WELCOME TO FIRST FRIDAYS!

Supercharge Your Sales ProcessOctober 7, 2011

Consider This

””Your work is going to fill a large part of Your work is going to fill a large part of your life, and the only way to be truly your life, and the only way to be truly satisfied is to do what you believe is satisfied is to do what you believe is

great work. great work. And the only way to do great work is to And the only way to do great work is to

love what you do."love what you do."

Steve Jobs, 1955 - 2011

OwnershipOwnershipAccountableAccountableResponsibleResponsible

BlameBlameExcusesExcusesDenialDenial

VICTIM

VICTOR

Are You Above or Below the Line?

There is no “Selling”

The Shortest Course on Sales

Ask Questions and Listen!

The Secret Sauce

• Profile Your Revenue• Segment Your Customers• Systematize Your Sales Processes• Focus on Five Ways To Results

Profile Your Revenue

• “Follow The Dollar”• Know your numbers: How does the

80/20 rule apply to your revenue numbers?

Segment Your Customers

Don’t complain about the economy until you have 10 pieces of personal

information on every prospect and customer!

Precession:Focus Leads to Success

Leadership checklistSystems checklistProcess mapping

Cross-Section of Sales Funnel

Set goals for percent of total sales from each quadrant

Five Simple Steps To Massive Results

Number of LeadsX

Conversion Rates

= Number of Customers

= RevenueNumber of Transactionsx

Average $ Sold

= PROFITSxMargins

1/2

3/4

5

The More You Learn, The More You Earn

• Spin SellingSpin Selling• Getting NakedGetting Naked• Seven HabitsSeven Habits• Platinum RulePlatinum Rule

The more you read, the better you lead

Tools of a Successful Sales Person

• PurposePurpose• Questioning AbilityQuestioning Ability• ProcessProcess• ScriptsScripts• MaterialsMaterials• Ears/Mouth in RatioEars/Mouth in Ratio

• Have a purpose (intent, desired outcome) for every touch

• Always establish value before price• Trust trumps price every time:

– People do business with people they like and trust. – People like people who like what/who they like: find the

connection points

• Model the masters – follow the Top 10%– Top 10% ask 6x more questions – don’t show up and throw

up – the person who asks the questions is in control

Meditations on Success

• We are what we think we are. BE the coach!• Let your past make you better, not bitter.• If you don’t have an assistant, you are an assistant.• When you care more about the customer than the

sale, you will sell more• Focus on benefits and outcomes, not speeds and

feeds

More Meditations on Success

Questions?

16

Our Mission: World Abundance Through Business Education

Make Better Decisions! Improve Your Business IntuitionFriday, November 4th, 2011 Failing to Plan is Planning to FailFriday, December 2nd, 2011 Yes, Your Dreams CAN Come TrueFriday, January 6th, 2011 GrowthCLUBJanuary 11, 2012

The Greatest Coach Ever! Life Lessons from Dean Smith, Roy Williams, Coach K and Jimmy V

Our Mission: World Abundance Through Business Education

FIRST FRIDAYS  Grab a free coffee and bagel and get one useful idea you can implement immediately in your business and in your thinking. Finish the week strong! Dates: November 4, and December 2nd

 GrowthCLUB Map out a winning game plan for the next 90 days. Learn proven strategies to get clear direction and purpose for your business and new tools to achieve your goals faster. First-time attendees also receive a one-hour coaching session. Dates: January 11th (Annual goal-setting session)

** Click here for up-to-date event information **

Our Mission: World Abundance Through Business Education

BizRICH Make more money and work fewer hours. Spend 2 full days and change the way you think about your business forever! Learn proven systems for increasing sales, improving teamwork, generating more cash flow, and gaining more control over your business and your life.Dates: November 18-19

The Greatest Coach Ever! Life Lessons from Dean Smith, Roy Williams, Coach K and Jimmy V Just in time for March Madness, this talk will summarize and synthesize the key lessons from 4 of the most successful college basketball coaches in history. Learn how to transfer their winning formulas on the court into successful strategies for your business.

Saturday, March 3rd

UNC (tentative location – to be held prior to the Duke vs. UNC basketball game)

About Jim Jubelirer• 25 years in business, $1M+ sales annually

• Expert in sales, marketing and leadership– Start-up coach at UNC Venture Launch

– Affiliated with Duke Leadership Program, Fuqua Business School

– Board of Advisors for Sustainable Brands

– Member of angel investment and non-profit groups

• Frequent speaker, trainer and facilitator, presented to over 6,000 people

• MBA, Cornell BA University of California, Santa Cruz

• Certified in Sandler Sales, Strategic Coach, numerous other personal and professional development programs

• Married, 1 son, loves tennis, scuba, travel

About ActionCOACH…

• #1 Business Coaching and Consulting company in the world• Founded in 1993 by Brad Sugars; self-made multi-millionaire,

author, and entrepreneur• 1,300+ Coaches worldwide in 40 Countries• Combines the best practices in business and personal

development

Coaching Works!

• UK Study: ActionCOACH clients averaged a 30% average annual sales growth compared to only 13% in non-coached businesses.

• US Study: Coaching clients saw a return on investment of 7.5 to 1, or $7.50 increase in income for every $1 invested.

Business Coaching Programs…

Jim JubelirerCertified ActionCOACH308 West Rosemary Street, Suite 307Chapel Hill, NC 27516(919) 969-7818jimjubelirer@actioncoach.comwww.actioncoach.com/jimjubelirer