© Expressive Business Strategies All Rights Reserved
GOD’S WORD:  “For as many as are led by the Spirit of God, they are the sons of God.”  (Romans 8:14) <ul><li>Premise:  One...
You see the need:   “Look not every man on his own things, but every man also on the things of others.”  (Phi 2:4) <ul><li...
They see the need:  “Now when they heard this, they were pricked in their hearts, and said unto Peter and to the rest of t...
Have Confidence in Yourself <ul><li>Confidence comes from knowledge: </li></ul><ul><li>Of Yourself </li></ul><ul><li>Of Pr...
You see the solution:  “And of the children of Issachar, who were men that had understanding of the times, to know what Is...
They see the solution:  “And Moses came and told the people all the words of the LORD, and all the ordinances: and all the...
What’s the Right Solution “look” like? <ul><li>Sweet Spot </li></ul><ul><li>High customer value </li></ul><ul><li>High ret...
Plan for Sales Cycles <ul><li>Every type of business has a different sales </li></ul><ul><li>cycle. </li></ul><ul><li>Our ...
Close the sale:  “And Moses took the blood, and sprinkled it on the people, and said, Behold the blood of the covenant, wh...
Revenue Acceleration Process <ul><li>Develop a system that can grow </li></ul><ul><li>Increase revenue  </li></ul><ul><li>...
5 Simple Steps <ul><li>Define value proposition and scripting </li></ul><ul><li>Determine the Critical Success Factors </l...
Define Value Proposition and Scripting <ul><li>Specific product value statements. </li></ul><ul><li>Conviction helps make ...
Determine the Critical Success Factors <ul><li>What are the 3-5 essential behaviors that, when done on a consistent basis,...
Develop and Effective Reporting System <ul><li>Reporting tools should be simple, yet effective to encourage accuracy & tim...
Develop a Powerful Accountability Structure <ul><li>Accountability to:  </li></ul><ul><ul><li>increase revenue </li></ul><...
Validate the Model <ul><li>Test the system in real sales environments </li></ul><ul><li>Review results  </li></ul><ul><li>...
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Sales force

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Sales force

  1. 1. © Expressive Business Strategies All Rights Reserved
  2. 2. GOD’S WORD: “For as many as are led by the Spirit of God, they are the sons of God.” (Romans 8:14) <ul><li>Premise: One of the identifying marks of “sonship” is that we are now able and willing to be led by the Spirit of God. </li></ul><ul><li>As an infant in the Lord, we were more reluctant to give up certain things, especially control of the way we conduct ourselves in the marketplace. </li></ul><ul><li>We know that when we are led by the Spirit, we will put the needs of others first and we will serve. </li></ul><ul><li>All things were created by and for God. That includes our business. That means we should ask the Lord how we can cooperate with him and do what we do “for” Him. </li></ul>
  3. 3. You see the need: “Look not every man on his own things, but every man also on the things of others.” (Phi 2:4) <ul><li>Many get into business because we saw the opportunity to make good money, to be paid relative to the value we brought to our customer. </li></ul><ul><li>That’s a good thing, but the problem is that we can easily start looking at prospects only in terms of what they can do for us. </li></ul><ul><li>Selling is not something we do to someone so we can have what we want. It is a process we walk through with someone to help them get what they want. </li></ul><ul><li>What happens when our focus is on what we get out of the deal? </li></ul>
  4. 4. They see the need: “Now when they heard this, they were pricked in their hearts, and said unto Peter and to the rest of the apostles, Men and brethren, what shall we do?” (Acts 2:37) <ul><li>Until your prospect sees their need, they will not see the value you bring to them. Value is in direct proportion to need. </li></ul><ul><li>If you try to present value before establishing need, you will not get agreement. </li></ul><ul><li>The better they see their need, the easier it will be for them to see your value. </li></ul><ul><li>How can you bring them to see their own need? </li></ul>
  5. 5. Have Confidence in Yourself <ul><li>Confidence comes from knowledge: </li></ul><ul><li>Of Yourself </li></ul><ul><li>Of Products </li></ul><ul><li>Of Customer </li></ul><ul><li>Of Competition </li></ul>
  6. 6. You see the solution: “And of the children of Issachar, who were men that had understanding of the times, to know what Israel ought to do” (1 Chronicles 12:32) <ul><li>It is your role to be able to understand the circumstances and challenges of your prospects and customers and know what needs to be done to meet the needs of the time. </li></ul><ul><li>Each prospect is in a unique season in their life. It may be a growth spurt. It may be a period of pruning. It may be a time of planting or reaping. You mustn’t treat every prospect as if their needs were the same. </li></ul><ul><li>They may all be good candidates for your product or service, but take time to investigate their “times”. </li></ul><ul><li>Find out how their industry is going, how their business is going, how their lives are going. </li></ul><ul><li>It is out of that, you become qualified to proceed. </li></ul>
  7. 7. They see the solution: “And Moses came and told the people all the words of the LORD, and all the ordinances: and all the people answered with one voice, and said, All the words which the LORD has said will we do.” (Exodus 24:3) <ul><li>After they see their need in the context of their “times”, they are ready to receive a “God solution”. </li></ul><ul><li>Moses presented the people with God’s solution and with one voice they received, accepted and committed to it. </li></ul><ul><li>The key is to present the right solution, one that takes into consideration their “times” and is presented to address those needs. </li></ul>
  8. 8. What’s the Right Solution “look” like? <ul><li>Sweet Spot </li></ul><ul><li>High customer value </li></ul><ul><li>High return to company </li></ul><ul><li>Low cost to company </li></ul>High High Low Low Low High Customer Value Company Costs Return to Company Diameter related to return Partner required
  9. 9. Plan for Sales Cycles <ul><li>Every type of business has a different sales </li></ul><ul><li>cycle. </li></ul><ul><li>Our timing may not be their timing: </li></ul><ul><li>Seasonal </li></ul><ul><li>Time of Day </li></ul><ul><li>Time of Year for Budget </li></ul><ul><li>Time needed to close the sale </li></ul>
  10. 10. Close the sale: “And Moses took the blood, and sprinkled it on the people, and said, Behold the blood of the covenant, which the LORD has made with you concerning all these words.” (Exodus 24:8) <ul><li>Moses “closed” the deal with the sacrifice of the peace offering. </li></ul><ul><li>When the process is followed according to the leading of the Spirit of God, the result is agreement and peace. </li></ul>
  11. 11. Revenue Acceleration Process <ul><li>Develop a system that can grow </li></ul><ul><li>Increase revenue </li></ul><ul><li>Improved Organization </li></ul>
  12. 12. 5 Simple Steps <ul><li>Define value proposition and scripting </li></ul><ul><li>Determine the Critical Success Factors </li></ul><ul><li>Develop and effective reporting system </li></ul><ul><li>Develop a powerful accountability structure </li></ul><ul><li>Validate the model with real testing </li></ul>
  13. 13. Define Value Proposition and Scripting <ul><li>Specific product value statements. </li></ul><ul><li>Conviction helps make teams convincing </li></ul><ul><li>Write each step in the cycle of selling. </li></ul><ul><li>Documents for all representatives in the sales process </li></ul>
  14. 14. Determine the Critical Success Factors <ul><li>What are the 3-5 essential behaviors that, when done on a consistent basis, lead to consistent & predictable results?  </li></ul><ul><li>Define the activities that are most predictive of sales success. </li></ul>
  15. 15. Develop and Effective Reporting System <ul><li>Reporting tools should be simple, yet effective to encourage accuracy & timeliness by the sales team. </li></ul><ul><li>Tools are designed to implement appropriate and timely management. </li></ul><ul><li>Simplify the process, don’t complicate it. </li></ul>
  16. 16. Develop a Powerful Accountability Structure <ul><li>Accountability to: </li></ul><ul><ul><li>increase revenue </li></ul></ul><ul><ul><li>create a team environment </li></ul></ul><ul><ul><li>focus your organization around growth </li></ul></ul><ul><li>Develop a measurement and rewards </li></ul>
  17. 17. Validate the Model <ul><li>Test the system in real sales environments </li></ul><ul><li>Review results </li></ul><ul><li>Refine the process </li></ul>

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