onla successful selling 1-15-13
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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