This document discusses closing business in the fourth quarter and selling techniques. It is from a company called MIMS Morning Meeting LLC that provides business development and sales skills training. The document contains tips, quotes and surveys related to closing more deals in the fourth quarter through prospecting, communication skills, creating value for clients, and understanding customer needs and motivations. It emphasizes the importance of asking for business in order to generate sales.
If you are ready to improve your sales systems, generate more opportunities, keep your current clients buying more and have a proven marketing plan you can live by, you are at the right place. Please review our solutuons catalog to get a better understanding of how DMC can help you achieve optimum success.
Sales White Paper: Sales Leadership Whatever The WeatherAltify
This White Paper discusses Sales Leadership. It introduces perspectives, ideas, measurements and tools to help Sales Leaders succeed in both buoyant and challenging trading conditions. The chief take-away from this paper is that there are key things sales leaders should be focused on regardless of the economic environment.
Discover strategies to effectively manage your salespeople past the barriers that have been holding them back and onto the success they want and the success your business deserves.
http://www.bizsum.com - This book shows that the ultimate solution to reversing the current leadership trends of margin slashing, accounting trickery, and shareholder hoodwinking is to run an organization that can maintain and expand its customer base without slashing prices and without reducing its fiscal integrity. In the end, the success of your organization does not depend on your understanding of economics, or organizational development, or marketing. It depends on your understanding of psychology: how each individual employee and client connects with your company.
If you are ready to improve your sales systems, generate more opportunities, keep your current clients buying more and have a proven marketing plan you can live by, you are at the right place. Please review our solutuons catalog to get a better understanding of how DMC can help you achieve optimum success.
Sales White Paper: Sales Leadership Whatever The WeatherAltify
This White Paper discusses Sales Leadership. It introduces perspectives, ideas, measurements and tools to help Sales Leaders succeed in both buoyant and challenging trading conditions. The chief take-away from this paper is that there are key things sales leaders should be focused on regardless of the economic environment.
Discover strategies to effectively manage your salespeople past the barriers that have been holding them back and onto the success they want and the success your business deserves.
http://www.bizsum.com - This book shows that the ultimate solution to reversing the current leadership trends of margin slashing, accounting trickery, and shareholder hoodwinking is to run an organization that can maintain and expand its customer base without slashing prices and without reducing its fiscal integrity. In the end, the success of your organization does not depend on your understanding of economics, or organizational development, or marketing. It depends on your understanding of psychology: how each individual employee and client connects with your company.
What SMBs are Neglecting: Experts Weigh In
The demands on small business owners and management can be overwhelming. There is so much to do and only so many hours in the day. From tracking sales, to marketing, to maintaining client relationships, managing staff, and about a million other tasks — something is almost always being neglected.
To help sort through it all, we’ve reached out to a panel of small business and sales experts and asked them all a single question: “What is one thing that many SMBs are neglecting and shouldn’t be? “
The Disruptive Reader: Three Urgent Questions for B2B Marketing InnovatorsShelly Lucas
This reader is dedicated to the marketing misfits. The interrogators. Because marketers who are courageous enough to ask probing questions are the ones who transform their businesses and ignite their careers.
Why Small Business Should Start Marketing on Day OneCarolyn Pachas
If you’re starting a new business, you’re not going through it alone. Around the world, entrepreneurs just like you are experiencing many of the same thoughts, concerns, victories, and setbacks.
Believe it or not, it is easy to create new opportunities for building wealth. In fact, unseen opportunities are passing you by everyday. The only thing you need to do is to look at these overlooked opportunities with fresh eyes and capitalize on them.
Marketing genius Jay Abraham shares with you a program that will help you reach the pinnacle of success. Using the strategies he has utilized as a top advisor to some of America’s top corporations, Jay teaches you how to spot hidden assets and how to use untapped resources to maximize your career and increase your income.
The internet is one of the easiest ways to make money, particularly if you want to make
money from your home, or make money in a way that costs little and returns many-fold on
your investment of little or nothing. It has allowed people from all walks of life to make money—big money—and quit their day jobs (or in many cases, never start one to begin with). And surprisingly, making money on the internet does not require the sort of background, education, or experience that most people think it does. Making money on the internet has been made increasingly easier, opening the door for more and more people to sit back, relax, and let the ethereal World Wide Web make their money for them.
What SMBs are Neglecting: Experts Weigh In
The demands on small business owners and management can be overwhelming. There is so much to do and only so many hours in the day. From tracking sales, to marketing, to maintaining client relationships, managing staff, and about a million other tasks — something is almost always being neglected.
To help sort through it all, we’ve reached out to a panel of small business and sales experts and asked them all a single question: “What is one thing that many SMBs are neglecting and shouldn’t be? “
The Disruptive Reader: Three Urgent Questions for B2B Marketing InnovatorsShelly Lucas
This reader is dedicated to the marketing misfits. The interrogators. Because marketers who are courageous enough to ask probing questions are the ones who transform their businesses and ignite their careers.
Why Small Business Should Start Marketing on Day OneCarolyn Pachas
If you’re starting a new business, you’re not going through it alone. Around the world, entrepreneurs just like you are experiencing many of the same thoughts, concerns, victories, and setbacks.
Believe it or not, it is easy to create new opportunities for building wealth. In fact, unseen opportunities are passing you by everyday. The only thing you need to do is to look at these overlooked opportunities with fresh eyes and capitalize on them.
Marketing genius Jay Abraham shares with you a program that will help you reach the pinnacle of success. Using the strategies he has utilized as a top advisor to some of America’s top corporations, Jay teaches you how to spot hidden assets and how to use untapped resources to maximize your career and increase your income.
The internet is one of the easiest ways to make money, particularly if you want to make
money from your home, or make money in a way that costs little and returns many-fold on
your investment of little or nothing. It has allowed people from all walks of life to make money—big money—and quit their day jobs (or in many cases, never start one to begin with). And surprisingly, making money on the internet does not require the sort of background, education, or experience that most people think it does. Making money on the internet has been made increasingly easier, opening the door for more and more people to sit back, relax, and let the ethereal World Wide Web make their money for them.
ducation is transmission of Civilization and its globalization has made it more quality and competition oriented. We intend to move towards a better tomorrow by following best practices of imparting education to match the international standards. University intends to implement industry friendly, demand driven, research oriented
Optimizing Facebook for Business: Solutions For an ROI Driven Success StrategyNicole Kroese
Facebook is increasingly an extremely powerful marketing and lead generation tool for small and large businesses alike. Learn WHY social media is the new word-of-mouth, what kind of industries are ideal for Facebook marketing, how to overcome common challenges with Facebook strategies, what Facebook ROI looks like, and how to master Facebook ads.
Str 581 guide 3 98) Which research design listed below is most appropriate fo...sankarananthcj
98) Which research design listed below is most appropriate for establishing causality?
A. Individual depth interview
B. Behavioral observation
C. Focus group
D. Survey
E. Experiment
this slide mainly talks about how to get a fund and the resources, the stock market and the basic definition & B2B B2C companies and firmographis how to classify companies and select your segment.
Business owners generally go into business because they are passionate about what they do, not because they are passionate about running a business. Yet in today’s economic climate, it is even more important to understand how to effectively manage the business in order to survive.
The Business Growth Masterclass series is designed for smaller businesses. Its cost effective masterclasses give you the chance to understand how a business works and how to grow your business by working smarter, not harder. It’s like getting the practical bits from an MBA at a fraction of the cost.
Enterpreneurship Development Assignment on making business unique and convert...Gunjan Awasthi
Ways to make business unique and successful in 21st century.
Challenges or threats on Enterpreneurship and how to convert challenges into opportunities.
Covers answers of two majorly asked questions in the field of entrepreneurship and the questions are-
What makes your business unique in 21st century and how can you get success?
Elaborate challenges or threats on entrepreneurship in 21st centuries and how they are converted to opportunities?
Not Easy Choices: The Business of Making Structural ChoicesAlan McCafferty
The information, examples and data in this booklet has been acquired from several sources including more than 20 years of work experience with start-ups to fortune 500 companies, interviews with colleagues and business leaders.
33 Tips, Secrets and idea's to help you create value for your business. Ultimately they will help you sell your business for the highest value possible.
Buyers can now discover nearly everything about companies, products and
services from websites and other Web sources, including what customers are
saying on social media.
Top 12 tips for driving consistent sales growthIBG-World
Simon has over 25 years’ proven international management, sales, business development and strategy experience with particular emphasis on new business start up, growth and acquisition
Four phases to reinterpret a growth business for stability and future sustainability. Planning in eight functional areas including brand, mindset, organization, capital management, revenue, succession and exit. An engagement collateral piece designed to create collaborative relationships external to sales. A strategic presentation giving an alternative perspective to raging noise making hard to hear what founder, CEOs need for viable decisions in critical times.
Similar to Closing business 4th quarter 2013 edition (20)
Know matter what your profession, vocation, avocation, job career or just plain old work mastering sales skills can add to the enjoyment and rewards. Sales skills are the utensils needed to uncover, explain, and sell your conclusions & recommendations. Mastering advance sales skills will transform your life and take you to places your have never been.
We've all heard the phrase “Clothes Make the Man”. This expression was first recorded more than 400 years ago by Erasmus, a Catholic priest, theologian, and social critic, but many have repeated it since.
Today's lawyer must be a skilled litigator, a great negotiator and learned in CLIENT DEVELOPMENT. The MimsMorningMeeting alone with the Closers Group has designed 5 new presentations to enhance the CLIENT DEVELOPMENT skills of any attorney. Each presentation is equipped with CLE
Negotiation Begins with your Elevator Pitch-The Pitch that Unlatches Tremendo...the Closers Group
The Pitch
The response and tone you provide will
dictate the direction,scope, new connections and level of encroachments you will have with these new union.
The Pitch is your first volley you serve across to net to develop a new business ventures.
For those of us whom are fortunate enough to have a better half or a significant other we understand that the art of communicating can at times be strangled when the spoken word is misinterpreted or misconstrued. It is what they here that counts.
Corporate Legal Expansion Practices
CLEP
The art and science of practice/business development are as old as the law itself.
Many of you have an understanding of today’s business development as it relates
to the corporate business world and the legal practice development workings in the legal world.
We the Closers Group have combined both these disciplines to create the Corporate Legal Expansion Practices or CLEP
SalesValueAdvantages (SVA) has created business development programs tailored to give your chamber members the competitive advantage needed to win today.
Services for Small & Medium Business, Attraction for New Members, Retention, Growth opportunities and revenue stream for the chamber.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
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"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
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Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
As a business owner in Delaware, staying on top of your tax obligations is paramount, especially with the annual deadline for Delaware Franchise Tax looming on March 1. One such obligation is the annual Delaware Franchise Tax, which serves as a crucial requirement for maintaining your company’s legal standing within the state. While the prospect of handling tax matters may seem daunting, rest assured that the process can be straightforward with the right guidance. In this comprehensive guide, we’ll walk you through the steps of filing your Delaware Franchise Tax and provide insights to help you navigate the process effectively.
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
India Orthopedic Devices Market: Unlocking Growth Secrets, Trends and Develop...Kumar Satyam
According to TechSci Research report, “India Orthopedic Devices Market -Industry Size, Share, Trends, Competition Forecast & Opportunities, 2030”, the India Orthopedic Devices Market stood at USD 1,280.54 Million in 2024 and is anticipated to grow with a CAGR of 7.84% in the forecast period, 2026-2030F. The India Orthopedic Devices Market is being driven by several factors. The most prominent ones include an increase in the elderly population, who are more prone to orthopedic conditions such as osteoporosis and arthritis. Moreover, the rise in sports injuries and road accidents are also contributing to the demand for orthopedic devices. Advances in technology and the introduction of innovative implants and prosthetics have further propelled the market growth. Additionally, government initiatives aimed at improving healthcare infrastructure and the increasing prevalence of lifestyle diseases have led to an upward trend in orthopedic surgeries, thereby fueling the market demand for these devices.
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
What are the main advantages of using HR recruiter services.pdfHumanResourceDimensi1
HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
Taurus Zodiac Sign_ Personality Traits and Sign Dates.pptxmy Pandit
Explore the world of the Taurus zodiac sign. Learn about their stability, determination, and appreciation for beauty. Discover how Taureans' grounded nature and hardworking mindset define their unique personality.
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?
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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?
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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