1. How to Hit 1 – 2 – 3 Million In Sales
Presented By: Tom Wittman
Instructor – Speaker – On Site HVAC Consultant

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

3. 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

4. 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

5. 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

6. 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

7. 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

8. How to Hit 1 – 2 – 3 Million In Sales
Page 1 *** How to determine reactive selling weeks***
Weeks in one year:
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

9. 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

10. 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

11. How to Hit 1 – 2 – 3 Million In Sales
Key Performance Benchmarks to Achieve $1,500, 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

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

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

14. 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

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

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

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

18. 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

19. 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

20. 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

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

22. 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

23. 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

24. 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

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

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

27. 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. 

28. 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

29. 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

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

31. 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.

32. 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.

33. 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.

34. 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.

35. 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.

36. 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.

37. 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.

38. 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

39. 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.

40. 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.

41. 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!

42. 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.

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

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

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

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

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

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

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

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

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

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

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

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

55. 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

56. How to Hit 1 – 2 – 3 Million In Sales
Presented By: Tom Wittman
Instructor – Speaker – On Site HVAC Consultant
Thank You and
Good Selling!