A highly abridged version of the presentation given to SMEI in Vancouver on Feb 15th,2011

1. Understanding the Science of Sales
Creating Sales, Generating Business

2. The secret of selling
Be Brilliant
 The customer wants
you to be great
 Most people are boring
 Customers like to talk
 Know why you are
meeting
 Ask for the business

3. Whether you think you can or you think you
can’t ……..
You are PROBABLY RIGHT!
Henry Ford

4. Selling Equation
ACTIVITY X FOCUS X SKILLS
= RESULT
COURAGE X LUCK

5. The Basics
 Say why you are there – be honest
 Understand the customer – become an expert
 A no means you didn’t understand - keep going
 Don’t be boring
 Ask for Money

6. Where should we be?
Productivity
Profitability
Customer Intimacy
Cost Management

7. In hard times it just got easier
 The money is all in one place
 It is easy to liberate
 Decisions are quick
 There is a new problem
 I’m not worthy

8. KPIs - Formula for Success
Phase KPI Style
Number of Apts
Activity CEO Apts Trend
Apts on Message
Account Planning
Focus Deal Planning Size
4X Funnel
30 Day 95% Outlook
Skills 100% On Plan
Specific

9. Sales Process
 Agenda
 Listen
 Explore/Examine/Evaluate
 ROI
 Transaction

10. Objection Handling
Listen
Test Understanding
Gain Commitment
Doubt Misunderstanding Genuine Disadvantage
Proof Apologize Maximize Benefits
Clarify
Close

11. Thank you
For further information please contact
Richard Hoy
604 376 0418
richard.hoy@compasspeak.com