We help accounting firms grow. The Sales Process
1.WHAT we want to accomplish 2.WHY is this important 3.HOW we will achieve this outcome
Sell A Cruise
Objectives
Marketing and Selling Are Processes
The Sales Process
Balance in the Selling Process
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
Decision Influencers Targeting
Identifying Needs
Building Like and Trust Why are we not automatically trusted? How do we develop like? How do we develop trust? Identifying Needs
Discovering Problems R eality I mpact A ngst N ew 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 sale Identifying Needs
The Sales Process
Solution Development
RAIN Methodology Impact questions Supersize the Pain Look into the future Clarify the impact of not changing Solution Development
RAIN Methodology New Reality questions- Refocus attention on a solution Make explicit the value of changing Reduce buyer objections Solution Development
Demonstrating Capabilities 1.Tell about a successful engagement 2.Talk about a peer review 3.Show them deliverables 4.Know your competitors Solution Development
Create Value Perceptions Features Advantages Benefits Solution Development
Whiteboarding Solution Development
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 Development
White Boarding Process Solution Development
Develop Plan with Prospect Solution Development
The Sales Process
Resolution
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 Discussion List questions or phrases you would use to persuade Decision Influencers to use your firm. Resolution
Closing the Sale Resolution
Trial Close Asks 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!