11 Amazing Steps to Close Any Sales Opportunity

11 Amazing Steps Why?Increase gross margins and profitability Make more MUCH more money with less effort

Increase the average size of your sales

Leave your competitors in the dust

When We Sell On Product & Price

What happens when we lead with product?

Buying decision is based on price

Many MSPs and IT firms lead with product PAS vs. PSA

Time To Differentiate

Focus on client pain or challenges

How many solutions do you offer?

Focus on the client

K

L

T

We- Know, Like and Trust people who:Have been in contact with us many times

Show a willingness to be helpful

Listen to what we have to say and give us the correct information in order to make an informed decision

This is the typical sales processClose, Close, Close high pressure

Make an appointment

Present, Present, Present the solution

As a few questions (maybe)

There is a better way!!!

11 Amazing Steps to Close Any Sales Opportunity

Touch Point The Initial CallInitial Appointment 2 to 3 days out

Day 1 Day 2

Day 3 4

Day 5

Day 6

Day 7

AppointmentSchedule 2 to 3 day out When do we want to make the proposal? Why?

Still fact gathering unable to make a decision

Wasting your time if you are not the last in line. Why?

Touch Point Marketing KitInitial Appointment 2 to 3 days out Send Marketing Kit

Day 1 Day 2

Day 3 4

Day 5

Day 6

Day 7

Marketing KitDesigned for both D and C personalities

Visual images

Cover letter, press releases/articles

Testimonials and case studies

Marketing Kit

Press releases show activity in the marketplace

The marketing kit communicates your brand image

Expresses your mission and educates your target audience

Touch Point Web Page CallInitial Appointment 2 to 3 days out Send Marketing Kit Make Web-Page Call

Day 1 Day 2

Day 3 4

Day 5

Day 6

Day 7

Web Page CallIs there any other sites where I can go to learn about your company or industry?

Determines personality typeHow many of you are bringing the web page to the first appointment? Acts as the leveler Especially IT I know everything Im the guru

Web Page CallTheir ideal clients

Look for the vision, mission and values

Company history, management team, etc

Type of business

Industry associations

Google you contact

Trade publications

Do your homework

Customers

Competition

Touch Point Web Page CallInitial Appointment 2 to 3 days out Send Marketing Kit Make Web-Page Call 1st Appointment

Day 1 Day 2

Day 3 4

Day 5

Day 6

Day 7

Do they have the latest technology

Awards, posters, art

Check out the office

Arrive early

Understand the culture

Build Rapport

Discuss the website

Ask if they got the marketing kit

No products or services

Discuss concepts, ideas and challenges

Identify pain points What would make life easier?

Focus on them

Touch Point Web Page CallInitial Appointment 2 to 3 days out Send Marketing Kit Make Web-Page Call 1st Appointment Comfort Letter

Day 1 Day 2

Day 3 4

Day 5

Day 6

Day 7

The Comfort LetterPremiere member of an international or industry organization.

Shows youre a major player in industry or community

Set prospects mind at ease

Separation!

Touch Point AssessmentTechnology Assessment

Day 3 -4

Day 5

Day 6

Day 7

Touch Point AssessmentTechnology Assessment Manufacturer Comfort Letter

Day 3 -4

Day 5

Day 6

Day 7

The Comfort LetterAdds another level of credibility to your company

Letter ensures your clients are dealing with certified professionals Do you compete against people who work out of their basements

Touch Point Project OverviewTechnology Assessment Manufacturer Comfort Letter Present Project Overview

Day 3 -4

Day 5

Day 6

Day 7

Project OverviewNot a scope of work, your own mini RFP

Illustrates your ability to listen and understand the client needs

Focus is on business applications

80% is boilerplate

Project OverviewGreater the involvement the greater the likelihood they will buy

Collaborative process

Plays an important part of the proposal presentation

Paints the picture to the owner that YOU and the appointed team worked side by side

Project OverviewTiming Call and its strategy

I want to be sure that I heard what you were saying, Mr. Prospect, so Ive prepared what I call the Project Overview

Seek early approval

Project OverviewTake a look at it. Make sure I heard everything youre requesting. Add, delete

Oh by the way, did the other companies come back with their proposals yet?

Well Company A did, but Company B re-scheduled for Tuesday.

Touch Point Service AgreementTechnology Assessment Manufacturer Comfort Letter Present Project Overview Authorized Project Overview Make SAP Call

Day 3 -4

Day 5

Day 6

Day 7

Support Agreement Program

Support Agreement

Hardware Software Applications Client Benefits Training, Education and Services Backup Security One Monthly Price

Considerations in your SAPCreates a client for life and recurring revenue for your organization

Business 101 why pay cash for a depreciating asset

Bundle Bundle Bundle

Here is what you have doneDiscredited price

Intelligent client is going to ask competition about the cost of Thats the power of a Support Agreement

The Wins

Win for the client

Eliminates Obsolescence and Price Increases their profitability and gives them a competitive advantage

Win for the Sales Professional

Win for the company

Stronger client relationship

Client for life

Greater income

Greater revenue stream

Touch Point Sales ProcessPrepare Proposal Set Closing Appointment

Day 7

Sales Becomes a Logical Conclusion to a Well Thought Out Process

3 Areas To Manage For SuccessCalendar

PSA

Project Overviews

The Power PositionCIO Door

Proposals BDM

YOU

Reminder

Follow these steps to create rapport and effectively squeeze out your competitors

You always want to be the last to present at all times

Remember to send out your shock and awe or front end package prior to your initial meeting

Sales occur between 7 and 12 touches

Sales Success