Engine To Top Line Growth

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By Ms. Marguerite Zimmerman
CEO of e=mz2 (Momentium)
www.emz2.com

In this session you will gain knowledge and skill on how top performers:
 Identify and develop sales opportunities
 Prepare and strategize for effective sales meetings
 Deploy evidence based face to face selling skills to build trust, create need and help the buyer make a buying decision
 How to use third party stories to leverage the sale.

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Engine To Top Line Growth

  1. 1. Engine To Top Line Growth Selling IT to the Gulf THE NEW EQUATION IN SELLING™
  2. 2. Introductions
  3. 3. Objectives • Identify and develop sales opportunities • Prepare and strategize for effective sales meetings • Deploy evidence based face-to-face selling skills to build trust, create need and help the buyer make a buying decision • How to use third party stories to leverage the sale
  4. 4. Nature or Nurture How much change are we capable of?
  5. 5. LimbicNeocortex Reptilian
  6. 6. Sales Funnel Lead Generation Marketing Sales Sorting Suspects Meetings Booked (prospects) Momentium Customer Needs Analysis Presentation Perfect practice of face-to- Recommendation face selling skills increases Close your conversion ratios Negotiation Agreements After Sales Service Repeat Sales Cross Sales
  7. 7. Lead GenerationSales identify target market, prospecting skills, clear value driven elevator pitchSorting Suspects 5 key qualifying questions, clear “fit” criteriaMeetings Booked effective phone skills, ability to build rapport(prospects) with gatekeeper & prospect, networking skills, effective pre-call researchCustomer Needs Analysis uses research to develop strategy, build pre-call plan, identifies “The” problem/ opportunity, uses provocative questions, engaging narrative/storyPresentation compelling & interactive presentation, matches needs & wants, “The” answer, gets agreement at every stage
  8. 8. Lead Generation Recommendation compelling story, matches all buying criteria Close gets agreement at each step, summarizes & is assumptive, prepares agreement Negotiation/ able to negotiate terms, deal with Agreements sign off / agreement/ legal process, keeps buying centre informed/involved After Sales Service ensures buyer experience exceeds expectation, resolves issues proactively and professionally Repeat Sales/ account reviews, new CNA’s, Cross Sales ongoing discovery, “The” problem “The” opportunity
  9. 9. Lead Generation Marketing Driven Sales Driven • Internet • Cold Calls – Phone • Press Releases • Drop In’s • TV / Radio • Networking • Newspaper Ads • Referrals • Tradeshows • Speeches • Email Blasts • Centres of Influence • Newsletters • Channel/Alliances • Other • Other _________________ _________________ _________________ _________________ _________________ _________________
  10. 10. What’s In Your Pipeline? My annual revenue target Calculation: Example: My average sale is Annual Revenue $_________ $1,000,000 Total By Average Sale $_________ $20,000 sales needed = Total Sales Needed _________ 50 Ratio % Closing Ratio .333 = Required # 150 of New Meetings _________ Required # of New Meetings
  11. 11. Prospect Criteria • Industry • Company Size • Financial Results • Location • Values • Other Criteria
  12. 12. Research and Planning • Competence • Confidence • Selling is the transfer of confidence
  13. 13. Mission 19Scenario Synopsis Zack has been asked to get an appointment for the company he represents, Networkerz Connection Systems. However, he is told that he will probably have to leave a voice mail as Leanne, the Managing Editor at The Dunnvail Town News is rarely at her desk. Therefore, Zack knows that he must leave an effective voice mail that will guarantee a return call. And that call must result in a face-to-face appointment. Once Zack meets with Leanne, his challenge is to create dissatisfaction, which will elicit a positive response. He will learn how to identify her values, as well as her emotional needs and wants, by understanding the intent behind her words - her meta message.
  14. 14. Mission 19 Trends and Company Profiles
  15. 15. Objectives and End Results… What do would you communicate to your prospect as objectives for your meeting? What end result would you plan for this meeting? Best case? Minimum outcome?
  16. 16. Facilitating theBuying Process
  17. 17. The Buying Process TRUST NEED HELP HURRY
  18. 18. The Selling Process NEED WANT CAN AFFORD TIMING BUYING/SUCCESS CRITERIA
  19. 19. Buying & Selling Process TRUST NEED NEED WANT HELP CAN AFFORD HURRY TIMING BUYING/SUCCESS CRITERIA
  20. 20. Inquiry NEED WANT What is your single biggest challenge?CAN AFFORD What would you like to see happen instead? TIMING BUYING/SUCCESS CRITERIA
  21. 21. Advocacy Do you have a good story to tell? Once upon a time…. For example…..
  22. 22. Your Stories TRUST Stories to build trust and create or develop need position you as the NEED answer (help) and create urgency HELP HURRY Create word pictures & new reference experiences
  23. 23. Protocols of Communication General Known Simple Specific Unknown Complex
  24. 24. Momentium Overview
  25. 25. Momentium
  26. 26. Momentium What will you need to know to build your model of excellence/perfect call?
  27. 27. Selling with Integrity
  28. 28. Momentium The Sales Call
  29. 29. Developing yourModels of Excellence • Provocative questions • Advocacy that creates emotion • Best moves
  30. 30. Story Framework SITUATION COMPLICATION RESOLUTION
  31. 31. Objections • When they present an objection to you – or a speed bump they speak to you from one of two perspectives • They either tell you they are satisfied • Or they tell you they see no benefit in your product or service
  32. 32. No Benefit When they tell you they see no benefit they object by saying a version of the following: • Your price is way too high • My budget is spent • You don’t have what we require
  33. 33. Satisfied Objections The challenge? When I’m satisfied I of course see no benefit • So….. If I’m satisfied? ….YES • Then, there is NO benefit
  34. 34. Satisfied Objections When they tell you they are satisfied they say things like – • We’re happy with our present supplier • This won’t work for our people/us • I don’t need this
  35. 35. Buyer POV 2 very different things from the buyers point of view • In both cases I may trust you but…. • In only one case have I acknowledge the need to change • Not that I have a need…I may or may not have one …but the need to change
  36. 36. Imagine….1985 If I want to sell change…. What might I need to create or change for my prospect?
  37. 37. Desired Outcomes Competence leads to confidence Selling is the transfer of confidence
  38. 38. Making it work for you…
  39. 39. Surprise or Delight RISK ANXIETY MONOTOMY BOREDOM
  40. 40. Next Steps • Your Target Account Model of Excellence • The pre-call planner • Q&A

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