Closing business 4th quarter 2013 edition

ULTIMATE BUSINESS DEVELOPMENT
GROWTH
A Blow Your Horn Publication
2013 EDITION

MIMS Morning Meeting, LLC
Selling to Increase Your Profits
FRANK MIMS V
Speaker, Author and Coach
fmims@mimsmorningmeeting.com
www.mimsmorningmeeting.com

Communication
Prospecting
Rainmaking
Communication
Skills
Skills
Abilities
Presentation
Corporation
Creating
Selling
Prospecting
ULTIMATE BUSINESS DEVELOPMENT GROWTH

CLOSING BUSINESS in the 4th QUARTER
SELLING
Corporation
Creating
Business Development4th Quarter
Negotiation
Quote
Prospecting Re-Start
Old School New Methods
Communication
MIMS Morning Meeting
Communication
Negotiation
Prospecting
YourStory
Re-Starts Winning
Presentations
Creating
Enhancement
88
Tools

Today’sFocus
What is Closing Business in the 4th Quarter TIPS?
What Motivates You?
SURVEY QUESTION # 1
21st Century Business Challengers
How is Closing Generated?
SURVEY QUESTION # 2
30 TIPS to Close More Business
How to use Closing Business in the 4th Quarter TIPs
SURVEY QUESTION # 3
Questions & Answers

Is a sales skills enhancement
company. Designed to increase the
output in productivity in the
professional. Created to
refresh, retrain, and introduce new
methods of business development to
the business-to-business revenue
producing professional in the 21st
century.
MIMSMornigMeetning?

BODYOFWORK
128 – 3 Minute Videos on Business Development thou Selling
76 –Short Stories on Business Development about Selling
 5 - Webinars on Business Development
 8 - Presentations on Business Development
 3 – 90 minute Training Classes on Business Development
 2 – Training Sections for CLE accreditation (Legal) Ethics and Leadership
110 – MIMSISM’s (Quotes) on Achieving Success in the 21st Century
164 – One-on-One Sales Training Sections
5 Team Building Exercises
1- Workshop Facilitation
2 – Published White Papers The 21st Century Chamber and SalesValueAdvantages

is a business development and sales skills enhancement program
provided by MIMS Morning Meeting, LLC. This coaching succession
was developed to intensify the earnings potential of
any, individual, company, firm or organization from end to end in
the area of sales skills enhancement.
Our focus is on both the sales professional and the non-sales
professional responsible for rainmaking in the firm (
legal, accounting and engineering).
We have merge the skills and methodologies to increase the selling
characteristics necessary to perform product and service movement
in the 21st century.
CLOSING BUSINESS in the 4th QUARTER

“Individuals carry their success
and their failure with them… it
does not depend on outside
conditions…”
Ralph Waldo Trine
1866-1958

What Motivates You
to…
Go Get That ………?
A Blow
Your
Horn
Publica
tion

http://www.youtube.com/watch?feature=player_embedded&v=n_gbnp0rVlQ
Avery and Logan

1. Integrity
2. Cash, Borrowing and Resource Management.
3. Increased selection and competition.
4. Marketing and Customer Loyalty.
5. Uncertainty.
6. Regulations.
7. Problem Solving and Risk Management.
8. Finding the right staff.
21stCenturyChallenges
Every
BusinessFaces
8

The '8 Great' Challenges Every Business FacesNeal Jenson, Managing Director of Qazztek,
1. Integrity. Business has never faced the type of moral challenges that it faces in today’s global economy. Everyone is struggling to be more
successful, to make the next quarterly earnings estimate, to keep their job, to earn a big bonus, or to compete effectively. The temptation to cut
corners, omit information, and do whatever it takes to get ahead occurs every day. Many business employees and executives succumb. Sadly, the
theme becomes highly infectious and soon people actually start to feel like lying a little, or stealing a little, or deceiving others, is just “a part of
business”. These practices erode the trust that needs to exist between employers and employees, between business partners, between executives
and shareholders. Without trust, the business will not be able to compete effectively and it will eventually fail.
2. Cash, Borrowing, and Resource Management. Cash is King! We’ve all heard this maxim and it is more true today than ever before.
A healthy profit may look nice on your financial statements, but if capital expenditures or receivable collections are draining your cash, you won’t
be able to stay in business for long. Too often executives and small business owners fail to focus enough on cash flow generation. In order to head
off this problem, businesses must either be adequately capitalized and must shore up cash reserves to meet all obligations as they are needed and
to handle downturns and emergencies that may arise. Cash management becomes even more important during recessionary times when cash is
flowing more slowly into the business and creditors are less lenient in extending time to pay. For small businesses, handling business accounting
and taxes may be within the capabilities of the business owners, but professional help is usually a good idea. The complexity of a business’ books go
up with each client and employee, so getting assistance with managing cash and the bookkeeping can allow you to excel when others are calling it
quits. Cash flow challenges are exacerbated by the lending climate, particularly for small businesses. Bankers are unlikely to be more liberal in
their lending policies any time soon.
3. Increased selection and competition. It’s never been easier to start a business. Gone are the days when it took weeks, months, and a myriad
of forms to get your business started. Now if you can buy a domain name and register your business online, you’re in business. However, staying in
business is a much more complicated matter. While business expertise was once an expensive and time consuming endeavor, you can now find
experts online for many questions that you might encounter. There is help to starting an online store, for example, for getting business cards and
marketing materials – all at a very reasonable cost. The ease of starting a business creates a much broader level of competition. You might find
different business competing for each product you sell and new business that focus on a single item and spend all their time and focus on being the
very best at just one thing. This increase in overall selection and more focused completion will make it more difficult for businesses of all sizes to
retain customers who can change their suppliers with the click of a mouse. It’s a battle of perception, focus, and marketing. Business owners who
master these elements and provide a great customer experience will win the sale.
4. Marketing and Customer Loyalty. Along the same lines as increased selection and competition is the challenge to market to potential
customers effectively and retain your existing customers. Smartphone’s, social media, texting, email, twitter and other communication channels
are making it easy for businesses and individuals to get their messages out. Figuring out the right marketing channels is key for businesses to be
successful in the future. Where are your customers and how do you best reach them and what is the right messaging? Once you get a new
customer, how do you keep these customers when they are constantly barraged by competitors of all types, sizes, and locations, trying to convince
them that they can do it better or provide it cheaper? Identifying what your customers want and doing a better job of giving it to them will make
all the difference in your company’s future. The conservative spending climate is also causing a shrinking customer base. Consumers are still
quite conservative with their pocketbooks, and as a result, organic growth from current and new customers is not growing as quickly as businesses

SURVEY QUESTION # 1
Currently what is your company doing to create new sales?
Providing Training
Training non-sales staff
Bring in outside experts
Providing source lists
Other

Quantify Value
Value the worth of something in terms of
the amount of other things for which it
can be exchanged:
For the purpose of CB4Q
ENHANCE the client’s revenue,
REDUCE current costs,
and help the client AVOID future costs.
9

Qualified Opportunities
Outbound Prospecting (cold calls /Linked-in)….………4.9
Website……………………………………………….……..2.9
Inbound Calls…………………………………….…..…2.6
Email…………………………………………………..2.6
Event & Tradeshows……………………….……2.5
Social Networking Site….…………………2.1
Direct Mail………………………………..2.1
Webinars………………………………..1.8
2012

How is Closings Generated
21st Century?
Live Conversation
Email
Texting
Networking
Linked-in
610

Live Conversation
Email
Email and
Conversation
Other
How is Closings Generated?
469
57
67
17
610

SURVEY QUESTION #2
What is the benefits of having a system for selling?
To make more friends.
Understand the customer needs.
 To communicate effective across the internal and
external business landscape.
All of the above.
None of the above.

What is the benefits of having a system for selling?
To make more friends.
Understand the customer needs.
 To communicate effective across the internal and
external business landscape.
All of the above.
None of the above.
SURVEY QUESTION #2
10

30+ TIPs
To Close more Business
in the 4th Quarter

If You Don’t Ask
You Don’t Get
11

If You Don’t Ask
You Don’t Get
Matthew 7:7 -12
Ask, and it shall be given you

From January 1, 2013 to Today
227 Days
5,448 Hours
326,880 Minutes
12

HOW MANY PEOPLE
HAVE YOU MET?
Tell them your story.
Explain the benefits and value.
Explain your Timeline.
Offer to help them.
Ask for their help.
From January 1, 2013 to Today

MIMSISM # 79 Your attitude creates space for new growth
and new possibilities
13

Stop focusing on yourself.
Face your flaws.
Look on the bright side.
Count your blessing.
Find a life coach and a business coach.
Ask the right questions.
Ask a friend to point out when you are
negative.
Befriend optimistic people.

Master the Art of Asking
Great Questions.
14

Concentrative-Listening
Real-Problem
Change-Evolves

The words YES, NO & Maybe
are habit words.
15

Proactive problem solvers close
business quicker.
16
You must understand the conditions around the business
You must be in tune with the vertical market
You must comprehend the drivers both external and internal.

Give it away before you sell it.
17

Use only close ended questions to
close the agreement.
18

Become the Expert
21
1.Choose a Lane
and drive.
2. Authenticity
3. Openness
4. Open-mindedness
5. Clarity
6. Commitment
7. Publish a White Paper
8. Make videos on the topic

To Close Business in the 4th Quarter think
RED
Rabbits
$
Elephant
$$$
Deer
$$
19

No Free Gifts!
22

Have a comprehensible
understanding
of the
significance of your
product or service on the prospect.
23

SURVEY QUESTION # 3
If time today was not a factor what area of sales
would you like more information?
Making new connections?
Designing the correct questions to ask?
Improving closing skills?
Improving presentation skills?
 Improving follow up skills?
Mastering the art and science of Cold Calling?

Get the FULL picture
25

Make sure they mach

Full IMAGE Closes the Business

MIMSISM # 011
Everything you will
accomplish in your lifetime will
be with someone or
through somebody else
Have a system for networking
Networking is not dating
No one wants your business cards
Don’t lead with your best line
26
Follow up is the key to CLOSING more business

How to Follow-up & Follow-through
20
Use all forms of contact communication when following-up
Be specifies when the question you ask
Offer solution and alternative direction.
Close with a request.

Be Innovative
27
Book to read “7 Habits of Highly Innovative People”
Walking beyond your first idea.
No Self-Limiting Inhibitions.
Move Away from the Safety Zone, Make Mistakes.
Be a note taker.
Find Patterns & Create Combinations
Inquisitiveness

29
WHAT TO DO AFTER YOU WIN?
http://www.youtube.com/watch?v=mMxoi5622fg
CONQUEST ENERGY

Sales Methodology
Sales Process
Where am I in the opportunity?
What are the clients buying
stages?
What are my aligned sales
stages?
What qualifying questions must
satisfy?
How am I doing compared to my competitors?
Is there an opportunity?
Can we compete?
Can we win?
Is it worth winning?
30

Q & AArt
Moving the selling process alone is tough in this market. I
have many proposal on the street in the hands of whom I
thank is the decision maker. How do I get them to sign my
agreement? What should I do to close more business?
31

Q & A
YOUR QUESTIONS

How does
Closing More Business in the 4th Quarter
Work?
Any 3 TIPs
=
8 - 10%
increase
Any 4 TIPs
=
12- 15%
increase
Any 5
TIPS = 16 -
20%
increase
Any 6
TIPS = 20-
22%
increase
Any 7 TIPs
= 23 -25%
increase
Any 8 TIPs
= 26-29%
increase
Any 9
TIPs
=30+%
increase
38

Any 3 TIPs
=
8 - 10% increase 60 Days

MIMS Morning Meeting, LLC
832-259-3708
FRANK MIMS V
Speaker, Author and Coach
http://www.mimsmorningmeeting.com

Closing business 4th quarter 2013 edition

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