The document outlines 5 steps to recover control of your sales process if it has gotten out of control. The steps are: 1) have a specific prospecting plan, 2) create, nurture, exploit and protect relationships, 3) stop giving away your services for free, 4) improve your questions to prospects, and 5) close deals or end prospects that are not moving forward. The presentation was given by Tom Fox, president of MyEureka Solutions LLC, at a Rising Tides Alliance networking event in Briarcliff Manor, New York on November 11, 2015.

1. Who Stole My
Sales Process?
RISING TIDES ALLIANCE
Business Networking
The Briarcliff Manor November 11th, 2015
5 Steps to recover control
of your selling
Presents

2. What Happened?
Many selling professionals can gradually, or suddenly, find their
selling process is out of control. Why?
• Vic:m of success, going on autopilot, loss of focus
• Delivering to clients takes away from finding new ones
• Not enough new business conversa:ons
• Time has become the enemy
Are any of these familiar to you?
There are many more reasons we
lose control…assuming you ever
really had it!
The good news is that with a liFle
focus--and a 5 step plan--you can
get back in the driver’s seat...

3. PROSECT TO A SPECIFIC PLAN
• There’s a difference between planning
prospec:ng and having a prospec:ng plan.
For a successful prospec:ng plan:
Sales Control Rescue Item #1
1. IDENTIFY your target customer(s), even If you have many
2. SEPARATE prospec:ng into different ac:vi:es, PRIORITIZE
and enumerate success, limit low results ac:vi:es
3. PLAN your results then determine what behaviors are
required for each result to occur
4. MEASURE and be ACCOUNTABLE for mee:ng your behavior
and ac:vity targets, trust that results come from the effort
5. Put prospec:ng ac:vity(s) on your
CALENDAR every day

4. Sales Control Rescue Item #2
CREATE, NURTURE, EXPLOIT and PROTECT
RELATIONSHIPS ALL AROUND YOU
• Sales ac:vity is really about rela:onships
and rela:onship opportuni:es are
abundant!
1. CREATE new rela:onships from
prospec:ng and networking. Even if
there is no sale look for value in every
encounter
2. EXPLOIT your rela:onships, ask for
business, referrals, tes:monials…if you
worked for them they will work for you
3. PROTECT your clients, even if it is from
themselves, loyalty builds opportunity

5. Sales Control Rescue Item #3
STOP GIVING IT AWAY!
• You may think your are selling when you
give out free advice, offer your :me
without condi:on or otherwise think
that the more you give, the more you
will get…but hope is not a strategy!
1. RESPECT your :me as valuable, imagine your meter is
always running…if you don’t why should anyone else?
2. HELP by all means but ask if there is a clear result or next
step based on your efforts/answers. Explain you’d be
happy to help but…remember you are selling…not giving
3. OFFER your client/prospect a consul:ng session and let him
know you can discount it. Bringing up a cost presents a
value and demonstrates your belief and self respect

6. Sales Control Rescue Item #4
IMPROVE YOUR QUESTIONS
• You need a selling plan, a process,
inside your Prospec:ng Plan. Key to
that is ques:ons, listening and
observing and home in with more
ques:ons. Q’s not A’s reveal to
prospects they should buy!
1. PLAN your ques:ons and demonstrate your value not with the
answers you give but by the ques:ons you ask
2. GET CONTEXT and understand how your sale fits their need. Make
them validate why buying is a good idea and it won’t seem like
you have your interests first
3. BE CONFIDENT but unsure you have the right fit. The more you
can pull your client in with ques:ons and observa:ons and a lack
of self interest the more trust you will create
4. SEE AND SAY like the old toy; don’t be afraid to speak out and say
whatever you observe: facts, reac:ons, emo:ons…ask permission
and be bold

7. Sales Control Rescue Item #5
CLOSE THE DEAL OR END THE CHASE
• Too many salespeople ra:onalize :me
and touches to equal opportuni:es…
1. ASK for the business. Whether that’s “What do
you think we should do next?” or asking for a
descrip:on of what would have happened if you
were to get your business...you need to decide to
close in each encounter
2. BE REAL, as much as we want to be op:mis:c
recognizing when there is no real opportunity
and ending the chase saves real :me
3. GET SOMETHING from every opportunity, just
because you close the file on a sale doesn’t mean
you don’t explore or keep open future
opportuni:es

8. Sales Control Rescue Summary
TO RESCUE CONTROL OF
YOUR SELLING…
• Follow these 5 Steps:
1. Prospect to a plan
2. Create, nurture, exploit, protect
relaKonships
3. Stop giving it away
4. Improve your quesKons and listening
5. Close the deal or end the chase

9. Tom Fox
President
MyEureka SoluKons LLC
1315 Park Ave.
Mamaroneck, NY 10543
P: 917 539-6617
E: tom@myeurekasolu:ons.com
hFp://www.myeurekasolu:ons.com
TwiFer: @TomFoxTrainer
Contact Info

10. Rising Tides
Alliance
Based in Westchester County, NY, RTA is a networking
organiza<on that believes networking should be more than
handing out a business card or coaxing referrals. The true giver
knows that the <de raises all ships and allows you to be a person
of value to others while doing very well for yourself.
• www.rising:desalliance.com
• Monthly member business to business networking
• Meet 2nd Wednesday of each month at The Briarcliff Manor in Briarclaff Manor
• Monthly small group or one-on-one facilitated networking
• Business Programs in Sales and Key Opera:ng Issues
• Member Expert Panels
• Membership Info Contact:
Perry DiNapoli: 914 804-6234 perry@thebriarcliffmanor.com