<ul><li>Welcome! </li></ul>Melanie Fricke VP of Product Strategy CMIT Solutions Selling for Business Owners
About CMIT Solutions <ul><li>Providing IT Solutions since 1996 </li></ul><ul><li>Over 130 local offices across the US </li...
2011 Webinar Schedule <ul><li>January 27:  Ever feel like just Borrowing a Brain?   </li></ul><ul><li>February 24:   Selli...
Lisa Earle McLeod Author, Speaker & Business Consultant
Lisa McLeod - Sales Expert <ul><li>Top 5 Business Book by Washington Post.com </li></ul><ul><li>Trained and advised over 1...
The truth of the matter: You didn’t start a business because you wanted to be  a sales person
Reality: If you don’t have sales,  you don’t have a business
<ul><li>Three Reasons Doug Grew His Business  500%! </li></ul><ul><li>Right Plan </li></ul><ul><li>Right Technique </li></...
<ul><li>Your business is the engine,  </li></ul><ul><li>sales is the rocket fuel </li></ul>
When You Solve Your Sales Problem All your other problems become easier to solve
Your Biggest Sales Challenges <ul><li>Not enough time </li></ul><ul><li>Tracking </li></ul><ul><li>Motivation </li></ul><u...
Our Goals Today <ul><li>Define “sales”  </li></ul><ul><li>Increase pipeline </li></ul><ul><li>Improve close rate </li></ul...
Sales vs. Marketing Melanie Fricke CMIT  VP Product Strategy   Free Resource: Webinar  Networking - Effective Marketing St...
Don’t Let Sales Be Overwhelming Just do one thing every day One hour a day will pay HUGE dividends!
Core Sales Success: <ul><li>Solid Sales Plan </li></ul><ul><li>Good Sales Techniques </li></ul><ul><li>Adequate Sales Tool...
Your sales plan is not: <ul><li>Your P & L </li></ul><ul><li>Your business plan </li></ul><ul><li>Your job/order list </li...
A sales plan is: A living document that defines  who you’re going after,  when you’re going after them,  how you’re going ...
Sales Plans: Biggest Mistakes <ul><li>Don’t do one </li></ul><ul><li>Too complicated </li></ul><ul><li>Overly optimistic <...
Simple Sales Plan
Post Sales Plan <ul><li>White Board </li></ul><ul><li>Excel Spreadsheet </li></ul><ul><li>CRM </li></ul><ul><li>Review it ...
Technique: Why Most Sales Calls Fail <ul><li>Lack of preparation </li></ul><ul><li>Too much product talk </li></ul><ul><li...
Research  <ul><li>10,000 hours observing and coaching sales people </li></ul><ul><li>Variety of industries </li></ul><ul><...
The difference between good and great isn’t just skill set It’s mindset
Scientific studies reveal that when we’re interacting with someone: <ul><li>7% of what they respond to is your content - t...
The majority of sales people: <ul><li>Focused exclusively on their own product or service </li></ul><ul><li>Want to close ...
Top 2% Sales People <ul><li>Focus on customer AND product  </li></ul><ul><li>Flexible - Comfortable letting things play ou...
5 Mindsets of Sales Superstars <ul><li>Hold two goals in your mind at the same time </li></ul><ul><li>Sit with uncertainty...
The Triangle of Truth Your Agenda Long-Term Sales Customer’s Agenda
 
The Triangle of Truth  applies to: <ul><li>Emails </li></ul><ul><li>Phone calls  </li></ul><ul><li>Sales interactions </li...
5 Mindsets of Sales Superstars <ul><li>Hold two goals in your mind at the same time </li></ul><ul><li>Sit with uncertainty...
Sales Technique Tips <ul><li>Take the time to plan </li></ul><ul><li>Use The Triangle of Truth model </li></ul><ul><li>Thi...
Sales Tools <ul><li>Back end - CRM </li></ul><ul><li>Front end - Sales Aids </li></ul>
Top reasons to use CRM <ul><li>Organize and manage your sales process efficiently  </li></ul><ul><li>Get more out of your ...
Tools: CRM <ul><li>Salesforce.com </li></ul><ul><li>Sugar CRM </li></ul><ul><li>ACT  </li></ul><ul><li>Dynamics </li></ul>...
CRM Decision <ul><li>Watch tutorials </li></ul><ul><li>Be realistic </li></ul><ul><li>Ask for a trial </li></ul><ul><li>On...
Sales Aids - What do you REALLY need? <ul><li>Business Card </li></ul><ul><li>Web presence  </li></ul><ul><ul><li>Facebook...
Great leave behind <ul><li>Simple message </li></ul><ul><li>Customer testimony </li></ul><ul><li>Contact info  </li></ul><...
Questions <ul><li>Enter via the box on right of Go To Webinar page </li></ul><ul><li>The question we answer first wins an ...
Closing the Deal  <ul><li>Verbally or written </li></ul><ul><li>No surprises </li></ul><ul><li>Front load your proposal wi...
Questions
3 Secrets to Driving Sales <ul><li>Focus on the Customer </li></ul><ul><li>Be passionate about how you can help people </l...
It’s Your Business The more excited and organized you are about it,  the more successful you’re  going to be.
FREE Tools <ul><li>Triangle of Truth Prep Tool </li></ul><ul><li>White Paper:  How to Create & Coach a Superstar Sales Tea...
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CMIT Solutions Small Business Webinar: Selling for Small Business Owners

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  • Reflexion Go To Market Strategy Confidential
  • This is enough
  • CMIT Solutions Small Business Webinar: Selling for Small Business Owners

    1. 1. <ul><li>Welcome! </li></ul>Melanie Fricke VP of Product Strategy CMIT Solutions Selling for Business Owners
    2. 2. About CMIT Solutions <ul><li>Providing IT Solutions since 1996 </li></ul><ul><li>Over 130 local offices across the US </li></ul><ul><li>Focus on small business </li></ul><ul><li>We are your outsourced IT department keeping your computers running </li></ul>
    3. 3. 2011 Webinar Schedule <ul><li>January 27: Ever feel like just Borrowing a Brain? </li></ul><ul><li>February 24:  Selling for Business Owners </li></ul><ul><li>March 31:  Going Green </li></ul><ul><li>April 28:  Five Mindsets of Super Successful People </li></ul><ul><li>May 26:  The Hype Around the Cloud </li></ul><ul><li>June 30:  Delegation With(out) Frustration </li></ul><ul><li>July 28:  Social Media for B2B </li></ul><ul><li>August 25:  Secrets of Successful Leaders </li></ul><ul><li>September 29: The NEW Small Business Website </li></ul><ul><li>October 27:  Three Reasons Why Your Business Should Use Video </li></ul><ul><li>December 8:  Gratitude at Work </li></ul>
    4. 4. Lisa Earle McLeod Author, Speaker & Business Consultant
    5. 5. Lisa McLeod - Sales Expert <ul><li>Top 5 Business Book by Washington Post.com </li></ul><ul><li>Trained and advised over 10,000 sales leaders </li></ul><ul><li>In small business, we don't have unlimited funds, nor un-limited time. We've been mentored by Lisa - the results are magnificent! We've steadily grown, and refused to participate in the recession. Lisa's straightforward approach is a big reason for our success. </li></ul><ul><li>-Jeff Connally, President & CEO CMIT Solutions </li></ul>
    6. 6. The truth of the matter: You didn’t start a business because you wanted to be a sales person
    7. 7. Reality: If you don’t have sales, you don’t have a business
    8. 8. <ul><li>Three Reasons Doug Grew His Business 500%! </li></ul><ul><li>Right Plan </li></ul><ul><li>Right Technique </li></ul><ul><li>Right Tools </li></ul>
    9. 9. <ul><li>Your business is the engine, </li></ul><ul><li>sales is the rocket fuel </li></ul>
    10. 10. When You Solve Your Sales Problem All your other problems become easier to solve
    11. 11. Your Biggest Sales Challenges <ul><li>Not enough time </li></ul><ul><li>Tracking </li></ul><ul><li>Motivation </li></ul><ul><li>Lack of experience </li></ul><ul><li>Closing the deal </li></ul>
    12. 12. Our Goals Today <ul><li>Define “sales” </li></ul><ul><li>Increase pipeline </li></ul><ul><li>Improve close rate </li></ul><ul><li>Decrease the “lose” rate </li></ul><ul><li>Improve customer retention </li></ul>
    13. 13. Sales vs. Marketing Melanie Fricke CMIT VP Product Strategy Free Resource: Webinar Networking - Effective Marketing Strategy http://www.cmitsolutions.com/grow
    14. 14. Don’t Let Sales Be Overwhelming Just do one thing every day One hour a day will pay HUGE dividends!
    15. 15. Core Sales Success: <ul><li>Solid Sales Plan </li></ul><ul><li>Good Sales Techniques </li></ul><ul><li>Adequate Sales Tools </li></ul>
    16. 16. Your sales plan is not: <ul><li>Your P & L </li></ul><ul><li>Your business plan </li></ul><ul><li>Your job/order list </li></ul><ul><li>Your customer list </li></ul>
    17. 17. A sales plan is: A living document that defines who you’re going after, when you’re going after them, how you’re going to approach them, and the sales you expect to get.
    18. 18. Sales Plans: Biggest Mistakes <ul><li>Don’t do one </li></ul><ul><li>Too complicated </li></ul><ul><li>Overly optimistic </li></ul><ul><li>Lack of focus </li></ul><ul><li>Don’t follow it </li></ul><ul><li>Get discouraged </li></ul><ul><li>Quit when it works </li></ul>
    19. 19. Simple Sales Plan
    20. 20. Post Sales Plan <ul><li>White Board </li></ul><ul><li>Excel Spreadsheet </li></ul><ul><li>CRM </li></ul><ul><li>Review it weekly </li></ul><ul><li>Friday afternoon </li></ul>
    21. 21. Technique: Why Most Sales Calls Fail <ul><li>Lack of preparation </li></ul><ul><li>Too much product talk </li></ul><ul><li>Lack of follow-up </li></ul>
    22. 22. Research <ul><li>10,000 hours observing and coaching sales people </li></ul><ul><li>Variety of industries </li></ul><ul><li>Identify what separates the top 2% of performers </li></ul>
    23. 23. The difference between good and great isn’t just skill set It’s mindset
    24. 24. Scientific studies reveal that when we’re interacting with someone: <ul><li>7% of what they respond to is your content - the actual words you say </li></ul><ul><li>93% of their response is to your mindset - the internal dialogue you unconsciously communicate </li></ul>
    25. 25. The majority of sales people: <ul><li>Focused exclusively on their own product or service </li></ul><ul><li>Want to close the sale as quickly as possible </li></ul><ul><li>Think service/product first, customer second </li></ul><ul><li>Care only about their own success </li></ul><ul><li>Kinda’ like their jobs </li></ul>
    26. 26. Top 2% Sales People <ul><li>Focus on customer AND product </li></ul><ul><li>Flexible - Comfortable letting things play out </li></ul><ul><li>Think customer first, product/services second </li></ul><ul><li>Care just as much about the customer’s success as their own </li></ul><ul><li>LOVE their jobs </li></ul>
    27. 27. 5 Mindsets of Sales Superstars <ul><li>Hold two goals in your mind at the same time </li></ul><ul><li>Sit with uncertainty </li></ul><ul><li>Think backwards </li></ul><ul><li>Define success differently </li></ul><ul><li>Show up with love & passion </li></ul>
    28. 28. The Triangle of Truth Your Agenda Long-Term Sales Customer’s Agenda
    29. 30. The Triangle of Truth applies to: <ul><li>Emails </li></ul><ul><li>Phone calls </li></ul><ul><li>Sales interactions </li></ul><ul><li>Business story </li></ul>
    30. 31. 5 Mindsets of Sales Superstars <ul><li>Hold two goals in your mind at the same time </li></ul><ul><li>Sit with uncertainty </li></ul><ul><li>Think backwards </li></ul><ul><li>Define success differently </li></ul><ul><li>Show up with love & passion </li></ul>
    31. 32. Sales Technique Tips <ul><li>Take the time to plan </li></ul><ul><li>Use The Triangle of Truth model </li></ul><ul><li>Think customer first, solutions second </li></ul><ul><li>Let go of your attachments </li></ul><ul><li>Don’t be afraid </li></ul>
    32. 33. Sales Tools <ul><li>Back end - CRM </li></ul><ul><li>Front end - Sales Aids </li></ul>
    33. 34. Top reasons to use CRM <ul><li>Organize and manage your sales process efficiently </li></ul><ul><li>Get more out of your existing leads </li></ul><ul><li>Stay on the same page with team members </li></ul><ul><li>Better forecast and plan </li></ul><ul><li>Create a sales process that’s repeatable </li></ul><ul><li>From CMIT blog http://www.cmitsolutions.com/blog/ </li></ul>
    34. 35. Tools: CRM <ul><li>Salesforce.com </li></ul><ul><li>Sugar CRM </li></ul><ul><li>ACT </li></ul><ul><li>Dynamics </li></ul><ul><li>Google docs </li></ul>
    35. 36. CRM Decision <ul><li>Watch tutorials </li></ul><ul><li>Be realistic </li></ul><ul><li>Ask for a trial </li></ul><ul><li>Only get what you’ll really use </li></ul><ul><li>Integrate into operations quickly </li></ul>
    36. 37. Sales Aids - What do you REALLY need? <ul><li>Business Card </li></ul><ul><li>Web presence </li></ul><ul><ul><li>Facebook </li></ul></ul><ul><ul><li>LinkedIn </li></ul></ul><ul><ul><li>Website </li></ul></ul><ul><li>Simple Leave Behind </li></ul>
    37. 38. Great leave behind <ul><li>Simple message </li></ul><ul><li>Customer testimony </li></ul><ul><li>Contact info </li></ul><ul><li>Branding evolves </li></ul>
    38. 39. Questions <ul><li>Enter via the box on right of Go To Webinar page </li></ul><ul><li>The question we answer first wins an hour of FREE business coaching </li></ul><ul><li>The question we answer next wins a FREE copy of The Triangle of Truth </li></ul>
    39. 40. Closing the Deal <ul><li>Verbally or written </li></ul><ul><li>No surprises </li></ul><ul><li>Front load your proposal with their goals </li></ul><ul><li>Follow up </li></ul>
    40. 41. Questions
    41. 42. 3 Secrets to Driving Sales <ul><li>Focus on the Customer </li></ul><ul><li>Be passionate about how you can help people </li></ul><ul><li>Just start </li></ul>
    42. 43. It’s Your Business The more excited and organized you are about it, the more successful you’re going to be.
    43. 44. FREE Tools <ul><li>Triangle of Truth Prep Tool </li></ul><ul><li>White Paper: How to Create & Coach a Superstar Sales Team </li></ul>www.CMITSolutions.com/tools

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