ONLA Successful Selling 1-15-13

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ONLA Successful Selling 1-15-13

  1. 1. Consider us your business partner… Only Better!
  2. 2. 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!
  3. 3. 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
  4. 4. It’s All About Customers
  5. 5. Everybody SellsEither you are selling them on buyingfrom you or your are selling them on buying from your competitor
  6. 6. Why Sales? Nothing happens in a business until someone sells something.
  7. 7. Key to Sales Create Value For The Customer Find the customers’ pain and solve it!
  8. 8. Why Sales? If you have a product or service that helps people you have an obligation to sell it to them.
  9. 9. Key to Sales Sales Presentations Build Rapport = Trust Probe / Question Prescribe a Solution
  10. 10. Biggest Key to Sales CLOSING ~ Ask for the saleLogical conclusion to the sales process
  11. 11. Everyone is NOT your TargetYou need to “target” and “focus” on what will be most successful You can not focus your attention on “Everyone” and “Everything”
  12. 12. Are You Marketing Or Selling?
  13. 13. Marketing and Sales You need to do both but remember they are separate activities connected by your brand and your messaging.
  14. 14. Why Sales? Marketing costs money ~ Sales makes money
  15. 15. Are You Marketing Or Selling?
  16. 16. What is Marketing? Everything you do to promote your business to getcustomers to buy your product / services on a regular basis
  17. 17. What is Sales? The exchange of goods or services for money
  18. 18. Why Sales? Marketing costs money ~ Sales makes money
  19. 19. Why Sales? Nothing happens in a business until someone sells something.
  20. 20. Why Sales? If you have a product or service that helps people you have an obligation to sell it to them.
  21. 21. Set The StageProspecting
  22. 22. Marketing Is?Building Activity Above Your Funnel
  23. 23. 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.
  24. 24. The Power of Digital
  25. 25. Why Participate? Marketing is changingThe need to spend money on push advertising is diminishing “Word Of Mouth” is a click away
  26. 26. Building Activity ~ Prospecting
  27. 27. Your Website Is CriticalThis is where the magichappens and by magic I mean SEO and CONVERSION.
  28. 28. The Sales Process 28
  29. 29. Effective Sales ProcessSuspects Prospects Qualified & Interested Presentation Close $ Sale $
  30. 30. Key to Sales Nobody cares about what you doThey care about what you can do for them
  31. 31. Keys to Sales Create Value For The Customer Find the customer’s pain and solve it!
  32. 32. Value of building rapport80% of all sales are based on the customer Liking and Trusting the sales person
  33. 33. Key to Sales Sales Presentations Build Rapport = Trust Probe / Question Prescribe a Solution
  34. 34. Keys to SalesDevelop selling questions that get to the right results Develop closing questions
  35. 35. 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
  36. 36. Keys to Sales CLOSING ~ Ask for the saleLogical conclusion to the sales process
  37. 37. 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?
  38. 38. Sales Techniques and TipsTo sell you need to align yourself with the other person then “lead” them where you want them to go.
  39. 39. 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…
  40. 40. Key to SalesCreate Value For The Customer
  41. 41. 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)
  42. 42. Final Thoughts (Almost Done)
  43. 43. What Makes a Sales Person?
  44. 44. For Information on SBDC Activities The Ohio SBDC at Columbus State p. 614-287-5294 www.SBDCColumbus.com

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