1. Small Business Sales Workshop Facilitator - Mark Corbin

2. Small Business Sales Workshop Facilitator - Jeanine McCreary
May 8, 2019
10:00am -11:00am
Conference Call #: (605)
Access Code:
Presentation Copy Available:
Facilitator - Jeanine McCreary

3. Table of Contents A Dose of Self Esteem
Skill Development
A Dose of Self Esteem
“People Buy From People They Like”
Sell to Consumers, Medium and Large Businesses
This Is Sales
Some Ideas to Think About
Risk Yourself
Click and Learn
The #1 Sales Technique In The World
5-People You Need To Know

4. A Dose of Self-Esteem The Reactor Core of Your Personality
Your self-esteem is the most important part of your character.
Your self-esteem is the “reactor core” of your inner power.
Your most important single element determining your attitude and your personality.
It is the key to your success in life.
People with high self-esteem do well at everything they attempt.

5. “People Buy From People They Like”
Be Likeable
Be a conversational chameleon. Adapt conversation to the individual by age, interest, profession.
Be a name dropper. Always mention the names of people or places you could have in common.
How Not to Be Liked
Being unprepared by not reading papers, trade journals and information sources.
Controlling conversations by asking a barrage of questions, no matter how open-ended.
Complaining or bragging.
One-upping/competing, interrupting, not listening, slinging put-downs.
Offering unsolicited feedback.

6. Process Steps for Sales to Medium and Large Businesses
Phase 1
Phase 2
Phase 3
Phase 4
Phase 5
Prospecting
Qualifying
Proposal
Decision
Repeat Business
SOLUTION SELLING® SALES PROCESS STEPS
Evaluation plan to demonstrate to decision-maker your ability to meet their business needs
Assess potential (revenue forecast, internal dependencies)
Ask for the business
Issue the proposal
target company Generate new prospects (via referrals, networking, trade associations, conferences)
Look at existing customer base for opportunities
Identify initial sponsor/ally within
SALES PROCESS ACTIVITIES AND MILESTONES
Probe and assess needs with prospect/ customer
Create a buying vision that maps product/service to business needs
Deliver proof to sponsor that needs can be met
Negotiate terms and conditions
Close the sale
Complete the work (deliver the product/service)
Follow-up with the customer
Buying vision and access to
decision-maker
Value demonstrated and proposal submitted
Satisfied customer (repeat business, reference)
OUTCOMES/GOALS
Initial sponsor identified
Signed contract
JOB AIDS
Business Development Prompter
Customer Reference Story
Selling Points Presentation
Competitive Points List
Product/Service Benefit Statement
Follow-Up to Product/Service Sales Call (formal)
Follow-Up to Product/Service Sales Call (informal)
Product/Service Evaluation Plan
Value Analysis Calculator for Product/Service
Rebuttals to Negotiation Roadblocks
Give-Get List for Negotiation Tradeoffs
Negotiation Tracker
Product/Service Satisfaction Tracker
Sale Follow-Up Letter
CUSTOMER BUYING PROCESS
Identify business needs
Determine requirements
Evaluate options
Negotiate
Implement and evaluate success

7. Some Ideas To Think About
Selling The Invisible:
Follow up brilliantly. Have a well thought out follow up approach.
Forget looking like a superior choice. Make yourself an excellent choice.
Each impression you make will - temporarily, at least - be your last. Make it strong.
Your position should be singular: one simple message.
You must sacrifice. You cannot be all things to all people; you must focus on one thing .
Watch your relationship balance sheet - assume it is worse than you think and fix it.

8. Key To Success-Risk Yourself!
Selling a service involves personal risks - risk yourself.
Get out there. Let opportunity hit you.
Sell happiness or the hope of it! Sell hope.
In your words and pictures make yourself vivid.

9. Always Be Learning Never Stop Acquiring Knowledge:
Obtain as much subject-matter knowledge as you can.   
You don’t have to know everything, but you should have extraordinary knowledge about something relative to your business. 
It’s important that your employer views you as smart. 
Enhance your ability to INFLUENCE and PERSUADE
“Always be associated with a task nobody else can do.”

10. The #1 Sales Technique In The World
Listen

11. (5) People You Don’t Know – Who You Need to Know
B. Stillman is chief information officer and senior vice president of process improvement at ABC Inc.
Mail Carrier
Pamela Justice, director, small-business initiative at the American Foundation of Utah vice chairwoman.
Mentor
Strategist
William Jones, senior vice president, senior client manager at Commercial Real Estate Banking
Libby James, a partner at Ballard Andrews is chairman.
Wilson Tok is senior vice president and controller at Ramstein Cable
(5) People You Don’t Know – Who You Need to Know
Dana Mills is senior vice president, government affairs, at Welsh Enterprises
Leslie Baker is deputy general counsel at Insurance Maintenance.
Strategist
Man of Action
Jason Thomas, chief information officer and senior vice president at Coorbin Investments Co., CIO
Jean Reynolds is senior vice president, government affairs, at Masters LLC.

12. Sources
Self-Esteem and Sales Success, by Brian Tracy on Nov 7, 2007;
Book Summary/Review: Selling The Invisible, This article is based on the following book: Selling The Invisible by Harry Beckwith
Process Steps for Sales to Consumers and Process Steps for Sales to Medium and Large Businesses, SOLUTION SELLING® SALES PROCESS STEPS
Push Pin Clip Art;
Front Cover Art:

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