Speed-Change System Joe Ellers’ Speed-Change System For Sales Professionals & Sales Managers “The Fastest Way to More Sales, Better Management & Total Predictability” Consulting Associates  Joe Ellers  Norman Reid Copyright 2008, all rights reserved. Consulting Associates Selling in a Tough Market Presented by Joe Ellers

Its hard to believe but you make your own economy For most organizations, recessions are optional All you need to do is (at least) one of the following: Find a few more pieces of biz to work on Close a higher percentage Simple but not easy…

What the best do… Understand reality Know the numbers Be clear on what you want Keep on keepin’ on

Understand Reality What is really happening? (Don’t get your economic news from the press, get it from the customers) If they’re still in business, they can buy, you just might have to work a little harder

Know the numbers What did you actually quote last year? How many opportunities did you work? How many opps were converted to quotes? How many quotes did you win? What is your kill ratio? How much business did you see?

Be clear on what you want… You know the drill: What do you want to sell? Who do you want to sell to? Why should they buy from you? (Now?) What does a good order look like? How many sales calls should you make? (Now?)

Keep on keepin’ on Don’t slack off—speed up Don’t assume that they aren’t buying A special word for the managers: Don’t cut back on marketing, management or training

Remember this equation Sales power = More opportunities than you need Get clear on what you need

Sometimes they call you… Pay attention to the opportunities—not just the wins When the opportunities fall below the “Mendoza” line, you have to do something different:

CALL THEM! Get your list together now: Which organizations do you want to call? (Who is most likely to have work that you can win?) Who do you need to speak with? What do you need to talk about?

Don’t forget: Sales = Process Target who you want Talk to the right people Find a piece of business Get qualified Give them a price Get the order (or don’t) Keep your pipeline full = healthy personal economy

So, what do you need to do to keep a full pipeline? Find new customers Contact existing/old customers Find new people within your existing customers Identify projects How much of that are you doing right now?