Sales for Entrepreneurs
From Goals to Close
Intoductions
Name
Company & Stage
Passion: Background/Experience
Revenue Goals
What do you want most from this time?
What do we think about “Sales”?
Sales Role
What is your role?
How do you go about achieving it?
Sale Role
Your role is to set up an environment where potential customers feel comfortable making a purchase decision.
Yes or no...either is perfectly acceptable
Sales Process
"I have not failed. I've just found 10,000 ways that won't work." - Thomas Edison
A method aimed to fail and disqualify leads in order to focus on those most likely to buy your product or service.
Sale Process
What good is a sales process?
Engineers?
Business Majors?
Programmers?
Sales Process
How to build one?
Sales Process
Method of Progressing
Sales Process: Prospect
Prospect:
1. Knows who you are
and
2. Has taken any action to solve a problem that your company solves
Behavior: Begin to develop relationship by building rapport. “Impress”
Sales Worksheet
Exercice: Answer Q1, Q2 & Q3
Discussion
Sales Process: Qualifying Leads
Lead:
1. Knows who you are
2. Has taken some action to find out information about your particular product
3. Interest can be assessed: Hot, medium, cold
Behavior: Continue to build relationship (Bond & Rapport) and educate
Sale Worksheet
Answer Q5: Develop 3 or 4 questions that would qualify a prospect
Sales Process: Needs Assessment
1. Identify Pain
2. Urgency of the relief needed (Timeline to buy)
3. Budget and budget process
4. Decision-making process
5. All stakeholders and decision-maker(s)
6. Possible Hurdles
Behavior: Build upon trust, same side & “up-front contract”
Sales Process: Presenting
Video Exercise
Problem
Solution
Unique
Target Market/Person
Other Presentation Points (Positive or Constructive Feedback)
Sales Process: Presenting
1. All stakeholder present
2. Map pain to relief & problems to solutions
3. Know “objections” beforehand
4. Educate only as much is required
Sales Worksheet
Do the Presentation Exercise (Page 3)
Objection Handling
1. “Objections”
2. Hard Questions
3. Answers that uncover a deficiency
Behavior: Partner, Inquire, question why that issue/question is important to the buyer. Drive to the question behind the question or the real concern.
See Article for Tactics
Sales Process: Proposal
A selling document designed to begin to resolve any scope of work differences and pricing issues.
Key: Best delivered in person at a scheduled time when the all the stakeholders present and can resolve any remaining issues prior to proceeding to contract.
Sales Process: Contract (Won/Lost)
Keys:
1. As short and simple as possible
2. Should be delivered and reviewed either live or via phone with the decision-maker. Changes should be made immediately and resent to buyer within 1 business day.
3. Needs to be requested
Losing at contract stage!!!
So What…
...will you do now?
...what are the next steps after establishing the process?
References
L
Little Red Book of Selling: 12.5 Principles of Sales Greatness
– Jeffrey Gitomer
Key point: Your role is to create an environment where the prospect feels comfortable making a purchase decision
You Can't Teach a Kid to Ride a Bike at a Seminar: The Sandler Sales Institute's 7-Step System for Successful Selling
– David Sandler
Key Highlight: Gather/illicit the right information at the right time. Truly understand the prospect’s pain and qualify wisely.
Tracking and Measuring: CRMs
Do I really need one?