1. Sales as an Art and a Science Gary R. Kravitz Executive Vice President BizActions LLC www.bizactions.com gkravitz@bizactions.com Phone: 800-937-7634

2. Progression of a Sales Person Unconscious Incompetent Conscious Incompetent Conscious Competent Unconscious Competent

3. What is a Process? A series of steps that are carried out in order to achieve a predictable result.

4. What are the Typical Processes that Exist in your Business?

5. If You Are Missing A Couple of Railroad Ties on the Track … What Happens to the Train?

6. The Sales Process Marketing Qualification The First Call Preparing for the Meeting Meeting Format Questioning to Develop Needs & Pain Overcoming Objections Presenting a Solution Closing / Continuance

7. Marketing Name Awareness Product Education Illustrating Partner/Staff Reputation Technical Information Lead Generation Targeted Lists

8. Determine $ goals for New & Add on Sales and Required Activities

9. Qualification

10. The First Call Introduction Statement Getting the Appointment Always Qualifying

11. Profile of the Sales Meeting Relationship Building Set an Agenda Overview Statement Get Their Expectations Accelerating the Opportunity List of Questions Overcome Objections Continuance

12. When Talking to Prospects... Are You Peeling the Onion?

14. Information for the Right Questions Sales & Marketing Reports Client & Prospect Assessments Client/Prospect Material

15. Sample Report

16. Assessment Action Plan

17. Overcoming Objections Format for Issue Resolution Restate & Acknowledge Issues or Concern. Clarify & Assure That You Understand. Determine Why it is an Issue. Prospect input on Best Way to Solve. Present Approach & Receive Agreement. Keep Looking for any Other Issues.

18. Presenting the Solution Summarize the Pain. Review the Technical Solution. Illustrate the Elimination of Pain. Justify the ROI.

19. Closing/Continuance Have a defined next step that everyone agrees with. It’s ok for someone to say no! –Identify & overcome objections. –Move on if the solution is not viable.

25. Gary R. Kravitz Executive Vice President BizActions LLC www.bizactions.com gkravitz@bizactions.com Phone: 800-937-7634 Sales as an Art and a Science