The 5 ingredients for sales success

1. Keep It Simple Selling The KISS of Sales © 2010-2011 IntroRocket, Inc. 1 www.IntroRocket.com

2. The KISS of Sales These are 5 basic ingredients for sales success Many will want to add to the basics. Try to avoid this, but if adding process steps, do two things: Consider why you want to add complexity Measure and report on anything you add © 2010-2011 IntroRocket, Inc. 2 www.IntroRocket.com

3. The KISS of Sales Qualify Plan Listen (then sell) Manage Close © 2010-2011 IntroRocket, Inc. 3 www.IntroRocket.com

4. Qualify Think before you call Understand your prospect Know if you have relevant connections Decide how you can best solve a real problem Why does your solutions matter? Prospects must “see themselves” in your service The absolute basics Search Google Visit your prospect’s website Understand existing relationships (IntroRocket, LinkedIn, …) © 2010-2011 IntroRocket, Inc. 4 www.IntroRocket.com

5. Plan You can set the agenda – so have an agenda Before you connect with a prospect, you should: Plan what you will cover Cover the items in your plan Define and reiterate next steps Absolute basics Use a script / template Capture last steps in CRM system Capture next steps in CRM system © 2010-2011 IntroRocket, Inc. 5 www.IntroRocket.com

6. What do you mean “next steps”? Success does not happen by accident – it is all about execution © 2010-2011 IntroRocket, Inc. 6 www.IntroRocket.com Define and document (past and future) activities in your CRM system

7. Listen (then sell) Talk less, listen more, avoid “happy ears” As a rule of thumb, especially in the early stages of a sale, you should spend at least 70% of your time listening. If not, you are talking too much Some of the most interesting things happen when you are quiet Ask relevant questions, listen carefully, address potential hurdles Happy Ears? You are not going to close every deal, so don’t waste time selling to people not ready to buy Don’t be afraid to take things off the table Absolute basics Ask planned questions Understand blocking issues Capture next steps in CRM system © 2010-2011 IntroRocket, Inc. 7 www.IntroRocket.com

8. Manage the process Do your job and sell You have to manage your deals (or at least your part of the process) from initial contact to completion / close. If not, failure is essentially guaranteed Walk your prospect through each step from initial interaction to final signature Ask if there are obstacles Your deals should close when you expect them to close Pricing always seems like a hot topic, but it is not. Know and communicate pricing .. A note about complaining: You have much more credibility when you are killing your quota .. Absolute basics Follow your plan Define next steps in CRM system © 2010-2011 IntroRocket, Inc. 8 www.IntroRocket.com

9. Close Your well-earned commission Your job is to sell – not to “buy it back” – so sell When it is time for a purchase, you should already know the answer When you win a deal: understand why, document what happened, define next steps for increased success with your new customer Much more importantly: when you lose a deal, understand what reallyhappened. Document this – 100% of the time – in your CRM system Absolute basics Close your deals Document wins / losses Define next steps in CRM system © 2010-2011 IntroRocket, Inc. 9 www.IntroRocket.com

10. Know your opportunities Closed Won Closed Lost © 2010-2011 IntroRocket, Inc. 10 www.IntroRocket.com

11. The KISS of Sales Qualify Know who you are selling to and why Plan Set, manage, adapt the agenda Listen (then sell) Be confident, use silence as an asset Manage Do the things you are supposed to do Close Jerry McGuire © 2010-2011 IntroRocket, Inc. 11 www.IntroRocket.com

12. Discussion / Questions? mike@IntroRocket.com © 2010-2011 IntroRocket, Inc. 12 www.IntroRocket.com