1. Creating Value for Buyers Enjoy Success Growing Your Business Peter Lawless – www.3r.iewww.3r.ie

2. What Constitutes a Successful Company?  Producing an excellent product or service.  Selling and Supporting what they produce.  Having Great, Motivated People

3. Entrepreneurs Take Risks

4. What to do when it gets tough?  Problems are challenges  Challenges are opportunities  Opportunities reward those who take action!

5. What does Success mean to YOU  What will you OWN?  What will you DO?  Who will you Share it with?

6. The 5 Key Success Factors  Increasing Leads  Converting Leads to Sales  Lifetime Customer Value (annualised)  Operating Costs (Margin)  Reinvesting Profit to foster innovation

7. Lead Generation (Prospecting)  Commonly known as Marketing  A lead can be defined as follows; A person or company that has expressed an interest in you or your product This could be either as a result of:  You contacting them - outbound  Or them contacting you - inbound

8. Converting Leads to Sales  What problem or desire does the product address?  What does addressing that issue enable the purchaser to do?  Can the buyer assign a value to that new capability?  When ideally do they need this by?  What is the cost of doing nothing?

9. Converting Leads to Sales Identifying – 10% Valuing – 25% Qualifying – 50% Negotiating – 75% Implementing / Supporting Lead Generation A good sales process ensures best sales practices get repeated

10. Sellers sell forward!  Close date key in all sales pipelines.  Close Date = Contract Signature.  After the close - someone else delivers! Do you have a special pen for contract signatures?

11. Buyers Buy Backwards!  When do I get Ownership?  How do I get there?  Is the roadmap to value clearly defined? What will this purchase enable me to do & When?

12. The Contract = Partnership!  Focus on when the customer gets value!  The contract is just one step in a joint journey!  A Foundation for Trust. It is 5 times easier to sell to existing customers? You lift me up, and I’ll bring it over

13. Converting Leads to Sales

14. Sales Cycle 1 – Identifying – 10%  Solution payback mapped to 3Rs  Champion Identified  Timeline to Purchase agreed

15. Sales Cycle 2 – Valuing – 25%  Champion Visualizes 3R payback with timescale  Agreement to meet Decision Maker/s  3R Stakeholders Identified

16. Sales Cycle 3 – Qualifying – 50%  Decision maker confirms 3R payback  Evaluation criteria and plan agreed  Method of Finance agreed

17. Sales Cycle 4 – Negotiating – 75%  Evaluation criteria met or exceeded  Verbal agreement from DM  Contracts with Legal and Purchasing

18. Success at Persuasion  Ask; The right Person AT the right Time The right Questions  Listen, then have; The right Answers IN the right Way With The right Evidence  At all times have a great Attitude

19. Opening the Call  Smile, as though you really mean it!  Thank them for their time  Ask them how long they Have

20. Closing the Call  Summarise all the issues they have  Agree a value on solving their issues  Confirm the decision process  Agree an action plan  Set the date of the next meeting

21. You CAN do anything  The Harder you prepare the luckier you seem to get Doug Collins, Chicago Bulls Coach, about Michael Jordan

22. “You become What you Think About” Buddah – Circa 500BC

23. Thank you for participating 3R Your Business Growth Specialists Increasing Your Sales Delivering More leads Coaching Leaders for Success Motivating Teams and Groups www.3r.ie