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Who is @MichaelBowers?District Center Manager for OhioSBDC at Columbus State since 2002SBDC State Star for Ohio in 2007Won the SBA Innovation and ServiceCenter of the Year for Ohio and SBARegion Five in 2007Striving to accelerate the growth ofentrepreneurship and small businessinnovation. #RunNerds Marathoner.Whats worth doing is worth doing for26.2!
Who is the Ohio SBDC atColumbus State? An experienced & award winning team providing no-cost, one-on-one businessmanagement advice with four centers to serve you at one location: Core SBDC Manufacturing & Technology SBDC International Trade Assistance Center Latino SBDC
Marketing Is?Building Activity Above Your Funnel
ProspectingNetworking: Combine pleasure and business.Cold calling: Calling people with no known interest.Trade Shows: Have a strategy to convertDirect mail: Send flyers and information.Referrals: Get people to give you leads.Prospecting clubs: Collaborating with other sales people.On-line sourcing: Finding useful detail online.Your website: Is a very powerful tool.Social Media: On-Line Networking.
Effective Sales ProcessSuspects Prospects Qualified & Interested Presentation Close $ Sale $
Key to Sales Nobody cares about what you doThey care about what you can do for them
Keys to Sales Create Value For The Customer Find the customer’s pain and solve it!
Value of building rapport80% of all sales are based on the customer Liking and Trusting the sales person
Key to Sales Sales Presentations Build Rapport = Trust Probe / Question Prescribe a Solution
Keys to SalesDevelop selling questions that get to the right results Develop closing questions
Keys to SalesCome up with 5 things that are great about dealing with you and your companyCome up with 5 typical objections you get and how you should respond
Keys to Sales CLOSING ~ Ask for the saleLogical conclusion to the sales process
More Keys To Sales Each Stage of the sales process is about Customer Commitment. It’s not a problem until the customer says it is. Define an economic consequence to the problem. If not customer may choose to live with the problem. Is there Committed Funding? Note…Budgeted and committed are not the same thing. Who makes the final decision?
Sales Techniques and TipsTo sell you need to align yourself with the other person then “lead” them where you want them to go.
Sales Techniques and Tips One word rapport buster…”But”Tells the prospect they are wrong. Use “and’ instead.“I understand “and”…; I agree “and”…;I can appreciate that “and” many of my happiest clients felt the same way and here is what they found…
Move Prospects through the Funnel1. Generate Lead (Preparation and Planning )2. Do Initial Qualification by making the first contact (Approach)3. Do detailed discovery (Fact Finding )4. Make solution definition (ProvingValue)5. Make a proposal (Recommendation)6. Do negotiation and make a closure (Close)