1. We help accounting firms grow. The Sales Process

3. 1.WHAT we want to accomplish 2.WHY is this important 3.HOW we will achieve this outcome

4. Sell A Cruise

5. Objectives

6. Marketing and Selling Are Processes

7. The Sales Process

9. Balance in the Selling Process

11. Targeting

12. Determine your ideal client profile Mr. A Client Targeting

13. Articulate your Client Profile The type of client I am looking for is… Targeting

14. Where can I find prospects? Targeting

15. Researching Prospects Targeting

16. Gaining Access Internal External Google Mail and Call Targeting

17. Qualifying Your Prospects NEAD BAR Targeting

20. Decision Influencers Targeting

23. Identifying Needs

24. Building Like and Trust Why are we not automatically trusted? How do we develop like? How do we develop trust? Identifying Needs

25. Discovering Problems R eality I mpact A ngst N ew Reality Identifying Needs

26. RAIN Methodology Reality questions Gather information Get lay of the land Tell their story Identifying Needs

27. RAIN Methodology Angst/ Anxiety questions Discover pain points Probe for problems, dissatisfaction, and difficulties No Angst, no sale Identifying Needs

28. The Sales Process

29. Solution Development

30. RAIN Methodology Impact questions Supersize the Pain Look into the future Clarify the impact of not changing Solution Development

31. RAIN Methodology New Reality questions- Refocus attention on a solution Make explicit the value of changing Reduce buyer objections Solution Development

34. Demonstrating Capabilities 1.Tell about a successful engagement 2.Talk about a peer review 3.Show them deliverables 4.Know your competitors Solution Development

35. Create Value Perceptions Features Advantages Benefits Solution Development

36. Whiteboarding Solution Development

37. Whiteboarding Current Reality- what’s going on today Desired New Reality- focus on the companies objectives, needs and wants Possible Solutions- solutions that can help them obtain their new reality Project Details- how you and the client will work to complete the selected solutions Solution Development

38. White Boarding Process Solution Development

39. Develop Plan with Prospect Solution Development

40. The Sales Process

41. Resolution

42. Persuading Decision Influencers Average Sale Made After 5th Sales Call -50% Make One Call -23% Make Two Calls -10% Make Three Calls -8% Make Four Calls -5% Make Five Calls - 4% Make More Than Five Calls Resolution

43. Negative Positive Sign Approve Cost or Price Investment Objections Area of Concern No Yes Understand Me? Did I make that clear? Eliminate Negative Words

44. Proposal Assessment Tool Proposals should focus on the Prospect, not us! Resolution

45. Persuade Decision Influencers Table Group Discussion List questions or phrases you would use to persuade Decision Influencers to use your firm. Resolution

46. Closing the Sale Resolution

47. Trial Close Asks for an Opinion Gives You the Direction Conditions Them to Say “Yes” Resolution

48. The Direct Close Resolution

49. Sharp Angle Close If I guarantee your service request by that date, are you ready to approve the engagement so we can get started today? Resolution

50. Change Places Close Resolution

51. Tie Down Close Resolution

53. The Rainmaker Academy says… Thank You!