“Your Million Dollar Sales Success” $1,000,000.00

@veltonshowell

“Your Million Dollar Sales Success” It’s a New Day!

What has changed in your market over the past years? What have we learned? (Trends?) How do customers view sales professionals? What are customers looking for in a sales professional?

It’s a New Day! How do sales professionals view customers? Who is your best customers and why? How do I outperform my competition in the market?

“Your Million Dollar Sales Success” What has changed in your market over the past years?

“Your Million Dollar Sales Success” The Old Process The sales person controlled about 70% of the process. Client participation was about 30% of the process.

“Your Million Dollar Sales Success” The Old Process Prospecting Qualifying Understanding Customer Needs Presenting Negotiating Supporting Closing

“Your Million Dollar Sales Success”

How do customers view sales professionals?

“Your Million Dollar Sales Success” How do customers view most sales professionals? Fast Talker Expert on what they want to deliver not necessarily what I need Reasons why Necessary Evil

“Your Million Dollar Sales Success” What are customers looking for in a sales professional?

“Your Million Dollar Sales Success” What should be the sales professionals goal? Trusted Advisor! Expert Confidant Business Partner

“Your Million Dollar Sales Success” The New Process The sales person’s involvement is only about 3% of the entire selling process Web Research and Marketing determine and drive the entrance of the customer into the selling process often with a pre-identified provider

“Your Million Dollar Sales Success” Marketing Customer Determines the Need Researches Information Inquires into potential purveyors, providers, suppliers Evaluates options Customer Engages Potential Sales Professional Evaluates options Negotiates terms Makes purchase decisions

“Your Million Dollar Sales Success”

General Buyer 78% Engage with us through informal information gathering and self diagnosis 59% Peer Conversations 48% Industry Conversations 44% Anonymous Research 37% Posted questions on-line 20% Social Media Contacts

“Your Million Dollar Sales Success” Executive Buyers 90% Informal Research 69% Peer Conversations 58% Industry Research 44% Anonymous Research 37%Posted On-line 65% Social Media

“Your Million Dollar Sales Success” How do most Sales Professionals view most Customers?

“Your Million Dollar Sales Success”

The means to an end Achieving quota A transaction $$$$$$$$$ “Revenue” A partner for a long-term mutually beneficial relationship

“Your Million Dollar Sales Success” How do you manage your relationships?

“Your Million Dollar Sales Success” Gartner Predicts CRM Will Be A $36B Market By 2017 How do you manage your relationships? Who on your team is responsible for supporting you?

“Your Million Dollar Sales Success” Who is your “BEST CUSTOMER” and Why?

“Your Million Dollar Sales Success” Relationship Selling Who is your best Customer and Why? What Characteristics do they possess? What do they do that others don’t? How do you evaluate their level of attention or care? Do you have a ranking system and contact system?

“Your Million Dollar Sales Success” Suggested Evaluation Principles What is the current revenue potential of the customer for your business unit or that company? How frequently has the customer done business with you or your company in the past (what is the potential for repeat business, frequent transactions)

“Your Million Dollar Sales Success” How many different products does the customer have the potential in purchasing from you? How do you then rank your Customers to maintain the relationship?

“Your Million Dollar Sales Success” Do you have an electronic touch point system to support your sales efforts? What program is in place to insure the re-sale?

“Your Million Dollar Sales Success” Who on your team is responsible for supporting you?

“Your Million Dollar Sales Success” How do you expand your reach inside of the organization to anchor your relationship? Who else inside the organization has a vested interest in the success of the process?

“Your Million Dollar Sales Success” General Principles Any Sales Professional Should Know

“Your Million Dollar Sales Success” 10 Problems that your business solves for your identified customer base? What sets you apart from your competitors? (your differentiating factor) What do you do to maintain and grow your customer relationships? How do you use your current customer relationships to infiltrate other customers in their organization or their network?

“Your Million Dollar Sales Success” Stay in touch with Velton at:

@veltonshowell