We help accounting firms grow. The Sales Process.
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Transcript of We help accounting firms grow. The Sales Process.
We help accounting firms grow.
The Sales Process
1.WHAT we want to accomplish2.WHY is this important3.HOW we will achieve this
outcome
Sell A Cruise
ObjectivesIdentify Selling opportunities
Understand the selling and Marketing Process
Improve your persuasive powers
Identify Better Prospects
Marketing and Selling Are Processes
The Sales Process
Targeting Identifying Needs
Solution Development
Resolution
Marketing and Selling
Marketing is Communication
Selling is Helping
Balance in the Selling Process
Motivation Knowledge
Sales Tactics
Targeting Identifying Needs
Solution Development Resolution
Prospecting
Gaining Access
Qualifying
Identifying Decision
Influencers
Targeting
Determine your ideal client profile
Mr. A Client
Targeting
Articulate your Client Profile
The type of client I am looking for is…
Targeting
Where can I find prospects?Targeting
Researching Prospects
Targeting
Gaining Access
Internal
External
Mail and Call
Targeting
Qualifying Your Prospects
NEAD
BAR
Targeting
NowEnjoy Alte
rDecisionTargeting
BudgetAddition
alRelationship
Targeting
Decision Influencers
Targeting
• Final Authorities
• Decision
Influencers
• Outside
Influencers
• Coaches
• Gatekeeper
Targeting Identifying Needs
Solution Development Resolution
Identifying Needs
Build Like and
TrustDiscove
r Problem
s
Building Like and Trust
Why are we not automatically
trusted?
How do we develop like?
How do we develop trust?
Identifying Needs
Discovering Problems
Reality
Impact
Angst
New Reality
Identifying Needs
RAIN Methodology
Reality questions
• Gather information
• Get lay of the land
• Tell their story
Identifying Needs
RAIN Methodology
Angst/ Anxiety questions
• Discover pain points
• Probe for problems,
dissatisfaction, and
difficulties
• No Angst, no saleIdentifying Needs
The Sales Process
Targeting Identifying Needs
Solution Development
Resolution
Solution DevelopmentCreate Wants
Handle Objections
Demonstrating
Capabilities
Creating Value
Perceptions
RAIN Methodology
Impact questions
• Supersize the Pain
• Look into the future
• Clarify the impact of not
changingSolution Developme
nt
RAIN Methodology
New Reality questions-
• Refocus attention on a
solution
• Make explicit the value of
changing
• Reduce buyer objections
Solution Developme
nt
Handle Objections
Major Objections
Minor Objections
Hidden or Smoke screen objections.
Solution Developme
nt
How to Handle Objections• Listen• Restate• Ask Questions• Answer• Confirm• Move on.Solution
Development
Demonstrating Capabilities1. Tell about a successful
engagement
2. Talk about a peer review
3. Show them deliverables
4. Know your competitors
Solution Developme
nt
Create Value Perceptions
FeaturesAdvantages
Benefits
Solution Developme
nt
Whiteboarding
Solution Developme
nt
Whiteboarding
Current Reality- what’s going on today
Desired New Reality- focus on the companies objectives, needs and wants
Possible Solutions- solutions that can help them obtain their new reality
Project Details- how you and the client will work to complete the selected solutions
Solution Developme
nt
White Boarding Process
Confirm
Ask Question
s
Gain Agreeme
nt
Solution Developme
nt
Develop Plan with Prospect
Solution Developme
nt
The Sales Process
Targeting Identifying Needs
Solution Development
Resolution
Resolution
Persuade Decision
Influencers
Close the Sale
Persuading Decision Influencers
Average Sale Made After 5th Sales Call
-50% Make One Call-23% Make Two Calls-10% Make Three Calls-8% Make Four Calls-5% Make Five Calls
-4% Make More Than Five Calls
Resolution
Negative Positive
Sign Approve
Cost or Price Investment
Objections Area of Concern
No Yes
Understand Me? Did I make that clear?
Eliminate Negative Words
Proposal Assessment Tool
Proposals should focus on the Prospect, not us!
Resolution
Persuade Decision Influencers
Table Group DiscussionList questions or phrases you
would use to persuade Decision Influencers to use
your firm.
Resolution
Closing the Sale
Resolution
Trial CloseAsks for an Opinion
Gives You the Direction
Conditions Them to Say “Yes”
Resolution
The Direct Close
Resolution
Sharp Angle Close
If I guarantee your service request by that date, are you ready to approve the
engagement so we can get started today?
Resolution
Change Places Close
Resolution
Tie Down Close
Resolution
The Rainmaker Academy says…
Thank You!