Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.
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Transcript of Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.
![Page 1: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/1.jpg)
Sales Strategies for Small Business Owners
Joel A. Dawson, AuthorPresentation/Sales Trainer
![Page 2: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/2.jpg)
![Page 3: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/3.jpg)
![Page 4: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/4.jpg)
Vision
![Page 5: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/5.jpg)
“Anything you can conceive, and believe, you can achieve.” - Napoleon Hill
![Page 6: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/6.jpg)
![Page 7: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/7.jpg)
What’s important to you?
![Page 8: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/8.jpg)
![Page 9: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/9.jpg)
![Page 10: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/10.jpg)
![Page 11: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/11.jpg)
![Page 12: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/12.jpg)
BreakLimiting Beliefs
![Page 13: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/13.jpg)
• Develop Your Vision
![Page 14: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/14.jpg)
• Develop Your Vision
• Communicate Your Vision
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![Page 16: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/16.jpg)
Goal Setting
![Page 17: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/17.jpg)
Planting Seeds
![Page 18: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/18.jpg)
Planting Seeds
• Must be specific.
![Page 19: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/19.jpg)
Planting Seeds
• Must be specific.
• Measurable.
![Page 20: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/20.jpg)
Planting Seeds
• Must be specific.
• Measurable.
• Must be realistic.
![Page 21: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/21.jpg)
Planting Seeds
• Must be specific.
• Measurable.
• Must be realistic.
• Time Stamped.
![Page 22: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/22.jpg)
Planting Seeds
• Prepare for Obstacles.
![Page 23: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/23.jpg)
Planting Seeds
• Prepare for Obstacles.
• Track progress regularly.
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15 Minute Break
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Strategic Sales Plan
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Feasibility
![Page 27: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/27.jpg)
Feasibility
• What problem are you solving?
![Page 28: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/28.jpg)
Feasibility
• What problem are you solving?
• Create market parameters.
![Page 29: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/29.jpg)
Feasibility
• What problem are you solving?
• Create market parameters.
• Conduct market research.
![Page 30: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/30.jpg)
Feasibility
• What problem are you solving?
• Create market parameters.
• Conduct market research.
• Compare price.
![Page 31: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/31.jpg)
Marketing
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jjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjMarketing/Prospecting
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Marketing/Prospecting
• Presentation
![Page 34: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/34.jpg)
Marketing/Prospecting
• Presentation
• Complete transaction/Enrollment
![Page 35: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/35.jpg)
Marketing/Prospecting
• Presentation
• Complete transaction/Enrollment
• Referrals
![Page 36: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/36.jpg)
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Developing A Referral Strategy
![Page 38: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/38.jpg)
Developing A Referral Strategy
• Start with your existing perfect clients!
![Page 39: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/39.jpg)
Developing A Referral Strategy
• Start with your existing perfect clients!
• Share your vision of how you’re helping people.
![Page 40: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/40.jpg)
Developing A Referral Strategy
• Start with your existing perfect clients!
• Share your vision of how you’re helping people.
• Nurture the relationship.
![Page 41: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/41.jpg)
Developing A Referral Strategy
• Start with your existing perfect clients!
• Share your vision of how you’re helping people.
• Nurture the relationship.
• Ask for introductions.
![Page 42: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/42.jpg)
Referral Secrets
![Page 43: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/43.jpg)
Referral Secrets
• Tell your clients how to refer you.
![Page 44: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/44.jpg)
Referral Secrets
• Tell your clients how to refer you.
• Let them know the parameters.
![Page 45: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/45.jpg)
Referral Secrets
• Tell your clients how to refer you.
• Let them know the parameters.
• The way you want to be contacted or contact them.
![Page 46: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/46.jpg)
Referral Secrets
• Tell your clients how to refer you.
• Let them know the parameters.
• The way you want to be contacted or contact them.
• Clients should be able to explain the problem that you solve.
![Page 47: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/47.jpg)
Sales Diagnostics
![Page 48: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/48.jpg)
Sales Diagnostics
Scenario #1
“Low activity, low production”.
![Page 49: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/49.jpg)
Sales Diagnostics
Scenario #1
“Low activity, low production”.
• Marketing/Prospecting.
![Page 50: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/50.jpg)
Sales Diagnostics
Scenario #1
“Low activity, low production”.
• Marketing/Prospecting.
• Feasibility Issue.
![Page 51: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/51.jpg)
Sales Diagnostics
Scenario #1
“Low activity, low production”.
• Marketing/Prospecting.
• Feasibility Issue.
• Lack of Vision/belief.
![Page 52: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/52.jpg)
Sales Diagnostics
Scenario #2
“High activity, low production”.
![Page 53: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/53.jpg)
Sales Diagnostics
Scenario #2
“High activity, low production”.
• Problem with closing/enrollment process.
![Page 54: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/54.jpg)
Sales Diagnostics
Scenario #2
“High activity, low production”.
• Problem with closing/enrollment process.
• Not identifying the need/want in presentation.
![Page 55: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/55.jpg)
Sales Diagnostics
Scenario #2
“High activity, low production”.
• Problem with closing/enrollment process.
• Not identifying the need/want in presentation.
• Not qualifying prospects.
![Page 56: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/56.jpg)
Sales Diagnostics
Scenario #3
“High activity, high production”.
![Page 57: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/57.jpg)
Sales Diagnostics
Scenario #3
“High activity, high production”.
• Burn out.
![Page 58: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/58.jpg)
Sales Diagnostics
Scenario #3
“High activity, high production”.
• Burn out.
• No expansion.
![Page 59: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/59.jpg)
Sales Diagnostics
Scenario #3
“High activity, high production”.
• Burn out.
• No expansion.
• Maxed out on income.
![Page 60: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/60.jpg)
J Dawson Speaks
Scenario #4
“Low activity, high production”.
![Page 61: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/61.jpg)
J Dawson Speaks
Scenario #4
“Low activity, high production”.
Phase #1
• Clean sales funnel.
![Page 62: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/62.jpg)
J Dawson Speaks
Scenario #4
“Low activity, high production”.
Phase #1
• Clean sales funnel.
• Shorten the sales cycle.
![Page 63: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/63.jpg)
J Dawson Speaks
Scenario #4
“Low activity, high production”.
Phase #1
• Clean sales funnel.
• Shorten the sales cycle.
• Develop referral strategy.
![Page 64: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/64.jpg)
J Dawson Speaks
Scenario #4
“Low activity, high production”.
Phase #2
• Start outsourcing.
![Page 65: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/65.jpg)
J Dawson Speaks
Scenario #4
“Low activity, high production”.
Phase #2
• Start outsourcing.
• Expand to new territories.
![Page 66: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/66.jpg)
J Dawson Speaks
Scenario #4
“Low activity, high production”.
Phase #2
• Start outsourcing.
• Expand to new territories.
• Develop new products/services.
![Page 67: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/67.jpg)
J Dawson Speaks
Scenario #4
“Low activity, high production”.
Phase #2
• Start outsourcing.
• Expand to new territories.
• Develop new products/services.
• Develop CRM.
![Page 68: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/68.jpg)
![Page 69: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/69.jpg)
Success
![Page 70: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/70.jpg)
Success
#1“Believe In Yourself”
![Page 71: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/71.jpg)
Success
#2“Break The Rules”
![Page 72: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/72.jpg)
Success
#3“Don’t Be Afraid to
Fail”
![Page 73: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/73.jpg)
Success
#4“Don’t Listen to
Naysayers”
![Page 74: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/74.jpg)
Success
#5“Work Your Butt
Off”
![Page 75: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/75.jpg)
Success
#6“Give Back”
![Page 76: Sales Strategies for Small Business Owners Joel A. Dawson, Author Presentation/Sales Trainer.](https://reader038.fdocuments.in/reader038/viewer/2022110207/56649d8a5503460f94a70a69/html5/thumbnails/76.jpg)
For more information or a personal consultation please contact Heidi Melancon at:
1-337-482-6312