Empowering Your Sales from Prospect to Profit Healy Success Solutions Inc. Empowering Your Sales from Prospect to Profit ENECON’s 2011 Nation Wide Sales Tour

I had the chance to observe…  5 weeks with ENECON’s Best Sales People  Ft. Lauderdale, Houston, Philly, to LA  Nuclear facilities, chemical plants, pharmaceutical plants, cargo vessels, sewage facilities, hotels and hospitals 2

What did I find?  The sales team did a great job of telling the ENECON story and building credibility  After 12 presentations there was an average of 4 opportunities per sales call  There was NOT ONE prospect who flat out said we are not interested in ENECON 3

What else did I find? We are leaving MONEY on the TABLE!!! 4

How does that happen?  After 12 sales calls and over 50 sales opportunities – ONLY 10% of those 50 were qualified  The sales people are too quick to quote  The video presentation is being confused for the sales call  Prospects were not EMOTIONALLY involved 5

Without exception everyone in this room has the chance to dramatically increase their sales!!! What’s the good news? 6

How? It is time to take the telling out of selling. 7

Remember the video:  Cannot qualify for you  Cannot put you in control of your sales call  Cannot sell for you 8

How can you take more of the money off the table?   All decisions to buy are made emotionally ~ they are justified intellectually   You have to connect your prospect to their problems emotionally   Prospects fix problems for their reasons NOT yours 9

Prospects don’t fix broken equipment.  Prospects will fix annoying, costly, painful or embarrassing problems  The prospect has to tell you how the annoying, costly, painful or embarrassing problems are affecting them  Once the prospect tells you how the problem affects them – NOW you can offer a solution 10

You NEVER ask a question for yourself   For example: I asked a Director of Engineering at a hotel in California the following after he admitted to having leaks: Q: “Do you have many leaks here?” A: “Oh man – everyday – this building was built in 1972!” 11

Video Set Up I have a video I would like you to see – it shows how we offer industrial strength solutions for repair and maintenance needs all around the world. Chances are you just may see some solutions that can be applied to issues you are dealing with now. After the video – we can talk about specific applications that might have caught your attention – sound fair? 12

W.H.Y. stands for…  Who is making the decision?  How does it affect the decision makers/process?  Y is it important to them? 13

Who is making the decision? (and how are they making the decision?)  Enecon: I was wondering – how are you and your boss deciding which quote to go with?  Enecon: Bob I have found that with important decisions like this – there are typically a number of people involved in the decision making process – besides you and your boss – who else is involved? 14

How does it affect them?  Enecon: I was curious - why is repairing your pump important for you at this time?  Enecon: If you could change or improve one thing about how you maintain your facility - what would it be? 15

Y is it important to them?  Enecon: When I speak to people like you they fall into one of two categories - fixing this problem is something they would LIKE TO DO or it is something they MUST DO? Which is it for you?  Enecon: Help me to understand what would happen if you are delayed in fixing your cooling tower? Can you live with the delay? 16

You can call Tim to discuss today’s presentation or ask any questions you may have regarding your Sales Team Training or Sales Force Recruiting needs. You can reach Tim at or to discuss if Healy Success Solutions’ Coaching Systems are right for you. 17