Sales as an Art and a ScienceSales as an Art and a Science

Gary R. Kravitz

Executive Vice President

BizActions LLC

www.bizactions.com

gkravitz@bizactions.com

Phone: 800-937-7634

Progression of a Sales PersonProgression of a Sales Person

Unconscious Incompetent

Conscious Incompetent

Conscious Competent

Unconscious Competent

What is a Process?What is a Process?

A series of steps that are carried out in order to achieve a predictable result.

What are the Typical Processesthat Exist in your Business?

If You Are Missing A Couple of If You Are Missing A Couple of Railroad Ties on the Track …Railroad Ties on the Track …What Happens to the Train?What Happens to the Train?

The Sales ProcessThe Sales Process

• Marketing• Qualification• The First Call• Preparing for the Meeting• Meeting Format• Questioning to Develop Needs & Pain• Overcoming Objections• Presenting a Solution• Closing / Continuance

MarketingMarketing

• Name Awareness

• Product Education

• Illustrating Partner/Staff Reputation

• Technical Information

• Lead Generation

• Targeted Lists

Determine $ goalsDetermine $ goalsfor New & Add on Salesfor New & Add on Salesand Required Activitiesand Required Activities

QualificationQualification

The First CallThe First Call

• Introduction Statement

• Getting the Appointment

• Always Qualifying

Profile of the Sales MeetingProfile of the Sales Meeting

• Relationship Building• Set an Agenda• Overview Statement• Get Their Expectations• Accelerating the Opportunity• List of Questions• Overcome Objections• Continuance

When Talking to Prospects . . .When Talking to Prospects . . . Are You Peeling the Onion? Are You Peeling the Onion?

Information for the Right QuestionsInformation for the Right Questions

• Sales & Marketing Reports

• Client & Prospect Assessments

• Client/Prospect Material

Sample ReportSample Report

Assessment Action PlanAssessment Action Plan

Overcoming ObjectionsOvercoming Objections

Format for Issue Resolution

• Restate & Acknowledge Issues or Concern.• Clarify & Assure That You Understand.• Determine Why it is an Issue.• Prospect input on Best Way to Solve.• Present Approach & Receive Agreement.• Keep Looking for any Other Issues.

Presenting the SolutionPresenting the Solution

• Summarize the Pain.• Review the Technical Solution.• Illustrate the Elimination of Pain.• Justify the ROI.

Closing/ContinuanceClosing/Continuance

• Have a defined next step that everyone agrees with.

• It’s ok for someone to say no!– Identify & overcome objections.– Move on if the solution is not viable.

Gary R. Kravitz

Executive Vice President

BizActions LLC

www.bizactions.com

gkravitz@bizactions.com

Phone: 800-937-7634

Sales as an Art and a ScienceSales as an Art and a Science