Learn great sales tips to help you win more deals faster. Answer all your small business sales questions: How can you tell if a sales lead is the right fit for your business? What marketing channels will generate great leads? How can you better negotiate to win more deals? How can you manage your sales more effectively?

1. HOW TO WIN
MORE DEALS
FASTER
Brought to you by:
www.futuresimple.com

2. CONTENTS
1. What is a great lead?
What are some ways you can qualify your leads?
2. Generating great leads
Now that you can identify a great lead, what marketing channels can you
use to generate great leads?
3. Managing the sales process
Getting a good lead is just the beginning. Manage your sales process
effectively to win more deals
4. Getting to “yes”
The tail end of the sales process often involves negotiations. Learn how
to negotiate effectively and win more deals
5. Winning the deal is just the beginning
Congrats on winning the deal! Great business people understand that
6. Making it all happen
As a small business, how can you stay on top of this sales process? A
simple CRM and sales tracking app can do the trick

3. WHAT IS A GREAT
LEAD?
Great question. A great lead is one which you have a very high
chance of winning by the end of your sales process.
A GOOD But how can you know what the chances of winning a deal will
be before you even start speaking with the prospect? The
SALES
answer comes from four criteria you must evaluate: your
PROCESS company’s strengths, the deal characteristics, the prospect's
STARTS
WITH should ask yourself a couple of important questions.
GREAT Let’s start with your company’s strengths. The quintessential
LEADS tomer. Say you’re a graphic designer specializing in package
design and you get a lead from a prospect who wants to design
a logo. While you can design logos, it’s certainly not your forte.
You can choose to compete for this deal, but guess what? Your
portfolio is all about package design and at some point, your
prospect is going to want to see it, and you’ll have nothing to
which your strengths wouldn’t be a competitive advantage.
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4. the job. When does the prospect need the service done or
IS YOUR tomer familiar with the prices that you charge? What is the
COMPANY expected quality of the job and can you meet it? Don’t forget
A GOOD
customer would be happy to get a better quality job, this will
FIT FOR usually trigger pricing issues. Sometimes it’s hard to estimate
THIS
DEAL? projects you’ve been involved with can be very helpful.
tity. Have you worked with customers from that industry and of
present and a good understanding of the work process
portfolio. Does the customer have a good reputation in the
project happen?
Lastly, you should ask yourself who will be your competitors on
this deal and what are your objective chances of winning it
against them.
Once you’ve answered all these questions, you’ll have a good
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5. depend on your preferences as well as the stage your company
low budget, but you’d prefer to take the deal anyway in order to
build your reputation in the market.
Next, let’s see how you can make sure you get more of these
great leads.
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7. GENERATING
GREAT LEADS
Now that you know what great leads look like, the question is
how can you get them? Leads come from a variety of sources
and if your business has been around for a while, chances are
KNOW
you’re probably already getting leads.
WHERE
YOUR named Dave calls you to discuss a potential project. You go
GREAT through the qualifying questions and it turns out that this really
LEADS
COME You’d love getting more deals like that but the question is: how
FROM
searching Google and found you through Google AdWords.
Each one of these is a marketing channel. Any company can
have multiple marketing channels to drive new business
through its door. Here are the main marketing channels that
you’ll want to consider:
7

8. Advertising Public Relations Word-of-mouth
Print Press releases
Events Television
Networking / event
Radio
prospecting
Media websites
Radio
Blogging and tors
Television blogger outreach
Direct Marketing Events Digital/Internet
Postcards Sponsorships
Coupons Event hosting
Social Media
Warm calls
As you can see, there are many potential marketing channels
ment with all of them to learn which are most effective for your
main question you should ask yourself here is whether the
keting channel for each one of your leads. Doing so will help
the most deals.
With this powerful information, you can then go ahead and
maximize the returns on your marketing efforts.
8

9. MANAGING THE
SALES PROCESS
Sourcing great leads is just the beginning though. Once you get
a great lead in the door, you’ll want to make sure that you do
ONCE
YOU GET the business because of poor management of your sales
A LEAD IN process.
THE
DOOR, sales process should be visualized as a funnel. You get many
leads at the start of the funnel with only a few of them making it
MAKE through the whole process. Each step in the process is called a
SURE YOU
WIN IT!
general, it’s useful to keep the funnel small and simple. What's
9

10. WON
UNQUALIFIED INCOMING QUALIFIED QUOTE CLOSURE
LOST
Let's look at a simple example. A new lead will usually be
stage in the sales process, which in our simple example we’ll
meeting or two with the prospect. You’ve gathered enough
requirements and are now at the point where you need to
create a price quote. Now you can move the deal forward in the
and send it to the prospect, you can move the lead to the last
ally take place. After the Closure stage, you will either win or
lose the deal.
Creating such a funnel and taking your leads through it has
some powerful advantages:
1. You’ll know exactly which stage of the funnel each of your
2. You’ll see which stage you’re losing most of your deals at by
if you’re losing many deals in the Quote stage, it might mean
that you’re not preparing your quotes fast enough or that your
quotes are not effective.
10

11. 3. You’ll improve the chances of closing deals by setting rules
week after you send them a quote. You can quickly look at your
closure stage and know which customers you have to call and
tasks and reminders so that you’ll be sure not to forget to do
USE
PIPEJUMP
TO SET
TASKS
AROUND
DEALS
11

12. GETTING TO “YES”
As mentioned before, the last part of your sales process will
likely involve some sort of negotiation. More often than not, this
will be a negotiation around price. Sometimes it might also be a
BASIC
negotiation around the delivery schedule for the product or
SKILLS service you’re selling.
CAN HELP Understanding basic negotiation techniques can help you win
YOU WIN more deals without alienating your prospects. Negotiation is
MORE indeed an art, but consider some of the following tips:
DEALS Research
self by spending plenty of time doing relevant research. When
you know your industry and your product, you have the power
to bargain more effectively. There are several places to get the
what you’re looking for. But beware of unreliable information
12

13. information. Talk to people with experience in your client’s line
offer that will be hard for your customer to turn down.
Improve Your Communication Skills
HUMOR effective if you don’t express yourself clearly. Negotiation is a
CAN
BRING sion to come away with a clear understanding of the terms of
the agreement. One way you can improve your communication
TWO
skills is by learning and practicing Nonviolent Communication
PEOPLE
TO- conveys the importance of your needs and feelings related to
GETHER
– During negotiations, you need to
message to the bargainer that you know your points are strong
much like a political debate in that the person who remains
calm often comes out on top.
Use Your Sense of Humor
together – even if initially they were completely at odds with
each other. When things get tense, you can use humor to break
tions to view you as a nice person, bargaining with them
and helps you see things more clearly.
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14. Give Something Away – Every negotiator has to make some
tive compromise. The best negotiators realize that being tough
throughout the whole negotiation can land both parties in a
BOTH stalemate. Prepare yourself to give something up before you
PARTIES
tions or give a small discount, your willingness to compromise
HAVE TO
will show the other person that reaching an amicable resolution
FEEL is important to you. Keeping this in mind, you should plan a little
THEY'VE
WON things that you must have, don’t begin the bargaining process
by asking for the bare necessities. Ask for more than you
expect and leave yourself room to offer some concessions so
that in the end you both walk away with everything you need. At
the end of the day both parties have to feel that they’ve ‘won’
something.
14

15. WINNING IS JUST
THE BEGINNING
ers back, you have to make sure that you deliver on what you
MAKE
promised. Make sure that the team in charge of the project or
SURE
THAT YOU
DELIVER
time comes. A great way to gauge customer satisfaction is by
ON WHAT calling your customers every once in a while for small talk
YOU
PROMISED help you solicit honest and direct feedback.
Simply imagine how powerful it is to see one page for each one
versations that you’ve ever had with him or her. You can then
munications with them, making sure that they will return to you
the next time they need something.
15

16. Ever wondered what makes Amazon one of the most respected
brands and the biggest online retailer? Consider Jeff Bezos’s
tomers, because those are the folks who have the money. Our
competitors are never going to send us money.”
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17. MAKING IT ALL
HAPPEN
Worry not. We know that this might look like a cumbersome
process that adds a lot of overhead. As a small business owner,
manager or employee, time is your scarcest resource. At the
IT’S
end of the day, the beauty of this method is that it’s robust but
SIMPLE TO
GET like yours.
STARTED You'd be surprised how easy it is to put this sales process in
place. With PipeJump, our simple sales tracking and customer
management tool, it really doesn't take anything more than a
tive and effective your sales will become.
Practicing these tips will help you improve your sales process
tremendously, drive more business to your door, and fuel the
growth of your business.
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