Sales Process To change the image on this slide, select the picture and delete it. Then click the Pictures icon in the placeholder to insert your own image. Sales is the transference of emotion, specifically the emotion of certainty & the ability to influence.

Maintain Relationship Prospecting Approach & Contact Presentation Follow Up Referral Maintain Relationship Sales Process

Obscurity – Your Biggest Problem. If I don’t know who you are I cannot purchase your product or service.

Research the company. If they have a web page LinkedIn page, Facebook, or simple google search. Know who you are prospecting! Show them that you value their time & you have done your homework. Research your contacts on LinkedIn, ask them if you can use them as a reference to their contacts, reach out to people connected to them. – Show Them You Know Them. Identify commonalities. Be creative Research external interest your prospect may have. Schools, charities, local chamber of commerce anything outside of the business. If you have mutual connections this can really land the customer. It often takes more than one attempt. Do Not give up. Use Every method possible, follow emails with phone calls, utilize LinkedIn, and even snail mail. Integrity & honesty is Key. Do not bend the truth or cut corners. Keep a clear line of communication. Utilize Facebook, Google Business, LinkedIn to generate prospecting list. Create a defined target list. Never stop by or call un announced. Send an email prior stating the day & time you will be in the area. Ask if there is a better time > if no response show up or call promptly as the email stated. Be consistent. Prospecting

Listen. Use open ended questions and listed, you will be surprised at what you will learn during your initial visit. Develop a well written Prospecting Email. Very straightforward & to the point. Anticipate Objections & how you will respond to them. Use videos in your sales emails. Develop a cold calling script. Master the art of follow up! Approach & Contact

First impressions can be the determining factor in starting a successful business relationship or finishing with one meeting. It is very easy to make a poor first impression on someone, often without realizing you’ve done so. It’s even harder to make a positive impression, so you must put effort into your introductions. Most people begin forming an opinion of you within 3 seconds and these judgements can be very difficult to modify. Dress for the occasion. Handshake (often, but not always) Introduce yourself –include a hook, something unique. Move into conversation. Presentation

Ask – What's the best way to follow up Ask – What's the best way to follow up? Then follow through with that method. Set a follow up time & appropriate interval. Summarize conversations. Make Notes on specifics or any unique details, Family, Sports, Parents, etc.. Always call or email with a specific reason, preferably something that will benefit the client. Don’t be another “touching base” email. Do not be aggressive. Be consistent. Use a social message. Something simple to stay in contact. Email them a Blog post that pertains to their business. Follow Up

Referral Does your customers refer new customers to you? Have a letter of recommendation from a customer or multiple customers that you can attach to an email. Have you Ever Asked for referrals? Why not – networking with people you know will seal more leads. How would you approach asking for referrals? Referral

Maintain Relationship Social Media, like their page, comment on post. Remember Birthdays, work anniversaries, favorite sports team, these all lead to reasons to contact and maintain the relationship. Sell yourself first then your company & product. People buy from people they trust & like. Maintain Relationship

People Look For Sincerity. Spend Less Time On Closing – Obviously the goal is to close, but not the focus. Overcoming Objections: Price, Availability, etc.. Spend More Time On…. Report Understanding Customers needs / problem – Create resolutions Contribute to their processes. Add value by providing solutions to the customers problems. Being Sincere Having Good Intentions Building referrals People Look For Sincerity.

Maintain Relationship Prospecting Approach & Contact Presentation Follow Up Referral Maintain Relationship Sales Process