1. How To Sell A Presentation by Topeka SCORE
This presentation can be found on-line at:
Introductions By Gary

2. Presented by Russ Connor – SCORE Chair
Tell Us About Yourself
Presented by Russ Connor – SCORE Chair
Born & raised in NY
B.S. – Clarkson University
Distribution Management – Boston, MA
Distribution Manager – Frito-Lay
Business Owner – 10 years
Business Consultant – 3 years
Director IT – 10 years
Retired

3. Topeka SCORE
Serving: NE Kansas Office: 120 SE 6th, Topeka, KS Website: Contact: Russ Connor, Chapter Chair Mentors: Certified mentors to help you

4. Our services include:
Round Table discussions
1st Saturday every month at 8 AM
Washburn Institute of Technology, 5724 SW Huntoon
Mentoring
Face-to face
Via
Workshops for success

5. SCORE Mentors: We Volunteer to Help You
Topeka SCORE mentors have successfully managed businesses large and small
SCORE Provides Experienced Coaching:
Sound business planning
Product and service review
Financial insights
Marketing and promotions
Resource planning
On line webinars at score.org

6. A Reminder: Partners for Success
Attorney
Banker
Insurance Agent
Accountant
Mentor

7. Marketing
You have developed a great marketing plan using social media, a great website, and other advertising and now customers are coming to you like crazy! Is that enough?

8. You must have a plan to convert these potential customers into buyers
You must have a plan to convert these potential customers into buyers! It’s called knowing how to sell. And remember, people want to be sold!

9. He is natural-born salesman!
Salesmanship
He is natural-born salesman!
Use personality as example

10. Salesmanship
The true champion salesperson is someone who understands and does the basic principles of selling well

11. A Champion Salesperson
My definition of a good salesman:
Someone who helps get the customer what he wants and what he needs, when he needs it.
A Great Salesperson
Gains trust of the buyer
Shows empathy and concern for the buyer
Listens to the buyer and shows concern
Has the ability to ask the right questions

12. Hopkin’s Seven Basic Steps
Prospecting
Making original contact
Qualification
Presentation
Objection Handling
Closing the Sale
Referrals

13. Sales Prospecting Sales is a Numbers Game
Selling is a lot about the numbers
How many calls did you make?
How many appointments did you set?
How many deals did you close?
What was your average dollar per sale?
Did you meet your goals?
IPA: 40,000C/8,500A/358L/148G
Every “no” is a step closer to a “yes”
IPA 250 Calls, 25 Appts, 5 Analyses, 1 Job

14. Finding Prospects Referrals Join trade associations
Community involvement
Cold Calling
Hand out business cards
Advertising
An effective website
Social Media

15. Steps to a Sale The First Impression Earn the customer’s trust
Determine what the customer wants & needs
Demonstrate/explain your product (educate)
Ask for questions, search for objections
Prepare customer for the CLOSE
Close The Sale
After the Sale

16. The Initial Impression
Dress professionally for your business
Do not prejudge potential customers (..)
Get to know your customer and earn their trust
Qualify Your Lead
Establish that your prospect is the decision maker
Example of North Couple wanting a pool
Often, husband and wife
Don’t waste too much time if not qualified

17. Earn the Customer’s Trust
Show an interest in the customer
Do not move on until you have their trust
Wants and Needs
Focus on their needs and wants not yours
Example of a 1 hour warmup
Look around for likes (office, home)
Don’t bad mouth competition – sometimes the competition is not what you think!

18. The Presentation Again, focus on the customer’s wants & needs
Tell them what you’re going to tell them
Summarize what you told them
The presentation is nothing more than the preparation for the close!
Control the client with constant questions
Finish with the customer saying yes to your product
Again, its not what you want its what the customer wants/needs
The uh’s example

19. Customer Objections Oh my gosh, the customer has raised an objection
Isn’t this great, the customer has not objected to anything in my presentation!

20. Customer Objections
The lack of objections from the potential customer likely means they are no longer interested.
So, either get objections or verify that the customer is completely satisfied.

21. Customer Objections The objection is your friend!
The objection is a request for more information
Objections can be a way for people to slow things down
Listen to the objection and have them elaborate
Answer the objection
Confirm that the objection is handled
Handling objections properly can show that you can help the prospect make a logical decision!
Always acknowledge the objection and show empathy

22. Closing the Sale
If you have done everything properly, the Close is the easiest part of the Sale!
Closing can happen at any time. One can actually unsell a customer.

23. Closing the Sale Prepare for the Close:
Have prospect verify they can trust you to make it happen
Have the prospect agree that the product is what they want
Ask the prospect to keep an open mind
Present the price proposal
Ask for the sale (Indirectly or Directly)
Handle additional objections
Ask again for the Sale!
Price = Total Investment
Focus on monthly payment
Cost versus time example

24. Closing the Sale: Additional Notes
You submitted your proposal/price. What next?
Wait!
Handle any other objections
The customer objects to the price / invoice.
Smile, it is worth it, right?
Invoice of $20K, smile be confident

25. Closing the Sale: Additional Notes
When is the best time that we can deliver the product?
Always close with confidence.
Whenever you ask a closing question, shut up. The 1st person to speak loses.

26. “ I want to think it over”
Agree, but confirm that they are truly interested
Do you have any concerns about my company?
Do you have any concerns about me?
Do you have any concerns about my product?
Then your only concern is the price?

27. After the Sale Thank them for their business
Provide sincere promise to make sure it happens
Ask for referrals
Final Note: Beware the Customer From Hell
Are you sure? Avoid the cancellation
Example Dr

28. Pricing If you have earned the customer’s trust, and
You have established that your product / service is of top quality, and
You can show that your company will take care of them after the sale, then
Price is usually the least important factor
My convention and the results

29. Another Lesson: Sales More Sales More Profitability
Higher Prices = Less Sales

30. Take the Next Step! Request a SCORE Mentor
Russ Connor

31. Thanks for Coming! I hope we have been of some help