onla successful selling 1-15-13

Consider us your business Consider us your business partner…partner…

Only Better!Only Better!

Who is @MichaelBowers?Who is @MichaelBowers?

District Center Manager for Ohio SBDC at Columbus State since 2002

SBDC State Star for Ohio in 2007

Won the SBA Innovation and Service Center of the Year for Ohio and SBA Region Five in 2007

Striving to accelerate the growth of entrepreneurship and small business innovation. #RunNerds Marathoner. What's worth doing is worth doing for 26.2!

Who is the Ohio SBDC at Who is the Ohio SBDC at Columbus State?Columbus State?

An experienced & award winning team providing no-cost, one-on-one business

management advice with four centers to serve you at one location:

Core SBDCManufacturing & Technology SBDC

International Trade Assistance CenterLatino SBDC

It’s All About CustomersIt’s All About Customers

Everybody SellsEverybody Sells

Either you are selling them on buying from you or your are selling them on

buying from your competitor

Why Sales?Why Sales?

Nothing happens in a

business until someone sells

something.

Key to SalesKey to Sales

Create Value For The Customer

Find the customers’ pain and solve it!

Why Sales?Why Sales?

If you have a product or

service that helps people you

have an obligation to sell

it to them.

Key to SalesKey to Sales

Sales Presentations

Build Rapport = Trust

Probe / Question

Prescribe a Solution

Biggest Key to SalesBiggest Key to Sales

CLOSING ~

Ask for the sale

Logical conclusion to the sales process

You need to “target” and “focus” on what will be most successful

You can not focus your attention on “Everyone” and “Everything”

Everyone is Everyone is NOTNOT your Target your Target

Are You MarketingAre You MarketingOr Selling?Or Selling?

Marketing and SalesMarketing and Sales

You need to do both but

remember they are separate

activities connected by your

brand and your messaging.

Why Sales?Why Sales?

Marketing costs money

~

Sales makes money

Are You MarketingAre You MarketingOr Selling?Or Selling?

Everything you do to promote your business to get

customers to buy your product / services on a regular basis

What is Marketing?What is Marketing?

What is Sales?What is Sales?

The exchange of goods or services for

money

Why Sales?Why Sales?

Marketing costs money

~

Sales makes money

Why Sales?Why Sales?

Nothing happens in a

business until someone sells

something.

Why Sales?Why Sales?

If you have a product or

service that helps people you

have an obligation to sell

it to them.

Set The StageSet The Stage

ProspectingProspecting

Building Activity Above Your Building Activity Above Your FunnelFunnel

Marketing Is?Marketing Is?

ProspectingProspecting

Networking: Combine pleasure and business. Cold calling: Calling people with no known interest.Trade Shows: Have a strategy to convert Direct mail: Send flyers and information. Referrals: Get people to give you leads. Prospecting clubs: Collaborating with other sales people. On-line sourcing: Finding useful detail online. Your website: Is a very powerful tool. Social Media: On-Line Networking.

The Power of The Power of Digital Digital

Why Participate?Why Participate?

Marketing is changing

The need to spend money on push advertising is diminishing

“Word Of Mouth” is a click away

Building Activity ~ ProspectingBuilding Activity ~ Prospecting

This is where the magic happens and by magic I

mean SEO and CONVERSION.

Your Website Is CriticalYour Website Is Critical

The Sales ProcessThe Sales Process

28

Suspects

Prospects

Qualified&

Interested

Presentation

Close

$ Sale $

Effective Sales ProcessEffective Sales Process

Key to SalesKey to Sales

Nobody cares about what you do

They care about what you can do for them

Keys to SalesKeys to Sales

Create Value For The Customer

Find the customer’s pain and solve it!

Value of building rapportValue of building rapport

80% of all sales are based on the customer

Liking and Trusting

the sales person

Key to SalesKey to Sales

Sales Presentations

Build Rapport = Trust

Probe / Question

Prescribe a Solution

Keys to SalesKeys to Sales

Develop selling questions that get to the right results

Develop closing questions

Keys to SalesKeys to Sales

Come up with 5 things that are great about dealing with you and your company

Come up with 5 typical objections you get and how you should respond

CLOSING ~ Ask for the sale

Logical conclusion to the sales process

Keys to SalesKeys to Sales

More Keys To SalesMore Keys To Sales

Each Stage of the sales process is about Customer Commitment.

It’s not a problem until the customer says it is.

Define an economic consequence to the problem. If not customer may choose to live with the problem.

Is there Committed Funding? Note…Budgeted and committed are not the same thing.

Who makes the final decision?

Sales Techniques and TipsSales Techniques and Tips

To sell you need to align yourself with the other person then “lead” them

where you want them to go.

Sales Techniques and TipsSales Techniques and Tips

One word rapport buster…”But”

Tells the prospect they are wrong. Use “and’ instead.

“I understand “and”…; I agree “and”…; I can appreciate that “and” many of my happiest clients felt the same way and

here is what they found…

Key to SalesKey to Sales

Create Value For The Customer

Move Prospects through the FunnelMove Prospects through the Funnel

1. Generate Lead (Preparation and Planning)

2. Do Initial Qualification by making the first contact (Approach)

3. Do detailed discovery (Fact Finding)

4. Make solution definition (Proving Value)

5. Make a proposal (Recommendation)

6. Do negotiation and make a closure (Close)

Final Thoughts (Almost Done)Final Thoughts (Almost Done)

What Makes a Sales Person?What Makes a Sales Person?

The Ohio SBDC at Columbus State

p. 614-287-5294

www.SBDCColumbus.com

For Information on SBDC ActivitiesFor Information on SBDC Activities