One of the biggest factors in determining how your target market perceives your business relates to the performance of your salespeople. In this session we will discuss: How to maintain existing business relationships so that your clients ignore approaches from your competitors How to effectively prospect for new business without having to cold call How to prepare and present compelling business proposals (not quotes) Improvements in these key areas will significantly improve your reputation in the marketplace.

2. Reputation
Is there anything more important in business
than your reputation?
The reputation of your business has never been
more important.

3. Customer Satisfaction
It can be a fine line between Delighting or Disappointing
your customers.

4. Question
When was the last time you purchased something and
were delighted with the experience?

5. Questions
When was the last time you purchased something and
were delighted with the experience?
When was the last time you purchased something and
were disappointed with the experience?

6. Purchasing Experiences
Your reputation is being influenced by the
performance of your salespeople

7. Perception is Reality
“Because I had no confidence in Nick,
how could I have any confidence in the
company that he represented either?”

8. Sales Titles
Account Manager
Sales Executive
BDM
Technology Consultant
Sales Manager
Sales Agent
Relationship Manager
Territory Manager
Strategic Account Manager
Major Account Manager
Sales Consultant
IT Salesperson

9. IT vs Sales
There is almost a trade off between being great at IT
and being great at SALES

10. Formula
Competency x Productivity = Sales Success

11. The Difference
The difference between these 2 salespeople is probably
not limited to WHAT they do, but rather HOW they do it

12. Selling is like Golf
It comes down to competency.
• Some people have invested the time and energy to
learn the techniques that increase their chance of
success.
• They also practice those techniques so they feel
completely natural and comfortable.

13. Elite Salespeople
Salespeople that are consultative in their selling style
and focused on the business outcomes that their
solutions provide will always be more successful…

14. Desired Business Outcomes
1. Revenue
2. Profit
3. Overheads
4. Productivity

15. Account Management
“I like to drop into my clients if I have time when I’m in
their local area just to make sure that everything is okay.”

16. Account Management
“I like to drop into my clients if I have time when I’m in
their local area just to make sure that everything is okay.”

17. Customer Courtesy Appointment
The more preparation you
do BEFORE the CCA, the
less stress you’ll have
DURING the CCA.

18. Basic Appointment Agenda
1. Build rapport

19. Basic Appointment Agenda
1. Build rapport
2. Recap the previous conversation

20. Basic Appointment Agenda
1. Build rapport
2. Recap the previous conversation
3. Set the meeting agenda

21. Basic Appointment Agenda
1. Build rapport
2. Recap the previous conversation
3. Set the meeting agenda
4. Review the current agreement

22. Basic Appointment Agenda
1. Build rapport
2. Recap the previous conversation
3. Set the meeting agenda
4. Review the current agreement
5. Remind the customer of the benefits

23. Basic Appointment Agenda
1. Build rapport
2. Recap the previous conversation
3. Set the meeting agenda
4. Review the current agreement
5. Remind the customer of the benefits
6. Introduce relevant technologies

24. Basic Appointment Agenda
1. Build rapport
2. Recap the previous conversation
3. Set the meeting agenda
4. Review the current agreement
5. Remind the customer of the benefits
6. Introduce relevant technologies
7. Forecast upgrade opportunities

25. Basic Appointment Agenda
1. Build rapport
2. Recap the previous conversation
3. Set the meeting agenda
4. Review the current agreement
5. Remind the customer of the benefits
6. Introduce relevant technologies
7. Forecast upgrade opportunities
8. Request a letter of reference

26. Basic Appointment Agenda
1. Build rapport
2. Recap the previous conversation
3. Set the meeting agenda
4. Review the current agreement
5. Remind the customer of the benefits
6. Introduce relevant technologies
7. Forecast upgrade opportunities
8. Request a letter of reference
9. Summarise

27. Basic Appointment Agenda
1. Build rapport
2. Recap the previous conversation
3. Set the meeting agenda
4. Review the current agreement
5. Remind the customer of the benefits
6. Introduce relevant technologies
7. Forecast upgrade opportunities
8. Request a letter of reference
9. Summarise
10. Request the next sales activity

29. Presentation Outline
1. How to maintain existing business
relationships so that your clients ignore
approaches from your competitors

30. Presentation Outline
1. How to maintain existing business
relationships so that your clients ignore
approaches from your competitors
1. How to effectively prospect for new
business without having to cold call

31. Neighbour Call
As the name suggests it
involves prospecting to the
neighbours of your existing
clients.

32. Neighbour Call
“Hi I’m Jason from 123IT.
I was just meeting with Greg Smith from ABC Realty next
door. We look after all of Greg’s IT.
I’d like to send some introductory information to the owner
of your business showing how we’ve helped businesses like
yours to save money on their IT.
Would you have a business card of the owner that I could
take with me please?
Thank you very much.”

33. Send Introductory Information

34. Follow Up Phone Call

35. Presentation Outline
1. How to maintain existing business
relationships so that your clients ignore
approaches from your competitors
1. How to effectively prospect for new
business without having to cold call

36. Presentation Outline
1. How to maintain existing business
relationships so that your clients ignore
approaches from your competitors
1. How to effectively prospect for new
business without having to cold call
1. How to prepare and present compelling
business proposals

37. Proposal Presentations

38. Proposal Presentations

39. 4i’s Questioning Technique
Information Questions are designed to discover basic factual
information about a prospect’s current situation.

40. 4i’s Questioning Technique
Information Questions are designed to discover basic factual
information about a prospect’s current situation.
Issue Questions are designed to probe for areas of
dissatisfaction with the prospect’s current situation.

41. 4i’s Questioning Technique
Information Questions are designed to discover basic factual
information about a prospect’s current situation.
Issue Questions are designed to probe for areas of
dissatisfaction with the prospect’s current situation.
Implication Questions are designed to amplify the size and
seriousness of an issue by discussing the consequences of
that issue.

42. 4i’s Questioning Technique
Information Questions are designed to discover basic factual
information about a prospect’s current situation.
Issue Questions are designed to probe for areas of
dissatisfaction with the prospect’s current situation.
Implication Questions are designed to amplify the size and
seriousness of an issue by discussing the consequences of
that issue.
Improvement Questions are designed to have the prospect
tell you what benefits would be gained by overcoming the
identified issue.

43. Preparing Proposals

44. Preparing Proposals
The more you talk about products,
the more the prospect will ask about
price, and the more you’ll be
compared to other similar options
as if your solution is just a commodity.

45. Common Mistakes
1. No structure to the appointment
2. Rush through it
3. Don’t present to the decision maker
4. Insufficient customization to the prospect’s requirements
5. Poor knowledge of the content on each page of the proposal
6. Prospect takes the proposal & reads ahead looking for the
price
7. No attempt to close the sale
8. Poor handling of any objections that are raised
9. They email it to them
10. Focus on products

46. Desired Business Outcomes
1. Revenue
2. Profit
3. Overheads
4. Productivity

47. Presenting Proposals

48. Closing the Sale
A purchasing decision will be made when the prospect
perceives that the benefits to be gained outweigh all of
the costs involved.

49. Closing the Sale
The prospect says:
“Leave it with me and I’ll get back to you”

50. Successful Brands
Price is not as important as we think it is

51. Summary
As outlined in the invitation to this presentation,
we’ve now covered:
1. How to maintain existing business
relationships so that your clients ignore
approaches from your competitors
1. How to effectively prospect for new
business without having to cold call
1. How to prepare and present compelling
business proposals

52. Conclusion
In conclusion:
1. Your reputation is very important

53. Conclusion
In conclusion:
1. Your reputation is very important
1. Your sales representatives are having an impact on
your reputation (either positively or negatively)

54. Conclusion
In conclusion:
1. Your reputation is very important
1. Your sales representatives are having an impact on
your reputation (either positively or negatively)
1. Invest in the competency of your sales representatives
so they perform better in the marketplace

55. Conclusion