We help accounting firms grow.

The Sales Process

1.WHAT we want to accomplish2.WHY is this important3.HOW we will achieve this

outcome

Sell A Cruise

ObjectivesIdentify Selling opportunities

Understand the selling and Marketing Process

Improve your persuasive powers

Identify Better Prospects

Marketing and Selling Are Processes

The Sales Process

Targeting Identifying Needs

Solution Development

Resolution

Marketing and Selling

Marketing is Communication

Selling is Helping

Balance in the Selling Process

Motivation Knowledge

Sales Tactics

Targeting Identifying Needs

Solution Development Resolution

Prospecting

Gaining Access

Qualifying

Identifying Decision

Influencers

Targeting

Determine your ideal client profile

Mr. A Client

Targeting

Articulate your Client Profile

The type of client I am looking for is…

Targeting

Where can I find prospects?Targeting

Researching Prospects

Targeting

Gaining Access

Internal

External

Google

Mail and Call

Targeting

Qualifying Your Prospects

NEAD

BAR

Targeting

NowEnjoy Alte

rDecisionTargeting

BudgetAddition

alRelationship

Targeting

Decision Influencers

Targeting

• Final Authorities

• Decision

Influencers

• Outside

Influencers

• Coaches

• Gatekeeper

Targeting Identifying Needs

Solution Development Resolution

Identifying Needs

Build Like and

TrustDiscove

r Problem

s

Building Like and Trust

Why are we not automatically

trusted?

How do we develop like?

How do we develop trust?

Identifying Needs

Discovering Problems

Reality

Impact

Angst

New Reality

Identifying Needs

RAIN Methodology

Reality questions

• Gather information

• Get lay of the land

• Tell their story

Identifying Needs

RAIN Methodology

Angst/ Anxiety questions

• Discover pain points

• Probe for problems,

dissatisfaction, and

difficulties

• No Angst, no saleIdentifying Needs

The Sales Process

Targeting Identifying Needs

Solution Development

Resolution

Solution DevelopmentCreate Wants

Handle Objections

Demonstrating

Capabilities

Creating Value

Perceptions

RAIN Methodology

Impact questions

• Supersize the Pain

• Look into the future

• Clarify the impact of not

changingSolution Developme

nt

RAIN Methodology

New Reality questions-

• Refocus attention on a

solution

• Make explicit the value of

changing

• Reduce buyer objections

Solution Developme

nt

Handle Objections

Major Objections

Minor Objections

Hidden or Smoke screen objections.

Solution Developme

nt

How to Handle Objections• Listen• Restate• Ask Questions• Answer• Confirm• Move on.Solution

Development

Demonstrating Capabilities1. Tell about a successful

engagement

2. Talk about a peer review

3. Show them deliverables

4. Know your competitors

Solution Developme

nt

Create Value Perceptions

FeaturesAdvantages

Benefits

Solution Developme

nt

Whiteboarding

Solution Developme

nt

Whiteboarding

Current Reality- what’s going on today

Desired New Reality- focus on the companies objectives, needs and wants

Possible Solutions- solutions that can help them obtain their new reality

Project Details- how you and the client will work to complete the selected solutions

Solution Developme

nt

White Boarding Process

Confirm

Ask Question

s

Gain Agreeme

nt

Solution Developme

nt

Develop Plan with Prospect

Solution Developme

nt

The Sales Process

Targeting Identifying Needs

Solution Development

Resolution

Resolution

Persuade Decision

Influencers

Close the Sale

Persuading Decision Influencers

Average Sale Made After 5th Sales Call

-50% Make One Call-23% Make Two Calls-10% Make Three Calls-8% Make Four Calls-5% Make Five Calls

-4% Make More Than Five Calls

Resolution

Negative Positive

Sign Approve

Cost or Price Investment

Objections Area of Concern

No Yes

Understand Me? Did I make that clear?

Eliminate Negative Words

Proposal Assessment Tool

Proposals should focus on the Prospect, not us!

Resolution

Persuade Decision Influencers

Table Group DiscussionList questions or phrases you

would use to persuade Decision Influencers to use

your firm.

Resolution

Closing the Sale

Resolution

Trial CloseAsks for an Opinion

Gives You the Direction

Conditions Them to Say “Yes”

Resolution

The Direct Close

Resolution

Sharp Angle Close

If I guarantee your service request by that date, are you ready to approve the

engagement so we can get started today?

Resolution

Change Places Close

Resolution

Tie Down Close

Resolution

The Rainmaker Academy says…

Thank You!