CMIT Solutions Small Business Webinar: Selling for Small Business Owners

Confidential – © CMIT Solutions, Inc. Confidential – © CMIT Solutions, Inc.

Welcome!Melanie FrickeVP of Product StrategyCMIT Solutions

Selling for Business Owners


About CMIT Solutions

• Providing IT Solutions since 1996

• Over 130 local offices across the US

• Focus on small business

• We are your outsourced IT department keeping your computers running


2011 Webinar ScheduleJanuary 27: Ever feel like just Borrowing a Brain?

February 24: Selling for Business Owners

March 31: Going Green

April 28: Five Mindsets of Super Successful People

May 26: The Hype Around the Cloud

June 30: Delegation With(out) Frustration

July 28: Social Media for B2B

August 25: Secrets of Successful Leaders

September 29: The NEW Small Business Website

October 27: Three Reasons Why Your Business Should Use Video

December 8: Gratitude at Work

Confidential – © CMIT Solutions, Inc.

Lisa Earle McLeodAuthor, Speaker & Business Consultant


Lisa McLeod - Sales Expert• Top 5 Business Book by Washington

Post.com• Trained and advised over 10,000 sales

leaders

In small business, we don't have unlimited funds, nor un-limited time. We've been mentored by Lisa - the results are magnificent!

We've steadily grown, and refused to participate in the recession. Lisa's straightforward approach is a big reason for our success.

-Jeff Connally, President & CEO CMIT Solutions


The truth of the matter:

You didn’t start a business because you wanted to be

a sales person


Reality:

If you don’t have sales, you don’t have a business


Three Reasons Doug Grew His Business 500%!

1. Right Plan

2. Right Technique

3. Right Tools


Your business is the engine, sales is the rocket fuel


When You Solve Your Sales Problem

All your other problems become easier to solve


Your Biggest Sales Challenges

• Not enough time

• Tracking

• Motivation

• Lack of experience

• Closing the deal


Our Goals Today

• Define “sales”

• Increase pipeline

• Improve close rate

• Decrease the “lose” rate

• Improve customer retention


Sales vs. Marketing

Melanie Fricke CMIT VP Product Strategy

Free Resource: Webinar Networking - Effective Marketing Strategy

http://www.cmitsolutions.com/grow


Don’t Let Sales Be Overwhelming

Just do one thing every day

One hour a day will pay HUGE dividends!


Core Sales Success:

• Solid Sales Plan

• Good Sales Techniques

• Adequate Sales Tools


Your sales plan is not:

• Your P & L

• Your business plan

• Your job/order list

• Your customer list


A sales plan is:

A living document that defines who you’re going after,

when you’re going after them, how you’re going to approach them, and

the sales you expect to get.


Sales Plans: Biggest Mistakes

1. Don’t do one

2. Too complicated

3. Overly optimistic

4. Lack of focus

5. Don’t follow it

6. Get discouraged

7. Quit when it works


Simple Sales Plan

Prospect Target Date MethodPotentialRevenue % Likelihood

ABC Company Feb 29, 2011 Email 5,000$ 25%XYZ Firm March 15, 20011 Networking 10,000 50%


Post Sales Plan

• White Board

• Excel Spreadsheet

• CRM

Review it weekly

Friday afternoon


Technique:Why Most Sales Calls Fail

• Lack of preparation

• Too much product talk

• Lack of follow-up


Research

• 10,000 hours observing and coaching sales people

• Variety of industries

• Identify what separates the top 2% of performers


The difference between good and great isn’t just skill set

It’s mindset


Scientific studies reveal that when we’re interacting with

someone:

• 7% of what they respond to is your content - the actual words you say

• 93% of their response is to your mindset - the internal dialogue you unconsciously communicate


The majority of sales people:• Focused exclusively on their own

product or service• Want to close the sale as quickly as

possible • Think service/product first, customer

second• Care only about their own success• Kinda’ like their jobs


Top 2% Sales People• Focus on customer AND product • Flexible - Comfortable letting things play

out• Think customer first, product/services

second• Care just as much about the customer’s

success as their own• LOVE their jobs


5 Mindsets of Sales Superstars1. Hold two goals in your mind at the

same time

2. Sit with uncertainty

3. Think backwards

4. Define success differently

5. Show up with love & passion


The Triangle of Truth

Your Agenda

Long-Term Sales

Customer’s Agenda


The Triangle of Truth applies to:

• Emails

• Phone calls

• Sales interactions

• Business story


5 Mindsets of Sales Superstars1. Hold two goals in your mind at the

same time

2. Sit with uncertainty

3. Think backwards

4. Define success differently

5. Show up with love & passion


Sales Technique Tips

• Take the time to plan

• Use The Triangle of Truth model

• Think customer first, solutions second

• Let go of your attachments

• Don’t be afraid


Sales Tools

• Back end - CRM

• Front end - Sales Aids


Top reasons to use CRM• Organize and manage your sales process

efficiently • Get more out of your existing leads • Stay on the same page with team members• Better forecast and plan• Create a sales process that’s repeatable

From CMIT blog http://www.cmitsolutions.com/blog/


Tools: CRM• Salesforce.com• Sugar CRM• ACT • Dynamics• Google docs


CRM Decision

• Watch tutorials

• Be realistic

• Ask for a trial

• Only get what you’ll really use

• Integrate into operations quickly


Sales Aids - What do you REALLY need?

• Business Card

• Web presence – Facebook– LinkedIn– Website

• Simple Leave Behind


Great leave behind

• Simple message

• Customer testimony

• Contact info

Branding evolves


Questions

• Enter via the box on right of Go To Webinar page

• The question we answer first wins an hour of FREE business coaching

• The question we answer next wins a FREE copy of The Triangle of Truth


Closing the Deal

• Verbally or written

• No surprises

• Front load your proposal with their goals

• Follow up


Questions


3 Secrets to Driving Sales

• Focus on the Customer

• Be passionate about how you can help people

• Just start


It’s Your Business

The more excited and organized you are about it,

the more successful you’re going to be.


FREE Tools

• Triangle of Truth Prep Tool

• White Paper: How to Create & Coach a Superstar Sales Team

www.CMITSolutions.com/tools

CMIT Solutions Small Business Webinar: Selling for Small Business Owners

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