Sales strategies to help you close the deal

1. Alison Edgar, The Entrepreneur's Godmother
4 Sales strategies to
help you close the deal
WiFi: QBConnect No password required#QBConnect

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Founder of Sales Coaching Solutions and The
Entrepreneur’s Godmother
Voted one of the UK’s Top 10 Business Advisors
Winner of GB Entrepreneurs of the year special merit
for service in 2015
About today’s speaker
Alison Edgar
http://alisonedgar.com @aliedgar13 The Entrepreneur’s Godmother

3. Join our FB group:
Entrepreneur’s Can Clan
Follow us on Twitter:
@aliedgar13
#QBConnect

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1. Understand the behaviours
2. Learn the sales process
3. Develop a sales strategy
4. Be confident
Four key pillars of sales
Learn the
Process
Improve your
Strategy
Understand
the
Psychology
Boosting
your
confidence

5. Understanding behaviours
Treat others how they want to be treated
http://alisonedgar.com @aliedgar13 The Entrepreneur’s Godmother

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We have different views of the world
Blues Reds
Greens Yellows
Task focused
Relationship focused
ExtrovertIntrovert
KEY TAKEAWAY: You are a mix of
all four colours, but you will have
one predominant colour.

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• Independent and goal-oriented
• ”Natural” leaders
• Problem solvers, likes changes
• Search challenges and competitions
• Priority to the task and to the result
• The keyword is when?
Red behaviour

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• Outgoing & optimistic
• Creative & communicative
• Verbal
• Teambuilder
• The keyword is who?
Yellow behaviour

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• Harmonic, social
• Relaxed, personal
• Service minded
• Persevering
• Listening to everyone´s view
• The keyword is why?
Green behaviour

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• Logical, structured
• Good listener
• Formal and accurate
• Prioritise the task and way to work
• Written communication
• The keyword is how?
Blue behaviour

11. Sales process
You can’t sell to everyone,
but a process will help you sell to a lot more
http://alisonedgar.com @aliedgar13 The Entrepreneur’s Godmother

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Relationship
building
Be organised
Do your
research
4 w’s
Open
questions
Listen up!
Get the need
Ask for the
order
Test intention
Overcoming
Objections
Deliver to
expectations

13. When delivered correctly, sales and
customer service are exactly the
same thing.

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1. Who you are…
2. Where you are from…
3. What’s it about
Spark interest – 4W’s
KEY TAKEAWAY: If you’re pitching to
a panel flip this on it’s head and tell
them what’s in it for them first.
The most important one that many people miss out:
4. WHAT’S IN IT FOR THEM?

15. Take one minute each
to share your 4W’s
with your neighbour
http://alisonedgar.com @aliedgar13 The Entrepreneur’s Godmother

16. Sales strategy
How do you know where to start, if you
don’t know where you’re going?
http://alisonedgar.com @aliedgar13 The Entrepreneur’s Godmother

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20172011 2014 2015 2016
Founded Sales
Coaching Solutions
Growth Voucher
roadshows across
the South West
Small Business
Saturday, Small Biz
100
Voted one of the
UK’s Top 10
Business Advisors
Started working with
Jordan Daykin and
Ben Towers
Become mentor to
Chiclet's at
Entrepreneurial Spark
Invited to attend the
Queen’s Royal
Garden Party
Won GB
Entrepreneur of the
Year award Special
Merit for Service
Spoke on Radio 4,
Money Box
Invited to take 20
small businesses to
Number 10,
Downing street
Launched The
Entrepreneur’s
Godmother
Launched two online
courses
Spoke at the first
event of it’s kind in
the Middle East
QuickBooks Connect
2017 in London

18. Networking strategy
Associate yourself with the movers and
shakers in your industry
http://alisonedgar.com @aliedgar13 The Entrepreneur’s Godmother

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Social media

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The networkers

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Marry Avoid Snog

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Follow-up
The proof is in the numbers
48%
of sales people
never follow up
with a prospect
25%
of sales people
make a second
contact and stop
85%
of sales are
made on the fifth
to twelfth contact
*Statistics taken from followupsucess.com

23. Confidence
http://alisonedgar.com @aliedgar13 The Entrepreneur’s Godmother

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“I think I am, therefore I am”

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Win-Win Mindset

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For more information visit:
alisonedgar.com
http://alisonedgar.com @aliedgar13 The Entrepreneur’s Godmother

27. Access the presentation materials via:
The QuickBooks Connect 2017 Conference App
or
Slideshare at: http://www.slideshare.com/tag/QBCUK17