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SELLING YOUR CONCLUSIONS &
RECOMMENDATIONS
A Blow Your Horn Publication
A Blow Your Horn Publication
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
Questions
A Blow Your Horn Publication
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
Who are you?What do you have?Why should they/I
care?
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
3
A Blow Your Horn Publication
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
The Sales Cycle
A Blow Your Horn Publication
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
The Sales Cycle
A Blow Your Horn Publication
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
The Sales Cycle 1. Initiate contact
2.Discovery3. Demonstration
A Blow Your Horn Publication
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
Who are you?Initiate contact
What do you have?Discovery
Why should they/I care?
Demonstration
Who are you?
A Blow Your Horn Publication
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
Who are you?Initiate contact
A Blow Your Horn Publication
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
Frank Mims VWho are you?
Initiate contact
A Blow Your Horn Publication
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
Who are you?Initiate contact
A Blow Your Horn Publication
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
Salesman
Who are you?
Initiate contact
A Blow Your Horn Publication
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
Salesmanagent Account Executive
Representative
VAR
Tradesman
peddler
marketer
merchant
dealerSr. Account Executive
broker
connector
influence
Major Sr. Account Executive
Major Strategic Sr. Account Executive Domestic International
Who are you?Initiate contact
A Blow Your Horn Publication
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
Who are you?Initiate contact
A Blow Your Horn Publication
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
Who are you?Initiate contact
35,000 HOURS OF WORKING PRACTICE IN
SELLING
38 + EDUCATIONAL PROGRAMSSELLING/BUSINESS DEVELOPMENT
10,000 Hours of PracticeOutliers, author Malcolm Gladwell
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
Expert
Who are you?
A Blow Your Horn Publication
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
What do you have?
Discovery
A Blow Your Horn Publication
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
What do you have?Discovery
A Blow Your Horn Publication
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
A Sales Skills Enhancement Company
What do you have?
Discovery
A Blow Your Horn Publication
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
Motivation
Innovation
Methodology
Service Satisfaction
MIMS
What do you have?Discovery
A Blow Your Horn Publication
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
Motivation:motive, incentive, stimulus, stimulation, inspiration,inducement, incitement,
spur, reason; informalcarrot
Innovationchange, alteration, revolution, upheaval, transformation,
metamorphosis,breakthrough; Methodologya system of methods
used in a particular area of study or activity.
Service Satisfaction
MIMS
What do you have?Discovery
A Blow Your Horn Publication
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
MotivationInnovation
Methodology Sales Satisfaction
Key building tools to
Selling your Conclusions Discovery and
New Revenue Generation
MIMS
What do you have?
Discovery
A Blow Your Horn Publication
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
Why should they care?
A Blow Your Horn Publication
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
Selling conclusions and recommendations after an audit or financial analysis should use the same approach as winning a new engagement for any business or law firm. Once you have had the client clearly identify the problems, issues and concerns, and strategized with them on how to overcome each, then close the deal. In selling your conclusions, they must be reminded of the problems, alternate solutions you previously discussed, and what the final audit recommendations do to solve each. .
Why should they care? Demonstration
A Blow Your Horn Publication
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
identify the goals, uncover the problems,
subjects and worries
Why should they care? Demonstration
A Blow Your Horn Publication
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
strategized with them on how to overcome each
Why should they care?
Demonstration
A Blow Your Horn Publication
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
reminded them of the problems, interchange the
solutions
Why should they care? Demonstration
A Blow Your Horn Publication
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
Who are you?Initiate contact
What do you have?Discovery
Why should they/I care?
Demonstration
A Blow Your Horn Publication
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
A Soup Story
A Blow Your Horn Publication
SELLING YOUR CONCLUSIONS & RECOMMENDATIONS
Dr. ALLAN COLMANAuthor, Business Accelerator and
Keynote Speaker http://www.closersgroup.com/
310-225-3904acolman@closersgroup.com
FRANK MIMS V Speaker,
Business Development Specialist and Business Growth Instructor
http://www.mimsmorningmeeting.com 832-259-3708
fmims@closersgroup.com
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