craig wortmann: entrepreneurial selling 7-31-12
TRANSCRIPT
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Mend your speech a little, lest it may mar your fortunes.
- William Shakespeare, King Lear
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Entrepreneurial Selling
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Define salesperson
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Define entrepreneur
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Balancedapproach
Tactical Selling Skills Market/Client Analysis
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Targeting
Engaging
the
prospect
Makingthe
match
Doing
the
deal
Relationship
ManagementMeasurement Targeting
Preparation
Phase
Execution
Phase
Analysis
PhaseCycle
Begins
Again
Time0 n
Entrepreneurial Selling Process
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The Sales Challenge - Established company
n
TargetingHot
ProspectingExploring
NeedsProposing Closing Relationship
ManagementMeasurement Targeting
PreparationPhase
ExecutionPhase
AnalysisPhase
CycleBeginsAgain
Time0
Qualifying
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The Sales Challenge - Entrepreneurial venture
n
TargetingHot
ProspectingExploring
NeedsProposing Closing Relationship
ManagementMeasurement Targeting
PreparationPhase
ExecutionPhase
AnalysisPhase
CycleBeginsAgain
Time0
Qualifying
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The Sales Challenge - Entrepreneurial venture
n
TargetingHot
ProspectingExploring
NeedsProposing Closing Relationship
ManagementMeasurement Targeting
PreparationPhase
ExecutionPhase
AnalysisPhase
CycleBeginsAgain
Time0
Qualifying
Build the foundation
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Entrepreneurial Selling Skills - Key behaviors
Time management
Refining yourtarget market
Art of conversation
Telling the story
Identifying hurdlesand objections
n
TargetingHot
ProspectingExploring
NeedsProposing Closing Relationship
ManagementMeasurement Targeting
PreparationPhase
ExecutionPhase
AnalysisPhase
CycleBeginsAgain
Time0
Qualifying
Build the foundation
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TargetingEngaging
the
prospect
Makingthe
match
Doingthe
deal
Relationship
ManagementMeasurement Targeting
Preparation
Phase
2. Qualifying
Analysis
Phase
Cycle
Begins
Again
The Entrepreneurial Sales Process
Time0 n
1. Lead
generation
4. Proposing
3. Determining
fit
6. Re-setting
expectations
5. Closing
ExecutionPhase
Trailer PresentationsImpact questions Conversation MatrixStoriesPaths Scripts QualifyingPivots PBCObjections
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Knowledge
Skills
Discipline
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How do youdo this?
Whole picture
What doesthat mean?
Sales
Trailer
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What doesthat mean?
SalesTrailer PG-13 Fresh Provocative Clear Exciting
Differentiators Value Proposition Story
Questions Materials Objections
Conversation Progression
How do youdo this?
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Lead generation
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When do you qualify?
How do you know when to stop?
Engaging the prospect
Should qualifying questions be prioritized?
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How will this decision be made?
How do you prioritize budget decisions like this?
How has this initiative been funded?
What could happen to derail this effort?
What issues are driving your decision?
How does the contracting process work?
Does this initiative have an established budget?
Is that budget taking away from other projects you are responsible for?
What visibility does this have with leadership?
Engaging the prospect
Are you the decision-maker?
What is the timeline for a decision?
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How will this decision be made?
How do you prioritize budget decisions like this?
How has this initiative been funded?
What could happen to derail this effort?
What issues are driving your decision?
How does the contracting process work?
Does this initiative have an established budget?
Is that budget taking away from other projects you are responsible for?
What visibility does this have with leadership?
Engaging the prospect
Are you the decision-maker?
What is the timeline for a decision?
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The Sales Cycle
Time0 n
Sellin
g
hurdl
es
Lead
genera
tion
Deter
minin
g
fit
Propo
sing
Closin
g
Qualify
ing
Objec
tions
Re-se
tting
expe
ctatio
ns
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Objections - WisdomTools
eLearningvs.
Traditionalclassroom
Small,unprovencompany
Combination
ofstory/collaboration
Budg
et($150,0
00+)
Clientsnotpluggedin
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Handling Objections
Process?
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Handling Objections
5. Checking
3. Confirming
1. Encouraging
2. Questioning
4. Providing
Copyright Forum Corporation
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Ifmisconception, then clarify
Copyright Forum Corporation
Ifskepticism, then prove
Ifreal drawback, then show big picture
Ifreal complaint, then show action
Handling Objections
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Demonstrates that you have heard the customer
Clarifies your understanding and corrects errors
Makes progress explicit
Confirming/Checking
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Impact questions
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