulticolumn{1}{x{8.4cm}}{\bf\textcolor{white}{Tool: 20-Second Help Speech}}  \tn
\SetRowColor{white}
\mymulticolumn{1}{x{8.4cm}}{A simple speech used for voicemail (or possibly email). \newline % Row Count 2 (+ 2)
-Intro \newline % Row Count 3 (+ 1)
-Ask for help \newline % Row Count 4 (+ 1)
-Request action \newline % Row Count 5 (+ 1)
{\emph{Hello Mr. Smith, my name is John Potts and I work for CROmetrics, and I could really use your help.  Please give me a call back at 555.555.5555}}% Row Count 8 (+ 3)
} \tn 
\hhline{>{\arrayrulecolor{DarkBackground}}-}
\SetRowColor{LightBackground}
\mymulticolumn{1}{x{8.4cm}}{When they call back, tell them what you do but then ask who would be responsible for this in their company.  This is also a great time to use a reference if you have one.}  \tn 
\hhline{>{\arrayrulecolor{DarkBackground}}-}
\end{tabularx}
\par\addvspace{1.3em}

\begin{tabularx}{8.4cm}{x{3.52 cm} x{4.48 cm} }
\SetRowColor{DarkBackground}
\mymulticolumn{2}{x{8.4cm}}{\bf\textcolor{white}{Tool: 30-SS: Second Call and Beyond}}  \tn
% Row 0
\SetRowColor{LightBackground}
First Speech & All Other Calls \tn 
% Row Count 1 (+ 1)
% Row 1
\SetRowColor{white}
\mymulticolumn{2}{x{8.4cm}}{-Intro} \tn 
% Row Count 2 (+ 1)
\hhline{>{\arrayrulecolor{DarkBackground}}--}
\end{tabularx}
\par\addvspace{1.3em}

\begin{tabularx}{8.4cm}{x{3.52 cm} x{4.48 cm} }
\SetRowColor{DarkBackground}
\mymulticolumn{2}{x{8.4cm}}{\bf\textcolor{white}{Tool: 30-SS: Second Call and Beyond}}  \tn
% Row 0
\SetRowColor{LightBackground}
First Speech & All Other Calls \tn 
% Row Count 1 (+ 1)
% Row 1
\SetRowColor{white}
\mymulticolumn{2}{x{8.4cm}}{-Intro} \tn 
% Row Count 2 (+ 1)
\hhline{>{\arrayrulecolor{DarkBackground}}--}
\end{tabularx}
\par\addvspace{1.3em}

\begin{tabularx}{8.4cm}{x{2.56 cm} x{5.44 cm} }
\SetRowColor{DarkBackground}
\mymulticolumn{2}{x{8.4cm}}{\bf\textcolor{white}{Tool: 30-SS: Second Call and Beyond}}  \tn
% Row 0
\SetRowColor{LightBackground}
{\bf{First Speech}} & {\bf{All Other Calls}} \tn 
% Row Count 2 (+ 2)
% Row 1
\SetRowColor{white}
-Intro & -Intro \tn 
% Row Count 3 (+ 1)
% Row 2
\SetRowColor{LightBackground}
-About Us & -Last time we talked... \tn 
% Row Count 4 (+ 1)
% Row 3
\SetRowColor{white}
-About Them & -Your Agenda/Concerns/Issues were... \tn 
% Row Count 6 (+ 2)
% Row 4
\SetRowColor{LightBackground}
-Summarize \& Flip & -If good meeting today, Next Step \tn 
% Row Count 8 (+ 2)
\hhline{>{\arrayrulecolor{DarkBackground}}--}
\end{tabularx}
\par\addvspace{1.3em}

\begin{tabularx}{8.4cm}{X}
\SetRowColor{DarkBackground}
\mymulticolumn{1}{x{8.4cm}}{\bf\textcolor{white}{Tool: GAP Chart}}  \tn
\SetRowColor{white}
\mymulticolumn{1}{x{8.4cm}}{Ask questions to find gaps business buyers are having reaching important goals. If the prospect is projecting to be short 5\% on a very important goal and you can help fill the gap, you are gaining a competitive advantage and delivering value.% Row Count 5 (+ 5)
} \tn 
\hhline{>{\arrayrulecolor{DarkBackground}}-}
\end{tabularx}
\par\addvspace{1.3em}

\begin{tabularx}{8.4cm}{X}
\SetRowColor{DarkBackground}
\mymulticolumn{1}{x{8.4cm}}{\bf\textcolor{white}{Tool: SalesMap}}  \tn
\SetRowColor{white}
\mymulticolumn{1}{x{8.4cm}}{A SalesMap is a document that is updated throughout the sales process that outlines what steps: \newline % Row Count 2 (+ 2)
- have already been taken, \newline % Row Count 3 (+ 1)
- do you still need to take, and \newline % Row Count 4 (+ 1)
- does the prospect still need to take.% Row Count 5 (+ 1)
} \tn 
\hhline{>{\arrayrulecolor{DarkBackground}}-}
\end{tabularx}
\par\addvspace{1.3em}


% That's all folks
\end{multicols*}

\end{document}