sales strategies for small business owners joel a. dawson, author presentation/sales trainer

Sales Strategies for Small Business Owners

Joel A. Dawson, AuthorPresentation/Sales Trainer

Vision

“Anything you can conceive, and believe, you can achieve.” - Napoleon Hill

What’s important to you?

BreakLimiting Beliefs

• Develop Your Vision

• Develop Your Vision

• Communicate Your Vision

Goal Setting

Planting Seeds

Planting Seeds

• Must be specific.

Planting Seeds

• Must be specific.

• Measurable.

Planting Seeds

• Must be specific.

• Measurable.

• Must be realistic.

Planting Seeds

• Must be specific.

• Measurable.

• Must be realistic.

• Time Stamped.

Planting Seeds

• Prepare for Obstacles.

Planting Seeds

• Prepare for Obstacles.

• Track progress regularly.

15 Minute Break

Strategic Sales Plan

Feasibility

Feasibility

• What problem are you solving?

Feasibility

• What problem are you solving?

• Create market parameters.

Feasibility

• What problem are you solving?

• Create market parameters.

• Conduct market research.

Feasibility

• What problem are you solving?

• Create market parameters.

• Conduct market research.

• Compare price.

Marketing

jjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjMarketing/Prospecting

Marketing/Prospecting

• Presentation

Marketing/Prospecting

• Presentation

• Complete transaction/Enrollment

Marketing/Prospecting

• Presentation

• Complete transaction/Enrollment

• Referrals

Developing A Referral Strategy

Developing A Referral Strategy

• Start with your existing perfect clients!

Developing A Referral Strategy

• Start with your existing perfect clients!

• Share your vision of how you’re helping people.

Developing A Referral Strategy

• Start with your existing perfect clients!

• Share your vision of how you’re helping people.

• Nurture the relationship.

Developing A Referral Strategy

• Start with your existing perfect clients!

• Share your vision of how you’re helping people.

• Nurture the relationship.

• Ask for introductions.

Referral Secrets

Referral Secrets

• Tell your clients how to refer you.

Referral Secrets

• Tell your clients how to refer you.

• Let them know the parameters.

Referral Secrets

• Tell your clients how to refer you.

• Let them know the parameters.

• The way you want to be contacted or contact them.

Referral Secrets

• Tell your clients how to refer you.

• Let them know the parameters.

• The way you want to be contacted or contact them.

• Clients should be able to explain the problem that you solve.

Sales Diagnostics

Sales Diagnostics

Scenario #1

“Low activity, low production”.

Sales Diagnostics

Scenario #1

“Low activity, low production”.

• Marketing/Prospecting.

Sales Diagnostics

Scenario #1

“Low activity, low production”.

• Marketing/Prospecting.

• Feasibility Issue.

Sales Diagnostics

Scenario #1

“Low activity, low production”.

• Marketing/Prospecting.

• Feasibility Issue.

• Lack of Vision/belief.

Sales Diagnostics

Scenario #2

“High activity, low production”.

Sales Diagnostics

Scenario #2

“High activity, low production”.

• Problem with closing/enrollment process.

Sales Diagnostics

Scenario #2

“High activity, low production”.

• Problem with closing/enrollment process.

• Not identifying the need/want in presentation.

Sales Diagnostics

Scenario #2

“High activity, low production”.

• Problem with closing/enrollment process.

• Not identifying the need/want in presentation.

• Not qualifying prospects.

Sales Diagnostics

Scenario #3

“High activity, high production”.

Sales Diagnostics

Scenario #3

“High activity, high production”.

• Burn out.

Sales Diagnostics

Scenario #3

“High activity, high production”.

• Burn out.

• No expansion.

Sales Diagnostics

Scenario #3

“High activity, high production”.

• Burn out.

• No expansion.

• Maxed out on income.

J Dawson Speaks

Scenario #4

“Low activity, high production”.

J Dawson Speaks

Scenario #4

“Low activity, high production”.

Phase #1

• Clean sales funnel.

J Dawson Speaks

Scenario #4

“Low activity, high production”.

Phase #1

• Clean sales funnel.

• Shorten the sales cycle.

J Dawson Speaks

Scenario #4

“Low activity, high production”.

Phase #1

• Clean sales funnel.

• Shorten the sales cycle.

• Develop referral strategy.

J Dawson Speaks

Scenario #4

“Low activity, high production”.

Phase #2

• Start outsourcing.

J Dawson Speaks

Scenario #4

“Low activity, high production”.

Phase #2

• Start outsourcing.

• Expand to new territories.

J Dawson Speaks

Scenario #4

“Low activity, high production”.

Phase #2

• Start outsourcing.

• Expand to new territories.

• Develop new products/services.

J Dawson Speaks

Scenario #4

“Low activity, high production”.

Phase #2

• Start outsourcing.

• Expand to new territories.

• Develop new products/services.

• Develop CRM.

Success

Success

#1“Believe In Yourself”

Success

#2“Break The Rules”

Success

#3“Don’t Be Afraid to

Fail”

Success

#4“Don’t Listen to

Naysayers”

Success

#5“Work Your Butt

Off”

Success

#6“Give Back”

For more information or a personal consultation please contact Heidi Melancon at:

1-337-482-6312