- 1. Value Based Selling for the Small Business Owner
2. Who is @MichaelBowers? District Center Manager for Ohio SBDC
at Columbus State since 2002 SBDC State Star for Ohio in 2007 Won
the SBA Innovation and Service Center of the Year for Ohio and SBA
Region Five in 2007 Striving to accelerate the growth of
entrepreneurship and small business innovation. #RunNerds
Marathoner. What's worth doing is worth doing for 26.2! 3. Who is
the Ohio SBDC at Columbus State? An experienced & award winning
team providing no-cost, one-on-one business management advice with
four centers to serve you at one location: Core SBDC Manufacturing
& Technology SBDC International Trade Assistance Center Latino
SBDC 4. Who is the SBDC at Columbus State? A team who serves nine
counties including: Delaware Logan Fairfield Madison Fayette
Pickaway Franklin Union Licking 5. Visit my small business blog at
Ideas2Deals.com 6. Why Sales?Nothing happens in a business until
someone sells something. 7. Why Sales?7 8. Ground RulesNo Stupid
Questions You need to participate and do the work between sessions.
9. Its All About The Story Whats Your Story? 10. Pitch UsIntroduce
Yourself / Pitch Me What do you do? Why are you here? 11. Getting
Your Ideas To Spread 12. Traditional Advertising Wont Work There
are so many options and media now that are competing for consumers
attention that it is easy for them to ignore traditional Push
advertising 13. Key To SuccessBe Remarkable 14. Being Good Is Easy
To Ignore 15. Being Safe Is Bad 16. Work The Edges Want To Ignore
YouWant To Hear From You 17. Key To SuccessEarn Attention Of People
That Want To Talk To You Build Trust With Them They Will Share With
Their Friends 18. Everybody SellsEither you are selling them on
buying from you or your are selling them on buying from your
competitor 19. Why Sales?Nothing happens in a business until
someone sells something. 20. Its All About Customers 21. Key to
Sales Create Value For The Customer Find the customers pain and
solve it! 22. Steve Kloyda The Prospecting Expert
HTTP://WWW.THEPROSPECTINGEXPERT.COM24 23. Message Builder
PainPleasureReduce Eliminate Avoid Remove DiminishIncrease Expand
Maximize Strengthen Build-Up 25 24. Keys to SalesCome up with 5
things that are great about dealing with you and your company Come
up with 5 typical objections you get and how you should respond 25.
Keys to SalesIdentify 10 Fans, Ask For One Referral Identify 100
Fans you can contact Identify 1 Center of Influence and take them
to lunch 26. For Information on SBDC ActivitiesThe Ohio SBDC at
Columbus State p. 614-287-5294 www.SBDCColumbus.com 27. Value Based
Selling for the Small Business Owner 28. S. Anthony Iannarino
http://thesalesblog.com30 29. I could get more sales If Only..31
30. The Sales Process32 31. Effective Sales Process Suspects
Prospects Qualified & Interested Presentation Close $ Sale $
32. Key to SalesNobody cares about what you do They care about what
you can do for them 33. Keys to Sales Create Value For The Customer
Find the customers pain and solve it! 34. Value of building rapport
80% of all sales are based on the customer Liking and Trusting the
sales person 35. Key to Sales Sales Presentations Build Rapport =
Trust Probe / Question Prescribe a Solution 36. Getting Your Ideas
To Spread 37. Its All About Customers 38. Everybody SellsEither you
are selling them on buying from you or your are selling them on
buying from your competitor 39. Why Sales?Nothing happens in a
business until someone sells something. 40. Key to Sales Create
Value For The Customer Find the customers pain and solve it! 41.
Keys to SalesDevelop selling questions that get to the right
results Develop closing questions 42. What Makes a Sales Person?
43. Why Sales? If you have a product or service that helps people
you have an obligation to sell it to them. 44. Key to Sales Sales
Presentations Build Rapport = Trust Probe / Question Prescribe a
Solution 45. Biggest Key to SalesCLOSING ~ Ask for the saleLogical
conclusion to the sales process 46. Everyone is NOT your Target You
need to target and focus on what will be most successful You can
not focus your attention on Everyone and Everything 47. Vision /
Mission vision statement ~ a picture of your company in the future.
Your vision statement is your inspiration, the framework for all
your strategic planning. mission statement ~ articulates the
company's purpose. It is why you do what you do 48. Marketing
Analysis Who is your Target Customer? What do you know about your
customer? What markets are you competing in? How are you
positioned? What is your competitive edge? How does price affect
your positioning? 49. Market Research Prove or Disprove There is
someone out there to buy your product? There is someone out there
to buy my product at my price 50. Market Research WHO:
Demographics: the statistical data of a population, especially
those showing average age, income, education, etc. WHY:
Psychographics: the hot button words of your customers that reflect
their reason for buying. This is the basis of your overall
messaging. 51. Where Are My Customers? Reference USA Demographics
USA US Census Bureau Direct Marketing List Source 52. Who Are My
Competitiors? Industry Information Reference USA County Business
Patterns www.census.gov/econ/cbp/index.html D&B Regional
Business Directory Harris Ohio Industrial and Services Directories
53. Special Directories Thomas Register of American Manufacturers
http://www.thomasnet.com Food & Beverage Market Place American
Wholesalers & Distributors Directory Directory of Chain
Restaurant Operators 54. Source of Research Information Main
Library 96 S. Grant Ave., Columbus, OH 43215 645-2ASK
columbuslibrary.org Science, Business and News is located on the
3rd floor. Hours are: Mon.-Thu. 10-8, Fri. & Sat. 10-4, Sun.
1-5. 55. Are You Marketing Or Selling? 56. Marketing and SalesYou
need to do both but remember they are separate activities connected
by your brand and your messaging. 57. What is Marketing? Everything
you do to promote your business to get customers to buy your
product/services on a regular basis. 58. What is Sales? The
exchange of goods or services for an amount of money or equivalent
59. Why Sales?Marketing costs money ~ Sales makes money 60. What is
Marketing?Everything you do to promote your business to get
customers to buy your product / services on a regular basis 61.
Marketing Your Business Set Goals Identify your target market
Establish Your Objectives Map out your tactics Construct your
budget Build your timeline Execute - Evaluate - Execute 62.
Marketing Is Building Activity Above Your Sales Funnel 63. Are You
Marketing Or Selling? 64. Why Sales?Nothing happens in a business
until someone sells something. 65. Why Sales? If you have a product
or service that helps people you have an obligation to sell it to
them. 66. Set The StageProspecting 67. Make Your Own Game More now
than ever before you are able to change the rules of the game
through use of social media tools. These game changing tools can
allow you to bring your message to more people than ever before for
less money than ever before. 68. Make Your Own Game Just having the
tools will not make you successful. It is the strategy in employing
the tools that will make you successful. By understanding where you
want to go you can come up with innovative ways to promote your
concepts, ideas and brand. 69. Effective Sales Process Define
Target Market Generate Sales Leads Quantify Sales Leads Approach
Prospects Make Sales Presentation Handle Objections Close the Sale
Create Relationship Service after the Sale Repeat 70. Sales Steps
Have an objective for the meeting Build Rapport Ask Great questions
Affirm the prospects needs (find 3) Tell your story (What is
important to the them) Propose Next Steps Ask to go to the Next
Step Affirm and thank for their time 71. Prospecting How Full is
Your Funnel? 72. The Power of Digital Know Your Prospect Build Fans
Convert 73. Why Participate? Marketing is changing The need to
spend money on push advertising is diminishing Word Of Mouth is a
click away 74. Your Website Is Critical This is where the magic
happens and by magic I mean SEO and CONVERSION. 75. Your Website Is
Critical 76. OhioGrowthSummit.com 77. Prospecting Networking: Cold
calling: Trade Shows: Direct mail: Referrals: Prospecting clubs:
On-line sourcing: Your website: Social Media:Combine pleasure and
business. Calling people with no known interest. Have a strategy to
convert Send flyers and information. Get people to give you leads.
Collaborating with other sales people. Finding useful detail
online. Is a very powerful tool. On-Line Networking. 78. Networking
Its not about you Build a relationship Have to keep moving Dont be
that Guy/Girl There is no prize for collecting business cards Be
expected to be there 79. Cold Calling Be respectful: You have
entered their territory uninvited and must show that you are worthy
of their time. Go for yes: Getting agreement sets a pattern whereby
they are more likely to agree. Ask for time: If you ask them for a
few minutes and they say yes, they will feel obliged to give you
that time. Get to benefits quickly: You need to sustain their
attention by showing what's in it for them. Get to next meeting:
Success in cold calling often means getting permission to continue
the conversation later Expect No ~ Keep Moving, Its a numbers game
80. Cold Calling 80% of all new sales people fail because of call
reluctance. The telephone as your stage. What is the purpose of
your call? Is your message clear, concise and consistent? The
entire purpose of your approach is to get invited into the
conversation. 81. Cold Calling If you had the cure for cancer, how
many cancer patients would you approach each day? We ask questions
to identify or create an opportunity. In every call something is
being revealed to you. Are you listening for the opportunity? Dont
overcome objections. Work with them. What action do you want this
person to take? 82. Trade Shows Go to the conferences and
exhibitions where your potential customers go. Make presentations
that will impress them with your products and services. Give out
copies of your paper and other material. Hold 'clinics' where
customers can come and discuss their difficulties and issues. Man
the stands and talk to as many people as possible. and draw them
into sufficient conversation to discover their potential as a
customer Give out your card, of course. Also get their cards. 83.
Direct Mail Develop and write marketing material that will appeal
to your audience. Provide clear and easy contact information, such
as: Web address Email address Free phone number Pre-paid postcard
Send it through the mail or otherwise deliver it to their door.
Make sure that all calls and messages go to a specialized location
that can respond rapidly and knowledgeably. Quickly follow up on
all responses. 84. Referrals Getting referrals is a preferred
method of getting leads. After refusal: After you have been turned
away or not made the sale is a great time to ask for a referral.
But why should a person give you a referral when they could easily
just blow you off? We generally dislike refusing and turning away
other people, so when we say no, we are more likely to agree to
give a referral to the sales person. After the close: After people
have bought from you, they are feeling the post-close warmth and
are thus more ready to help you. After great service: If you sell
someone a great product or give them great service, they will help
you in return by referring Any other time: People are often giving
you referrals and dont know it, pay attention. 85. Prospecting
Clubs Work together with other sales people to share the burden of
prospecting. You can even do this with sales people from other
companies where they are selling complementary products. You can
either work very closely together on a daily basis or meet up every
now and again to discuss how the business and general prospecting
is going. As well as sharing leads, also share methods and ways of
converting prospects into customers. 86. On-Line Sources Find
information about individuals and organizations who might buy from
available information such as their blogs and information on
company officers. Companies often have web pages on their sites
that describe their history, organization and products. There are
also many useful websites and firms that provide company
information, such as Hoover's and Dun and Bradstreet. Look also for
articles by and other information about the person you are
investigating. You might even find their blog. 87. Message Builder
PainPleasureReduce Eliminate Avoid Remove DiminishIncrease Expand
Maximize Strengthen Build-Up 89 88. Keys to SalesCome up with 5
things that are great about dealing with you and your company Come
up with 5 typical objections you get and how you should respond 89.
Keys to SalesIdentify 10 Fans, Ask For One Referral Identify 100
Fans you can contact Identify 1 Center of Influence and take them
to lunch 90. For Information on SBDC ActivitiesThe Ohio SBDC at
Columbus State p. 614-287-5294 www.SBDCColumbus.com 91. Value Based
Selling for the Small Business Owner 92. The Sales Approach94 93.
What Is Your Message PainPleasureReduce Eliminate Avoid Remove
DiminishIncrease Expand Maximize Strengthen Build-Up 95 94. Keys to
SalesDevelop selling questions that get to the right results
Develop closing questions 95. Keys to SalesCome up with 5 things
that are great about dealing with you and your company Come up with
5 typical objections you get and how you should respond 96. Keys to
SalesIdentify 10 Fans, Ask For One Referral Identify 100 Fans you
can contact Identify 1 Center of Influence and take them to lunch
97. The Sales Discussion99 98. 7 Things Tommy Boy Can Teach You
About Sales 100 99. 7 Things Tommy Boy Can Teach You About Sales 1.
Sell Yourself (People buy from people they like) 2. Reading People
(Identify verbal and non-verbal signals. Listen and pay attention)
3. Use stories to tell a story (Put people in the moment and show
them how they will benefit) 4. Have Confidence (Success builds
confidence) 5. Strangling the sale (Dont be desperate) 6.You always
have a meat lovers pizza in the trunk (Build Your Pipeline so you
can relax) 7. Chicken Wings (Treat People right and they will treat
you right) 101 100. Yvette Alexander-Slate WWW.CARRIEDTHEBAG.COM102
101. More Keys To Sales Each Stage of the sales process is about
Customer Commitment. Its not a problem until the customer says it
is. Define an economic consequence to the problem. If not customer
may choose to live with the problem. Is there Committed Funding?
NoteBudgeted and committed are not the same thing. Who makes the
final decision? 102. Sales Techniques and TipsTo sell you need to
align yourself with the other person then lead them where you want
them to go. 103. Sales Techniques and Tips One word rapport
busterBut Tells the prospect they are wrong. Use and instead. I
understand and; I agree and; I can appreciate that and many of my
happiest clients felt the same way and here is what they found 104.
Sales Techniques and Tips Get clients into a Yes mindset. Get them
to say yes 3 to 5 times at the beginning of the conversation even
if it is in the initial small talk. 105. Sales Techniques and
TipsEverybody Sells Either you are selling them on buying from you
or your are selling them on buying from your competitor 106.
Biggest Key to SalesCLOSING ~ Ask for the saleLogical conclusion to
the sales process 107. Sales Pipeline109 108. Sales PipelineMark
Sellers http://funnelprinciple.com 109. Sales Pipeline1. Generate
Lead (Preparation and Planning) 2. Do Initial Qualification by
making the first contact (Approach) 3. Do detailed discovery (Fact
Finding) 4. Make solution definition (Proving Value) 5. Make a
proposal (Recommendation) 6. Do negotiation and make a closure
(Close)111 110. Sales Pipeline112 111. Sales Pipeline and Social
Media 112. Sales Process/Pipeline Define Target Market Generate
Sales Leads Quantify Sales Leads Approach Prospects Make Sales
Presentation Handle Objections Close the Sale Create Relationship
Service after the Sale Repeat 113. Sales Pipeline At each stage of
the pipeline create value for the prospect/customer 114. Customer
Relationship Management116 115. Customer Relationship
ManagementEverything Everything about your customer and your
interactions with that customer. 116. Move Prospects through the
Funnel 1. Generate Lead (Preparation and Planning ) 2. Do Initial
Qualification by making the first contact (Approach) 3. Do detailed
discovery (Fact Finding ) 4. Make solution definition (Proving
Value) 5. Make a proposal (Recommendation) 6. Do negotiation and
make a closure (Close) 117. Customer Relationship Management
Software Choose a system thats easy to use: All solutions are not
created equal. Some vendors offer more user-friendly applications
than others, and simplicity should be as important a decision
factor as functionality. Choose the right capabilities: Employees
need to know that time invested in learning and usage will yield
personal advantages. If not, they will work around or ignore the
system. Provide training: Changing the way people work is no small
task, and help is usually a requirement. Even with todays more
usable systems, many staffers still need assistance with learning
and adoption. 119 118. Final Thoughts (Almost Done) 119. So What Is
Your Answer?121 120. I could get more sales If Only.. 122 121. Do
or Do Not There Is No Try! 122. Share Your Passion Create Value For
Others 123. Everything is always impossible before it works. That
is what entrepreneurs are all about doing what people have told
them is impossible. 124. Youre Ready!!! 125. Where Am I? E-mail
Ohio SBDC Blog Twitter Facebook Google + Pinterest
[email protected] http://www.sbdccolumbus.com/
http://www.ideas2deals.com/ @MichaelBowers and @Ohio_SBDC
https://www.facebook.com/michael.bowers
https://www.facebook.com/SBDC.Columbus
https://www.facebook.com/Ideas2Deals http://gplus.to/MichaelBowers
http://pinterest.com/michaelbowers/
http://www.linkedin.com/in/mbowers030 126. For Information on SBDC
ActivitiesThe Ohio SBDC at Columbus State p. 614-287-5294
www.SBDCColumbus.com
