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