Sales 101 for Accountants #SNH16

Transcription

1 Sales 101 for Accountants #SNH16

2 Attending this Breakout session for the full 100 minutes entitles you to 2 hours of CPE. Please be sure you check in to the session using the mobile app or, if you cannot use the app, sign one of the sign-in sheets in the back of the classroom. Thank you! #SNH16

3 Selling Professional Advisory Services George Williams, Trainer Advanced Certified QBPA Certified Coach, Speaker, and Trainer for John Maxwell Team Training Based on Books, Teachings, and Principals of: Zig Ziglar John Maxwell David Sandler, Sandler Training And more George Williams #SNH16

4 70% of BUYING experiences are based on how the customer feels they are being treated. (McKinsey) (by YOU)

5 Selling Professional Advisory Services Nobody told me I had to Sell! Sell is a 4 letter word!!

6 Selling Professional Advisory Services What are you thinking? How are you feeling? Nobody told me I had to Sell! Sell is a 4 letter word!!

7 Selling Professional Advisory Services What are you thinking? How are you feeling? Nobody told me I had to Sell! Sell is a 4 letter word!!

8 Selling Professional Advisory Services David Sandler Founder Sandler Sales Training Rule 26: People buy in spite of the hard sell, not because of it. Nobody told me I had to Sell! Sell is a rletter word!! Rule 27: You can t sell anybody anything They must discover they want it

9 George D. Williams, President - We Create value - We deploy apps, metrics, tools, processes, and talent to create significant value for the business owner. We aim for the day when America s businesses are achieving predictable success. PEOPLE + PASSION + PROCESS + PERFORMANCE = PROFIT

10 Selling Professional Advisory Services George Williams -

11 AGENDA Big Picture I. How we find Clients II. Sales III. Who Are You? Self- Awareness

12 AGENDA Big Picture IV. 30 Second Commercial V. The Selling Process VI. Wrap up / Questions VII. Acknowledgements

13 SALES VS MARKETING Marketing the beginning of a Suspect Prospect (finding the people) PPPP / CCC Building brand Social Media LinkedIn Facebook, Twitter, Google+, Web, Blog, Pinterest, Advertising Mailings Networking Training (could be selling)

14 SALES VS MARKETING Sales process begins with a person and a connection (phone, face-to-face) Nothing happens until a salesperson does something. No sale happens until a prospect does something Sales - a Broadway play put on by a psychiatrist

15 SALES It s all about YOU OWN IT! There are no bad prospects; there are only bad salespeople.

16 YOU WHO ARE YOU? We are each unique. We each have strengths and opportunities. Style of behavior interpretation, response.

17 YOUR PURPOSE: Why do you do what you do? Purpose Vision Mission

18 YOUR PURPOSE Why do you do..? Why does your business exist? Why would anyone want to buy from you?

19 EXTENDED DISC ASSESSMENT Style of behavior Dominance Influence Submissive DISC is a theory of human behavior that helps individuals to become more successful by providing a clear framework to make conscious decisions about how to adjust behavior with others. Compliant

20 DISC VERY BIG PICTURE

21 Visionary Operator Processor Synergist

22 PERSONALITY STYLES: Lions are leaders, decisive, bottom line, problem-solvers, not conversational. Otters are fun-loving, entertainers, net workers, motivators, creative, talkers. Retrievers are loving, nurturing, loyal, good listeners, encouragers. Beavers are hard-working, detailed, accurate, focused on quality.

23 PERSONALITY STYLES: THE POINT IS Know thyself, then Meet them where they are, as they are. They will understand you more, like you more, trust you more.

24 COMMUNICATION Questioning - Answer every question with a question! What does 70/30 stand for? Lead the prospect to the solution, then ask them what to do! Identify fast the prospect DISC, Visual, Auditory, Kinesthetic traits

25 COMMUNICATION

26 YOU I / R Theory Your I is who you are as an Individual Awesomely made, opportunities abound, blessed with gifts Your R is who you are in your Role ProAdvisor Husband/Wife Employee Leader Each one ranks on a scale of 1 to.. 10 You cannot perform in your Role higher than you view yourself as an individual

27 30 SECOND COMMERCIAL Purpose: To get another meeting, appointment, call. To create interest Not about you Make a positive impact Positive first impression About your ideal prospect

28 THE PROCESS OF SALES Buyers have a process Questions Promises Free Consulting Think About it Look it over The Chase

29 SANDLER DEFINED A PROCESS FOR SALES SELLER S PROCESS We progress 1 compartment at a time Led by Seller Questioning

30 BONDING AND RAPPORT GOAL :BUILD RELATIONSHIP & DEVELOP EQUAL BUSINESS STATURE People buy from people they like, know, and Trust. Begin building RELATIONSHIP Focus on Communication and Active listening DISC - What is their behavioral style? Don t be an expert No Buzzwords or Industry Jargon Be aware of your EGO State PAD

31 UPFRONT CONTRACT NO MUTUAL MYSTIFICATION! Five Key Elements Purpose of Meeting Prospects Agenda and Expectations Salespersons Agenda and Expectations Time Outcome Stop or proceed Buy or not to buy You and Prospect MUST AGREE on these terms.

32 THE REASON FOR DOING BUSINESS - PAIN Buyers buy for their reasons, not the seller's reasons. Not every prospect is qualified to become your customer! 3 types of Pain Surface problems (indicators) Reasons for the surface problems Personal Impact PAIN Pain Pleasure Present Future

33 PAIN FUNNEL Tell me more about that. Can you be more specific? How long has that been a problem? What have you tried to do about it? And Did that work? How much has it cost you? How do you feel about that? Have you given up trying to deal with the problem?

34 PAIN FUNNEL Review all of the pains. Identify the cost of the pain. Summarize the consequences of the continuance of the pain. Get validation from the prospect that you have complete understanding of the pain.

35 BUDGET $$ Mama always said, don t talk about money Prospect must be : Willing and able to invest Time Money Resources Willing to abandon the status quo We all have ideas about money, some from an early age. Timing of budget questions are key. Set it up in the Up Front Contract (UFC).

36 BUDGET $$ Mama always said, don t talk about money (Headtrash) Bill, have you given thought how much you ll need to invest to bring production back to capacity? I don t suppose you ve set aside a budget for this project yet? Have you? What if that is not enough? How would you come up with the rest? You can adjust scope and give a smaller initial budget if needed to have lower price. Never negotiate on price alone. Your value counts.

37 DECISION How When Where What Why Who Establish an upfront contract for next meeting the Presentation Outcome Prospect is Disqualified from continuing You discover that other people to whom you have not spoken are involved in the decision Prospect is qualified to continue If we do a presentation, and you get all your questions answered and approve of our solution, what s next?

38 CLOSING THE SALE (FULFILLMENT AND POST SALE) Fulfillment Re-establish an UFC for meeting and Fulfillment / Presentation Review Pain Budget Decision and the UFC to make a decision Presentation Only the pains that the prospect has - Sell today- Educate tomorrow Close Where is the prospect on a scale of Confirmation If at 10, ask, What would you like me to do now?

39 THE THREE PRIMARY CAUSES OF LOSING A SALE ARE: You were given inaccurate information regarding the prospect's needs, wants, problems, etc. Circumstances might have changed and you're not aware of it. The prospect has been less than honest with you. MISTAKES TO AVOID PRIOR TO THE FULFILLMENT STEP: Not establishing the ultimate contract. (Yes or No after the presentation) Rushing through the Pain Step Not specifically dealing with all budget issues Not clearly defining the prospect's decision process

40 THE POST SELL Prevent Buyer s Remorse Canceling and going with competition Canceling and staying with Status Quo Establish ground rules for future UFC for next steps Discuss future business and referrals. There is no better time to ask for a referral than when the buyer has just chosen you as a partner! They are justifying and supporting their decision.

41 REFERENCES

42 QUESTIONS? #SNH16

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44 Thank you for attending! #SNH16