Grow your business but getting a better understanding of the sales game (aka process), some useful phrases and basics of how to make it so much easier for people to buy from you. It's not about sales, it's about having a conversation, with you asking GREAT questions, listening and then saying as little as possible!

1. Have Fun & Make Money
Patti Pokorchak, MBA

3. You Are NOT A Sales Person
• Make It Easier For People To Buy From
You
• Growing Your Business - Only 1 Way!
• NO Sales = NO Biz!

4. • Be Confident & Clear on Your Value
• Confused People Do Not Buy
• Can’t Hire if You Can’t Do it Yourself

5. “If I can be a farmer, then you can be
anything you want to be --
with some sales & marketing skills that is!”

6. The
Least
Likely
Sales
Success

7. Things I have sold
• IBM Computers, PCs & Software
• Services
• Training @ $40,000/ 4 day course
• Plants, Trees & Shrubs
• Blank Books & Advertising
• Lambs & Llamas
• Myself

8. How Some Entrepreneurs
See the Sales Process
1. Prospecting
2. Close the Sale $$$

9. The Sales Game
Where everyone is a Winner!
5. Proposals Follow-up
4. Proposals
3. Face-to-Face Meeting
1. Prospecting
2. Follow-Up (calls/emails)
6. Close the Sale $$$

10. Business ONLY
Starts When
a Sale is Made!

11. We are ALL in Sales ALL the Time!

12. Optimistic Ambiverts!
THE Best Sales Professionals are

13. Helping People BUY from You
• You’re NOT selling anything

14. Sales - The Honourable Profession
”Be of service to others"
“You will get all you want in life, if you help
enough other people get what they want.”
Zig Ziglar

15. Sales Professional – Born or Trained?

16. People Buy Value
• 10x more expensive
• Incumbent vs Unknown
• One-Off vs Proven Training Course
$600 vs $6,000

17. Sales Is All About
Value
Confidence
Self-Esteem

18. UVP – Unique Value Proposition
•What makes you unique and stand
out
•What’s the value your clients get
from you?

20. Kiss enough frogs and your
Prince/Princess will come

22. Your #1 Priority
Make people relax and
feel comfortable with you

23. they’re as afraid
IF NOT MORE AFRAID
than you are!

24. Fun Conversations
With Your Newest BFF

25. • Be Curious & Caring

26. Questions? Questions? Questions?
• Ask THEN listen for clues
• Probe deeper using that clue
• Open vs Closed Questions
• Ask better questions, close more biz!

27. Qualifying Questions
• What are your goals?
• What’s stopping you from reaching them?
• What would it mean if you didn’t meet your
goals?
• What if you enjoyed selling more?
• What if selling was easier for you?
• What if you had more fun AND made more
money?

28. People buy
Your Enthusiasm and Passion
“If you don't blow your own horn,
there is no music” Alan Weiss, PhD

30. 2 Ears: 1 Mouth

31. Don’t Forget to ASK for the Order!

32. Negotiating
• Go in with your 2nd
or 3rd
best offer
• Do not give up something without
getting something in return
• “Yes I can but it costs more” (scope
creep)

33. Useful Phrases
•I don’t know but I’ll find out and get back
to you
•Yes I can but it costs more
•I can’t tell you what I charge until I know
what you need

34. What does NO mean?
NO = Next Opportunity

35. Grow Your Business FAST &
PROFITABLY in 5 Weeks
• Learn About The Sales Game
• What is BizDev
• 5 Week Online Tele-class starting
Sept. 16 at NOON
• Free Business Challenge Call

36. 1. Be Confident & Clear in Your Value
2. Be Curious & Caring
3. Be Persistent!
Who Can You Help Today?