How to Hit 1 – 2 – 3 Million In Sales Presented By: Tom Wittman Instructor – Speaker – On Site HVAC Consultant CoachTomW@Gmail.com 317-750-1607

How to Hit 1 – 2 – 3 Million In Sales Smart Approach with a Healthy Attitude and a desire to Win or Learn

How to Hit 1 – 2 – 3 Million In Sales Page 1 Step 1 Sales Goal / Lead Setting Worksheet Yearly Sales Goal: ________________   Divide By Average sale: ________________ = Number of Sales Wins: ________________ S-pecific M-easurable $ 1,500,000.00 A-ttainable R-ealistic $7,000.00 T-imely 214

How to Hit 1 – 2 – 3 Million In Sales Page 1 Step 2 Sales Goal / Lead Setting Worksheet Number of Sales wins: ________________   Divide By Closing %: ________________ = Number of Presentations: ________________ S-pecific M-easurable 214 A-ttainable R-ealistic 50% T-imely 428

How to Hit 1 – 2 – 3 Million In Sales Page 1 Step 3 Sales Goal / Lead Setting Worksheet Number of Presentations: ________________   Divide By Lead Conversion %________________ = Number of Leads: ________________ S-pecific M-easurable 428 A-ttainable R-ealistic 90% T-imely 475

How to Hit 1 – 2 – 3 Million In Sales Page 1 Step 4 Sales Goal / Lead Setting Worksheet Number of Leads: ________________   Divide By Reactive Weeks: ________________ = Leads per week ________________ S-pecific M-easurable 475 A-ttainable R-ealistic T-imely

How to Hit 1 – 2 – 3 Million In Sales Page 1 Step 4 Sales Goal / Lead Setting Worksheet Number of Leads: ________________   Divide By Reactive Weeks: ________________ = Leads per week ________________ S-pecific M-easurable 475 A-ttainable R-ealistic T-imely

How to Hit 1 – 2 – 3 Million In Sales Page 1 *** How to determine reactive selling weeks*** Weeks in one year: 52 Minus Vacations: -_________ Minus number of slow lead weeks: -_________ Minus Holidays: -_________ Minus personal - sick - other days: -_________ Reactive selling weeks: =________ Sales Goal / Lead Setting Worksheet Number of Leads: ________________   Divide By Reactive Weeks: ________________ = Leads per week ________________ 2 S-pecific M-easurable 475 A-ttainable 5 R-ealistic T-imely .5 .5 44

How to Hit 1 – 2 – 3 Million In Sales Page 1 Step 4 Sales Goal / Lead Setting Worksheet Number of Leads: ________________   Divide By Reactive Weeks: ________________ = Leads per week ________________ S-pecific M-easurable 475 A-ttainable R-ealistic 44 T-imely 11

How to Hit 1 – 2 – 3 Million In Sales Page 1 Step 5 Sales Goal / Lead Setting Worksheet Number of Leads Per Week: ________________   Divide By 5 days / week: = ________________ = Leads per day ________________ = Presentations per day ________________ (Leads * Lead conversion %) S-pecific M-easurable 11 A-ttainable R-ealistic 5 T-imely 2.2 2

How to Hit 1 – 2 – 3 Million In Sales Key Performance Benchmarks to Achieve $1,500,000.00 in sales in 1 year. Sales Goal / Lead Setting Worksheet Leads Per Week: ________________   Presentations per week: ________________ Closing %: ________________ Average Sale: ________________ S-pecific M-easurable 11 A-ttainable R-ealistic 10 T-imely 50% $7,000.00

How to Hit 1 – 2 – 3 Million In Sales Smart Approach with a Healthy Attitude and a desire to Win or Learn

How to Hit 1 – 2 – 3 Million In Sales Self Generated Leads

How to Hit 1 – 2 – 3 Million In Sales Page 3 Self Generated Leads ☐ Internal Follow Up Completed Service Calls Open Sales Calls Inactive Customers Building and Mining your List

How to Hit 1 – 2 – 3 Million In Sales Page 3 Self Generated Leads ☐ Networking Homeowner Associations Network Referral Programs Lead Sharing Groups

How to Hit 1 – 2 – 3 Million In Sales Page 3 Self Generated Leads ☐ Presentations Community Centers HOA Meetings Retirement Centers Community Service Groups

How to Hit 1 – 2 – 3 Million In Sales Page 3 Self Generated Leads ☐ Shows Fairs Festivals Home Shows Community Events Carnivals

How to Hit 1 – 2 – 3 Million In Sales Page 3 Self Generated Leads ☐ Community Service Clubs Lions Club Optimist Club S.E.R.T.O.M.A. Rotary Chamber of Commerce Boy Scouts Girl Scouts Athletic organizations

How to Hit 1 – 2 – 3 Million In Sales Page 3 Self Generated Leads ☐ Cause Marketing Food or Gift Drives Donate Services % Of sales toward a worthy cause Secret Santa Meals on Wheels Services for the Needy

How to Hit 1 – 2 – 3 Million In Sales Page 3 Self Generated Leads ☐ Cause Marketing (Continued) Children’s Home Disaster response Tragedy Response Feed the Needy Clothe the Needy Fight a Disease

How to Hit 1 – 2 – 3 Million In Sales Page 3 Self Generated Leads ☐ Press Releases Radio Television Community Announcements Newspapers Flyers Bulletins

How to Hit 1 – 2 – 3 Million In Sales Page 3 Self Generated Leads ☐ Resource Assessments Controlling Calendar Benchmarks Tracking Mechanism Presentation Offers Scripts Letter or E Mail

How to Hit 1 – 2 – 3 Million In Sales Page 3 Self Generated Leads ☐ Resource Assessments (Continued) Business Cards Mail Chimp Campaigns Social Media Set Up Web Site Integration

How to Hit 1 – 2 – 3 Million In Sales Page 3 Self Generated Leads ☐ Resource Assessments (Continued) Yard signs Friends and neighbors packs Business cards Radius mailings 3 times

How to Hit 1 – 2 – 3 Million In Sales Smart Approach with a Healthy Attitude and a desire to Win or Learn

How to Hit 1 – 2 – 3 Million In Sales Page 4 Influencing Sales

How to Hit 1 – 2 – 3 Million In Sales Page 4 Influencing Sales 1. An Attitude of Gratitude is essential for success   Attitude isn't everything, but it is the first step. Nothing else works without a positive mental attitude. 

How to Hit 1 – 2 – 3 Million In Sales Page 4 Influencing Sales 2. People in general don't like to be "sold" They like to buy things

How to Hit 1 – 2 – 3 Million In Sales Page 4 Influencing Sales 3. Better to let your customers qualify themself   by asking questions, listening intently to what they say, and establishing a list of goals instead of guessing at what you think they need

How to Hit 1 – 2 – 3 Million In Sales Page 5 12 steps that help customers buy from you

How to Hit 1 – 2 – 3 Million In Sales Page 5 12 steps that help customers buy from you Step 1: Confirmation call Call your customer ahead of time to confirm your appointment and get a sense for the type of customer you will be dealing with.

How to Hit 1 – 2 – 3 Million In Sales Page 5 12 steps that help customers buy from you Step 2: Prepare to win Your product is the customer experience. The better experience you create for your customer, the more likely they will buy from you.

How to Hit 1 – 2 – 3 Million In Sales Page 5 12 steps that help customers buy from you Step 3: Develop professional rapport Your customer’s favorite subject is them-self. Break the ice with a sincere compliment or two and follow your customer’s lead. Get your customers talking about what they want.

How to Hit 1 – 2 – 3 Million In Sales Page 6 12 steps that help customers buy from you Step 4: Establish a written list of goals with your customer: When you are clear on what your customer wants and your customer is clear on what you will be resolving for them. You have made yourself relevant.

How to Hit 1 – 2 – 3 Million In Sales Page 6 12 steps that help customers buy from you Step 5: Establish an agenda with your customer. This is where you take control of the process.

How to Hit 1 – 2 – 3 Million In Sales Page 6 12 steps that help customers buy from you Step 6: Evaluate the home. Complete your evaluation. Make sure you know what your customer needs to see and hear to believe that you know how to solve their problem.

How to Hit 1 – 2 – 3 Million In Sales Page 7 12 steps that help customers buy from you Step 7: Prepare your pricing options. Give your customer the opportunity to buy.

How to Hit 1 – 2 – 3 Million In Sales Page 7 12 steps that help customers buy from you Step 8: Re-engage with your customer and tell your Company story. Explain your anchor value proposition Quality of employees Years in business Hiring criteria Licenses, insurance associations

How to Hit 1 – 2 – 3 Million In Sales Page 7 12 steps that help customers buy from you Step 9: Review the systems design considerations Show your customer all of the existing design flaws and connect those flaws to the problems they want solved. Show and tell them how you will accomplish everything on their list of goals.

How to Hit 1 – 2 – 3 Million In Sales Page 8 12 steps that help customers buy from you Step 10: Determine if you have the dominant decision maker before reviewing the price. If the person you are presenting to tells you they cannot make a decision, attempt to schedule a time with all interested parties before establishing the price.

How to Hit 1 – 2 – 3 Million In Sales Page 8 12 steps that help customers buy from you Step 11: Present options: Work with your customer in building their system and let them buy it from you!

How to Hit 1 – 2 – 3 Million In Sales Page 8 12 steps that help customers buy from you Step 12: Assume the sale and ask for the order.

How to Hit 1 – 2 – 3 Million In Sales Smart Approach with a Healthy Attitude and a desire to Win or Learn

How to Hit 1 – 2 – 3 Million In Sales Part 2 page 1 The Closing Map

How to Hit 1 – 2 – 3 Million In Sales Part 2 page 1 The Closing Map

How to Hit 1 – 2 – 3 Million In Sales Part 2 page 2 The Price

How to Hit 1 – 2 – 3 Million In Sales Part 2 page 2 The Closing Map

How to Hit 1 – 2 – 3 Million In Sales Part 2 page 3 I’m going to do it later

How to Hit 1 – 2 – 3 Million In Sales Part 2 page 3 The Closing Map

How to Hit 1 – 2 – 3 Million In Sales Part 2 page 4 Other Bids

How to Hit 1 – 2 – 3 Million In Sales Part 2 page 4 The Closing Map

How to Hit 1 – 2 – 3 Million In Sales Part 2 page 5 Need to Talk It Over

How to Hit 1 – 2 – 3 Million In Sales Part 2 page 5 The Closing Map

How to Hit 1 – 2 – 3 Million In Sales Smart Approach with a Healthy Attitude and a desire to Win or Learn

How to Hit 1 – 2 – 3 Million In Sales Smart Approach with a Healthy Attitude and a desire to Win or Learn Design an AWESOME Life

How to Hit 1 – 2 – 3 Million In Sales Presented By: Tom Wittman Instructor – Speaker – On Site HVAC Consultant CoachTomW@Gmail.com 317-750-1607 Thank You and Good Selling!