1. Be Proactive! You Can’t Afford to Wait for the Phone to Ring Anymore!By
Ryan Stroup, Sales Manager, LandOpt, LLC

2. Order Taking vs. Proactive Sales
You decide…

3. Order Taking vs. Proactive Sales
You might be an order taker if…
You anxiously huddle around the phone waiting for it to ring
You blame the customer for just not realizing what it costs for service of this quality
You constantly try to please the customer and feel as if you are chasing your tail
When revenue begins to decline it must be the economy

4. Order Taking vs. Proactive Sales
You might be proactive if…
You are sharing your experience with someone that has never heard of your organization before
You have identified the ideal customer and are seeking them
You clearly define the scope of services that your organization is confident in delivering
You apply the right energy at the right time

5. Proactive Defined Key components Key Actions Making the change Closing
Agenda
Proactive Defined
Key components
Key Actions
Making the change
Closing
Q&A

6. Definitions Proactive
(of a policy or person or action) controlling a situation by causing something to happen rather than waiting to respond to it after it happens
Acting in advance to deal with an expected change or difficulty
Being proactive is about being anticipatory and taking charge of situations

7. Today’s Context Context Sales Focus
The setting in which an item of information appears
Sales Focus
Revenue vs. Sales

8. Order Taking Challenges Unpredictable Market Driven
Customer (attempts to) define
Solution
Price
Terms
Creates a no win environment

9. Rewards Proactive Sales Predictability
Applicable in all market conditions
You (the professional) define
Solution
Price
Terms
Creates a system that can be managed

10. What is Proactive Sales?
Not a BAD thing
Defined process
Apply Right Energy at the Right Time
Allows a team approach
Sales Plan
The proper inputs will result in proper outputs
Proper team member
Mindset of the hunter

11. Proactive Sales
Key Components

12. Process Clearly defined steps
Application of resources at appropriate time
Leverage expertise & knowledge to gain confidence
Enhanced negotiating power
Creates a customer that is truly excited to engage in services and values what you provide

13. Plan your work, Work your plan
Sales Plan
Plan your work, Work your plan
Ratios – know them
Leads 3:1
Intro 2:1
Verification 1.25:1
Proposal 1.5:1
Overall 10:1
Monitor results

14. Proper Team Member Physiological profile Build Provide
Hunter not farmer
Build
Relationships
Confidence
Provide
Solutions
Negotiation

15. Proactive Sales
Key Actions

16. Application Transformation Art not science Requires Strategy
Willingness
Discipline
Systems
Culture
Solutions

17. What is Culture? Culture Empower your team
the tastes in art and manners that are favored by a social group
Empower your team
with the tools, processes, training and support necessary to become a Customer Driven Business

18. C B A Systems Create or Invest P.S.A. Consider return on investment
Be sure to include risk
P.S.A.
Proven
Scalable
Applicable A B C

19. Transformation
Making the Change

20. Transformation of Your Team
Implies a major change in form, nature or function
Requires a significant investment of time, effort, resources and leadership to ensure adherence to the new way of doing things
Do not take lightly

21. Proactive action
Closing

22. Three Legged Stool Proactive culture Selling is only one piece
Customer care
Delivery
Internal

23. Why Apply a Proactive Culture?
You control
Sales volume
Quality of customer base
Profitability
Future
You are
Responsible for your success
No excuses

24. Recap People don’t like to be sold… They like to buy…
People do not buy products & Services… They buy outcomes…
This is a journey with milestones not a destination…

25. Q & A
Discussion

26. Are you a contractor that reluctantly went into business?
Ask yourself…
Are you a contractor that reluctantly went into business? Or
Are you a business person that enthusiastically chose contracting as your career?