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The Lifeblood Of Your Business, Turning Leads Into Sales

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Selling can be simple when you know how. Turning leads into sales is a must! This presentation given at the 82% Micro Business Summit in Santa Cruz County on 5/3/19 goes over both!

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The Lifeblood Of Your Business, Turning Leads Into Sales

  1. 1. The Lifeblood Of Your Business Turning Leads Into Sales Jerome Dees Jr Presenter
  2. 2. 1,760,000,000 Results For “Sales Strategies” in .45 Seconds on Google! 2
  3. 3. Who Am I?! My Name is Jerome Dees & I Am A Vice President of Sales. 3
  4. 4. Who Am I?! My name is Jerome and I oversee a team that provides all of the bread for Levi’s stadium. I get to manage our partnership with the 49ers and spend a lot of my time helping admins provide a catering for their meeting while also helping hotels and restaurants bring in our fresh baked breads from Le Boulanger where, I am VP of Sales. 4
  5. 5. 5 Who Is Jerome Dees? Vice President of Sales @ Le Boulanger 2014-Present Regional Sales Manager @ ENRGI 2006-2014 The Oaks Conference Center 1996-2003 Owner SmartSelling.Guru & CateringGrowth.Com
  6. 6. 6 Groups I Have Supported Through Training Efforts
  7. 7. 7
  8. 8. 8 What We Will Accomplish Today! Creating A Mindset Focused On Listening Understanding Your Value In The Sales Process 10 Tips To Convert Leads To Sales Starting Today! Sell Me This Pen Some Fun and Some Interaction With Each Other
  9. 9. It All Starts With Listening & Asking Questions Why Is Listening So Important?! What Do YOU Learn when you are talking? Raise Your Hand If You’ve “Wasted” Time On Someone Who Wont Buy…
  10. 10. Are You Listening?! What Percentage of Selling Should Be Listening? 20% 40% 60% 80% 100% Henry Ford Said ““If I had asked people what they wanted, they would have said faster horses.”
  11. 11. Here To Listen?! Ask Questions! Open Ended Questions Are You Best Selling Tool! Raise Your Hand If You Like Talking About Your Business? Most People Will Tell You What They Need If You Ask… Examples: Tell Me About Your Process? What Obstacles Do You Face?
  12. 12. No Fear When It Comes To Selling! I AM...
  13. 13. 13 What Is A Sale Process?! Strategic Process Through Which You Go About Selling Your Concept. Plan And Prospect- Who Will You Target? Gather Their Info & Have A Plan! Engage- Initial Connection And Follow-ups Acquire- Ask For The Business And Close The Deal! Keep- Your Work Has Just Begun, Now You Have To Maintain… Attrition- You Will Lose Business, How Do You Handle That?
  14. 14. 14 Customer Profiles
  15. 15. What Is Your Value... What Is Your Value To A Potential Customer? May Not Be What You Think It Is… Not Always Seen By Customer, But Impacts What We Do 15
  16. 16. 16 What Are You Actually Selling? ? What Is Your Value?
  17. 17. A Simple Way To Start A Conversation! Present Past Future 17
  18. 18. Network Find Someone & Try PPF as A Technique
  19. 19. How Does That Help You Turn Leads Into Sales? When You Listen, You Learn. When You Learn, You Understand What Someone Needs. When You Truly Understand The Need, You Can Provide Value. PPF!!! 19
  20. 20. Social Networking Is VITAL Have An Online Presence That Is Engaging & Brands Yourself Appropriately. People Will Look You Up When You Sell! Take Your Phone & Google Jerome Dees Jr...
  21. 21. LinkedIn...If You Aren’t, You Are Missing Out... 21 Maybe You Thank Customers Online…
  22. 22. 10 Tips To Convert Leads To Sales Starting Today! There Is No Silver Bullet Not All Tips Will Work For You Play To Your Strengths 22
  23. 23. Tip 1: ASK FOR THE SALE! We Often Do The Work, But We Don’t Ask For The Sale! Sometimes A Trial Close Is Best… After Handling Objections, Ask For The Business! 23
  24. 24. 24 Trial Close & Actual Close
  25. 25. Tip 2: Offer An Incentive Discount For Ordering Today Free Support For A Year Extended Warranty 25
  26. 26. Tip 3: Know Your Best Stories & Be Ready To Share! 26
  27. 27. Tip 4: Sell The Cost Of Not Using Your Solution 27
  28. 28. Tip 5: Target The Right People From The Start… 28
  29. 29. Tip 6: Treat Leads Like People & Build Relationships 29
  30. 30. Tip 7: Do What You Say You Are Going To DO! 30
  31. 31. Tip 8: Know When To Walk Away! 31 Can Your Lead Answer There Questions? What does success look like with this project? Who else will be involved in this decision? When do you need to have this project done by? More Than 3 Competitors? It’s Not A Good Fit They Don’t See Your Value
  32. 32. Tip 9: Lead Your Process From The Start 32 Set Realistic Expectations From The Start Outline Your Process At The Beginning How Long Is Your Onboarding? What Obstacles Have Other Customers Had & How Can You Avoid Those?
  33. 33. Tip 10: Let Other People Sell You 33 Chambers Associations Networking Groups
  34. 34. Bonus Tip: Remember How You Feel As A Consumer 34 Interact With Your Competition
  35. 35. 35 Sell Me This Pen
  36. 36. 36 THANKS! Instagram: VicePresDees Facebook: VicePresDees Twitter: VicePresDees LinkedIn: /in/vicepresdees/ Website: SmartSelling.Guru

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