1. Telling Is Not Selling Mike Ems 2006

2. Telling is Not Selling Mike Ems 2006 Intent Help you compete, grow & successfully execute on your exit strategy…

3. Telling is Not Selling Mike Ems 2006 SITUATION Compete Larger Established Companies Sales Process is Less Sophisticated Build a Better “Mousetrap” Sell on Product Features Need for Revenue Cave on Price Leave Money on the Table

4. Telling is Not Selling Mike Ems 2006 NEED Create Value Compete Effectively Generate Revenue, Profitable Revenue ? Hurt the Competition Enough to Be Acquired Build Long Term Loyal Business Relationships Grow Marketshare

5. Telling is Not Selling Mike Ems 2006 The Art of Selling… Conceptual Selling Business Development Channel Management Strategic Account Management Power of Negotiating Consultative Selling Forecasting Customer Relationship Mgmt. Prospecting Pricing / Quoting Product Knowledge

6. Telling is Not Selling Mike Ems 2006 Vendor Relationships Transaction / Price Oriented What are Examples of Vendor Relationships?

7. Telling is Not Selling Mike Ems 2006 The Ultimate Vendor Relationship

8. Telling is Not Selling Mike Ems 2006 Consultative Relationships Unique & Value Oriented Not Based Solely on Price Is Determined by What You Understand to Be of Value to Your Client What are Examples of Consultative Relationships?

9. Telling is Not Selling Mike Ems 2006 Ultimate Consultative Relationship It’s Your Body & I Respect That I Want to Help You Make a Well Informed Decision by Understanding Your Needs & Making Sound Recommendations

10. Telling is Not Selling Mike Ems 2006 Think of Yourself as a Doctor “Prescription Without Diagnosis is Malpractice” “Telling is NOT Selling… The 5 Step Consultative Sales Process”

11. Telling is Not Selling Mike Ems 2006 “Telling is NOT Selling… The 5 Step Consultative Sales Process” Contact (1) Qualify (2) Investigate (3) Present (4) Close (5)

12. Telling is Not Selling Mike Ems 2006

13. Telling is Not Selling Mike Ems 2006

14. Telling is Not Selling Mike Ems 2006

15. Telling is Not Selling Mike Ems 2006

16. Telling is Not Selling Mike Ems 2006

17. Telling is Not Selling Mike Ems 2006 NO

18. Telling is Not Selling Mike Ems 2006 Certification Train + Test + Evaluate = Certification

19. Telling is Not Selling Mike Ems 2006 Coaching for Sales Excellence

20. Telling is Not Selling Mike Ems 2006 Leadership (What)

21. Telling is Not Selling Mike Ems 2006 Leadership (“What to Do”) Tell Identifies problem or opportunity, chooses a decision, announces to the employee, no participation by the employee Sell Chooses a decision but explains rationale and solicits ideas from the employee Consult Identifies problem, listens to the input of the employee, chooses a decision Delegate Defines problem but allows the employee to resolve it in the manner he or she chooses

22. Telling is Not Selling Mike Ems 2006 Management (Score)

23. Telling is Not Selling Mike Ems 2006 Management (Score)

24. Telling is Not Selling Mike Ems 2006 Management (Score) S.M.A.R.T GOAL: Exceed 5 New Outbound Prospecting Calls per Day Number of Goals 2 - 34 - 1011 - 20 Goals Achieved With Excellence 2 - 31-20

25. Telling is Not Selling Mike Ems 2006 Coaching for Sales Excellence STRATEGY : Identify New Contacts S.M.A.R.T GOAL: Exceed 5 New Outbound Prospecting Calls per Day TACTIC : Ask For and Get an Average of 1 Referral per Existing Contact (Goal w/ in a Goal)

26. Telling is Not Selling Mike Ems 2006 Coaching for Sales Excellence Bridge --------

27. Telling is Not Selling Mike Ems 2006 Confirmation John, I truly enjoyed our conversation about your goals for the year and why they are so important to you and your family because of your desire to have your wife start her own business venture. You have my full commitment to help you reach these important goals. Your Sales Manager

28. Telling is Not Selling Mike Ems 2006 Results Create Value Compete Effectively Generate Profits & Revenue Build Loyalty & Marketshare Succeed in Successfully Executing on Your Exit Strategy

29. Telling is Not Selling Mike Ems 2006 Contact Mike Ems mike.ems@comcast.net 303 478-3086