Closing business 4th quarter 2013 edition

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Closing business 4th quarter 2013 edition

  1. 1. ULTIMATE BUSINESS DEVELOPMENT GROWTH A Blow Your Horn Publication 2013 EDITION
  2. 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. 3. A Blow Your Horn Publication Communication Prospecting Rainmaking Communication Skills Skills Abilities Presentation Corporation Creating Selling Prospecting ULTIMATE BUSINESS DEVELOPMENT GROWTH
  4. 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. 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. 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. 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
  8. 8. A Blow Your Horn Publication
  9. 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. 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
  11. 11. What Motivates You to… Go Get That ………? A Blow Your Horn Publica tion
  12. 12. A Blow Your Horn Publication http://www.youtube.com/watch?feature=player_embedded&v=n_gbnp0rVlQ Avery and Logan
  13. 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. 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. 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. 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
  17. 17. Qualified Opportunities A Blow Your Horn Publication 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
  18. 18. A Blow Your Horn Publication How is Closings Generated 21st Century? Live Conversation Email Texting Networking Linked-in 610
  19. 19. Live Conversation Email Email and Conversation Other A Blow Your Horn Publication How is Closings Generated? 469 57 67 17 610
  20. 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. 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. 22. 30+ TIPs To Close more Business in the 4th Quarter A Blow Your Horn Publication
  23. 23. A Blow Your Horn Publication If You Don’t Ask You Don’t Get 11
  24. 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. 25. A Blow Your Horn Publication From January 1, 2013 to Today 227 Days 5,448 Hours 326,880 Minutes 12
  26. 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. 27. A Blow Your Horn Publication MIMSISM # 79 Your attitude creates space for new growth and new possibilities 13
  28. 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. 29. A Blow Your Horn Publication Master the Art of Asking Great Questions. 14
  30. 30. A Blow Your Horn Publication Concentrative-Listening Real-Problem Change-Evolves
  31. 31. The words YES, NO & Maybe are habit words. A Blow Your Horn Publication 15
  32. 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. 33. Give it away before you sell it. A Blow Your Horn Publication 17
  34. 34. Use only close ended questions to close the agreement. A Blow Your Horn Publication 18
  35. 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. 36. To Close Business in the 4th Quarter think RED Rabbits $ Elephant $$$ Deer $$ A Blow Your Horn Publication 19
  37. 37. A Blow Your Horn Publication No Free Gifts! 22
  38. 38. Have a comprehensible understanding of the significance of your product or service on the prospect. A Blow Your Horn Publication 23
  39. 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. 40. A Blow Your Horn Publication Get the FULL picture 25
  41. 41. A Blow Your Horn Publication Make sure they mach
  42. 42. A Blow Your Horn Publication Full IMAGE Closes the Business
  43. 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. 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. 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. 46. A Blow Your Horn Publication 29 WHAT TO DO AFTER YOU WIN? http://www.youtube.com/watch?v=mMxoi5622fg CONQUEST ENERGY
  47. 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. 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. 49. A Blow Your Horn Publication Q & A YOUR QUESTIONS
  50. 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. 51. A Blow Your Horn Publication Any 3 TIPs = 8 - 10% increase 60 Days
  52. 52. MIMS Morning Meeting, LLC A Blow Your Horn Publication 832-259-3708 FRANK MIMS V Speaker, Author and Coach http://www.mimsmorningmeeting.com

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