Founder Selling: How to Win Deals & Close Critical Sales

50 %
50 %
Information about Founder Selling: How to Win Deals & Close Critical Sales
Business & Mgmt

Published on March 20, 2014

Author: Intelligent_ly

Source: slideshare.net

Description

Instructor: Jim Henderson

Sales--you can't live without making them. And oftentimes you can't move forward in bootstrapping your company or gaining early the traction investors want without them.
But what do you do when the odds are stacked against you? What do you do when you’re not that charismatic, polished salesperson?
The good news is that the answer to these questions is the same - and it’s not complicated, nor a mysterious process that gets bestowed on only a few people. It’s a simple set of steps that every founder, employee, or salesperson can master and use to win deals that launch or grow your company.

What You'll Learn
The steps that move you from your vision to a new customer
How to prepare for and execute each step
Critical do’s and don’ts
Tips to manage the process mentally and emotionally

presents Founder Selling: How to Win Deals & Close Critical Sales JIM HENDERSON Principal, The Exemplary Group

Jim Henderson An engineer by degree and business geek at heart, Jim Henderson learned to sell unproven solutions and win against tough competition while bootstrapping and growing his first company, KeyMark. Along the way, he perfected ways to build sales teams and tackle new markets. Applying those hard-earned skills led Keymark to the Inc 500 as one of America's fastest growing companies. Their first sale? Two guys with a laptop and no references beat IBM and Unisys. Today Jim is focused on helping other CEOs succeed though his advisory company, The Exemplary Group, and running his own startup. In his spare time, Jim loves having fun with his wife and 15 month old son; walking his 3 dogs; or playing board games.

Founder Selling How to Win Deals and Close Critical Sales

A Bit About Me u Jim Henderson u Founding Partner, Exemplary Group u jim@exemplarygroup.com u 774-545-5184 u Skype: jimh.skype

My Goal Today u That you will learn one thing that will help make you more successful and that you can apply tomorrow.

Selling, 2014 u Marketing: u Defining your product/service. u Answering ‘Are you right for my problem?’ online. ! u Sales: u Help applying product/service to solve your problem. u The human touch, trustworthy and likeable. ! u Sales is not: u Something you are born with. Nor something you master quickly. u Perfect performance and image.

Four Core Mental Tenants u Be a Respected Physician u Be a Trusted Guide u Have an Abundance Mentality to Offset Anxiety u Build Trust by Small, Genuine Actions

Don’t Be Be Product Hawker Respected Physician

Don’t Be Be

Don’t Have Do Have Anxiety Mentality Abundance Mentality

Does Your Buyer Trust You This Much?

Physician Mentality, 
 Physician Process Match Triage Diagnose Prescribe

Physician Mentality, 
 Physician Process Match • Are you the right solution for their problem? • Web research, or old-school lead generation Triage Diagnose Prescribe

Exercise 1: Complete this sentence u We have ___(unique thing you do)_____________________________ ! u And have heard from other __(title of your target buyer)__________ ! u That _____(pain you solve)______ is a problem. ! u We have helped companies such as ____(customer name for credibility) ! u See ___(change realized, hard number, preferably $ too.)_____

Physician Mentality, 
 Physician Process Match Triage • Vitals, summary of situation, ballpark price • What, why, who, where, when Diagnose Prescribe

Don’t Do Be Everything to Everyone Focus on Fit

Exercise 2: Define when you are NOT a fit for a prospective buyer

Exercise 2B: Questions that let you know if someone is NOT a fit

Physician Mentality, 
 Physician Process Match Triage Diagnose • In-depth understanding of pain, motivation, ability to change • Create rapport and trust Prescribe

Don’t Don’t Open with Answers Talk too much (Listen 60% or more)

Do Do Set Goal for Meeting Use Agenda and Checklist

Do Don’t

Exercise 3: 
 Write a sample goal and checklist of 3 items for a meeting
 
 Write Down 3 Hard Questions You Need to Ask

Physician Mentality, 
 Physician Process Match Triage Diagnose Prescribe • Your solution, costs • Trade-offs, process, agree on next step

Do Do Clearly agree on next step Cover price, return

Don’t Do Get Lost in Details Contrast Now, Then Remind of ‘Why’

Exercise 4: 
 Describe picture of buyer’s life with your solution. 
 
 Use emotions and senses.
 
 Contrast to ‘With Pain’ Condition.


Founder Specific Notes u Don’t give investor pitch. Give the customer pitch. u Parts of the investor pitch can be used to gain trust. u Learn how to address concerns about financial viability. Don’t overshare. u People will buy you, first and foremost. ! u Sell to gain buyer feedback. u Nothing shows value like asking people to fork over their money. u This is one of the highest value activities you will have. u Better results because Power sells to Power.

Founder Specific Notes u Don’t hire the sales pro from a big company u They are used to a support system and defined process u Use them as an advisor, or for help on a specific deal ! u People still sought out Dr. House u If you’re not easy to deal with, you can still sell. u Harder you are to deal with, the more pain they must be in or the more unique you must be. ! u Be who you are u Genuine integrity sells early

Four Core Mental Tenants u Be a Respected Physician u Be a Trusted Guide u Have an Abundance Mentality to Offset Anxiety u Build Trust by Small, Genuine Actions

Everyone in Class – Call or email if you have questions on a specific deal or concept here u Jim Henderson u jim@exemplarygroup.com u 774-545-5184 u Skype: jimh.skype

Course Title   Course Title INSTRUCTOR NAME

Add a comment

Related presentations

Canvas Prints at Affordable Prices make you smile.Visit http://www.shopcanvasprint...

30 Días en Bici en Gijón organiza un recorrido por los comercios históricos de la ...

Con el fin de conocer mejor el rol que juega internet en el proceso de compra en E...

With three established projects across the country and seven more in the pipeline,...

Retailing is not a rocket science, neither it's walk-in-the-park. In this presenta...

What is research??

What is research??

April 2, 2014

Explanatory definitions of research in depth...

Related pages

Critical Selling: How Top Performers Accelerate the Sales ...

... How Top Performers Accelerate the Sales Process and Close More Deals ... win more sales. ... sales approach with Critical Selling, ...
Read more

Nexd.io

Now you can identify and measure the most critical sales activities and improve your sales process to close more deals ... Nexd breaks down your sales ...
Read more

Critical Selling Skills: How Top Performers Accelerate the ...

Buy Critical Selling Skills: How Top Performers Accelerate the Sales Process and Close More Deals by Justin ... Your Amazon.co.uk Today's Deals Gift Cards ...
Read more

Sales Success Article: 7 Reasons Why Deals Don't Close

Read this sales article: 7 Reasons Why Deals Don't ... Articles » 7 Reasons Why Deals Don't Close ... is critical to successful selling.
Read more

7 Reasons Why Deals Don't Close - cpsa.com

7 Reasons Why Deals Don't Close ... building trust is critical to successful selling. So at every step of the sales ... Sales Expert, is Founder and ...
Read more

62 Sales Tips and Sales Quotes from Top Sales Experts ...

We’re constantly striving to conquer new sales challenges, close new deals, ... likely win. 16. Anneke Seley, CEO and Founder ... Sales Tips and Sales ...
Read more

The Sales 2.0 Conference | Vegas 2014

... Founder & CEO, Selling ... Based Sales Approaches Win More Deals ... hard enough or acting fast enough to close them. Sales and marketing just can't ...
Read more

5 Critical Selling Skills in 2016 - cpsa.com

5 Critical Selling Skills in 2016 ... so you need to develop your empathy if you want to close deals. Prospects will buy from sales ... He is the founder ...
Read more