2. MIMS Morning Meeting, LLC
A Blow Your Horn Publication
Selling to Increase Your Profits
FRANK MIMS V
Speaker, Author and Coach
fmims@mimsmorningmeeting.com
www.mimsmorningmeeting.com
3. A Blow Your Horn Publication
Communication
Prospecting
Rainmaking
Communication
Skills
Skills
Abilities
Presentation
Corporation
Creating
Selling
Prospecting
ULTIMATE BUSINESS DEVELOPMENT GROWTH
4. A Blow Your Horn Publication
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
5. Today’sFocus
A Blow Your Horn Publication
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
6. A Blow Your Horn Publication
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?
7. A Blow Your Horn Publication
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
9. 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.
A Blow Your Horn Publication
CLOSING BUSINESS in the 4th QUARTER
10. “Individuals carry their success
and their failure with them… it
does not depend on outside
conditions…”
Ralph Waldo Trine
1866-1958
A Blow Your Horn Publication
12. A Blow Your Horn Publication
http://www.youtube.com/watch?feature=player_embedded&v=n_gbnp0rVlQ
Avery and Logan
13. 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
A Blow Your Horn Publication
8
14. A Blow Your Horn Publication
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
15. SURVEY QUESTION # 1
A Blow Your Horn Publication
Currently what is your company doing to create new sales?
Providing Training
Training non-sales staff
Bring in outside experts
Providing source lists
Other
16. 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.
A Blow Your Horn Publication
9
20. SURVEY QUESTION #2
A Blow Your Horn Publication
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.
21. A Blow Your Horn Publication
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
22. 30+ TIPs
To Close more Business
in the 4th Quarter
A Blow Your Horn Publication
23. A Blow Your Horn Publication
If You Don’t Ask
You Don’t Get
11
24. A Blow Your Horn Publication
If You Don’t Ask
You Don’t Get
Matthew 7:7 -12
Ask, and it shall be given you
25. A Blow Your Horn Publication
From January 1, 2013 to Today
227 Days
5,448 Hours
326,880 Minutes
12
26. A Blow Your Horn Publication
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
27. A Blow Your Horn Publication
MIMSISM # 79 Your attitude creates space for new growth
and new possibilities
13
28. A Blow Your Horn Publication
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.
29. A Blow Your Horn Publication
Master the Art of Asking
Great Questions.
14
30. A Blow Your Horn Publication
Concentrative-Listening
Real-Problem
Change-Evolves
31. The words YES, NO & Maybe
are habit words.
A Blow Your Horn Publication
15
32. Proactive problem solvers close
business quicker.
A Blow Your Horn Publication
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.
33. Give it away before you sell it.
A Blow Your Horn Publication
17
34. Use only close ended questions to
close the agreement.
A Blow Your Horn Publication
18
35. A Blow Your Horn Publication
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
36. To Close Business in the 4th Quarter think
RED
Rabbits
$
Elephant
$$$
Deer
$$
A Blow Your Horn Publication
19
37. A Blow Your Horn Publication
No Free Gifts!
22
39. SURVEY QUESTION # 3
A Blow Your Horn Publication
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?
40. A Blow Your Horn Publication
Get the FULL picture
25
41. A Blow Your Horn Publication
Make sure they mach
42. A Blow Your Horn Publication
Full IMAGE Closes the Business
43. MIMSISM # 011
Everything you will
accomplish in your lifetime will
be with someone or
through somebody else
A Blow Your Horn Publication
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
44. A Blow Your Horn Publication
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.
45. Be Innovative
A Blow Your Horn Publication
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
46. A Blow Your Horn Publication
29
WHAT TO DO AFTER YOU WIN?
http://www.youtube.com/watch?v=mMxoi5622fg
CONQUEST ENERGY
47. A Blow Your Horn Publication
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
48. A Blow Your Horn Publication
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
49. A Blow Your Horn Publication
Q & A
YOUR QUESTIONS
50. How does
Closing More Business in the 4th Quarter
Work?
A Blow Your Horn Publication
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
51. A Blow Your Horn Publication
Any 3 TIPs
=
8 - 10% increase 60 Days
52. MIMS Morning Meeting, LLC
A Blow Your Horn Publication
832-259-3708
FRANK MIMS V
Speaker, Author and Coach
http://www.mimsmorningmeeting.com