1. Competitive Pursuit Selling Skills

2. Start / Stop / Continue The Rainmaker Academy will equip you with a number of tools. In order to organize these tools in a constructive manner, place a Start/Stop/Continue matrix on the inside front cover of your workbook

3. Objectives  Review complete marketing and selling processes  Develop your full selling skills  Present a complete oral and written proposal  Interact with instructors and classmates to develop selling skills

4. Time Management Matrix Urgent Quadrant I I mportant Not Important Not Urgent Quadrant II Quadrant IIIQuadrant IV Activities

5. Summary – Time Management Spending time planning your time Build in flexibility Delegate Know your limitations Create a daily to-do list Do not put off unpleasant jobs

6. Buying Cycle 1. Need Develops 2. Who can help me with this problem? 3. Evaluate solutions 4. Makes decision 5. Implements solution

7. Your Differentiators Service Gap Quality Terms Responsiveness Guarantee Industry expertise Pricing Delivery Implementation Integration

8. Building Your Introduction How do you keep the conversation moving? When they ask “What do you do?”  You know how…  Well…  The result is…

9.  Quick Response  Best Deal  Easiest to Sell Selling to Dominants

10.  Purchase with a feeding  Impulsive  They sell you Selling to Influencers

11.  Want relationship  Buy gently  Decide carefully Selling to Steady

12.  Want data – Facts  Need processing time  Need precision  Want you to be prepared Selling to Conscientious

13. Five Star System

14.  Price Resistance – Sticker Shock  Price Anxiety – The “meter” is running on me!  Payment Resistance – Buyers Remorse The Three Pricing Emotions The perception of value is highest at the moment of delivery!

15. Persuasive Communicators Listening shows concern and understanding 70% of workday spent in communicating

16. The Value Ladder Products Services Relationships Process Integration Innovation Partnership Organizational Impact

17. Client Service Matrix

18. Twelve-Step Selling Process 1. Prospecting for Leads 2.Gaining Access to Prospects 3.Qualifying Prospects 4.Identifying Decision Influencers 5.Developing Like and Trust 6.Discovering Problems and Needs

19. 7.Creating Wants 8.Handling Objections 9.Demonstrating Capabilities 10.Creating Value Perceptions 11.Persuading Decision Influencers 12.Closing the Sale

20. NEAD-PAY  N – Who Are You Using Now?  E – What do You Enjoy About “X”?  A – What Would They Alter?  D – Who Else is Involved in the Decision?  PAY STRATEGY

21. Pay Strategy  Clients may use all services. Value is their goal; money is not an issue  Some clients only want lowest price  Other clients use few services. Want to know service is available

22. Decision Influencers  The Final Authority CEO, President, Chairman  The User CFO, Controller, Bookkeeper  Technical Investment Bank, Surety Agent  Coach  Gatekeeper

23. How Do You Handle Objections?  Listen  Restate  Ask Questions  Answer  Confirm

24. Sell Benefits  Features  Advantages  Benefits

25. Closing the Sale  Trial Close  Direct Close  Sharp Angle Close  Change Places Close  Tie Down Close

26. Seven Aces Value of one $15,000 Client x Ten Years = $150,000 An Ace Brings You One a Year $1.5 Million

27. How Do We Go About Asking For A Referral? Direct Approach Do you know this person? Client’s Customers and Suppliers Indirect Approach Client's Lawyers and Bankers Annual Letter Seminar Response Card Newsletters

28. Review of Sales Questions  Open–Ended Questions  Close-Ended Questions  Yes/No Questions  Situational or Informational  Problem Questions  SPIN Questions

29. Need Payoff Questions Expand Implied Needs to Explicit Needs Explicit Needs Reveal Clear Problem Stimulate Desire for Your Solution

30. Questions Probe for Vital Sales Information Prospect’s Objectives Problems Needs and Wants Decision Process Budget and Timing Competition

31. Techniques to Build Presentation # 1 Plan Your Closing First #2Begin With the Unexpected #3Organize to Fit Your Audience #4Decide on Your Motive #5Keep It Simple & Short

32. Build a Powerful Presentation Trust Logic Emotion

33. Team Selling and Innovation Patterns The Creator The Advancer The Refiner The Executor The Facilitator

34. P.E.P. Cycle Creator PShort Lived Stage EGets an Idea PWhat if they don’t like it?

35. P.E.P. Cycle Advancer PNo Ideas EI hear An Idea I Like PPeople Poke Holes and Raise Objections to Ideas

36. P.E.P. Cycle Refiner PNo Ideas EClarifies Objections Pokes Holes Makes Idea Better PWhat if they can’t handle?

37. P.E.P. Cycle Executor POh, You’re going to change? EI have the information I need to implement the plan. PAfraid it won’t work

38. P.E.P. Cycle Flexer PWe Have Nothing EPlays Role of Dealmaker PWhat if they don’t buy it?

39. Case Study

40. Thank You