Mend your speech a little, lest it may mar your fortunes.

- William Shakespeare, King Lear

Entrepreneurial Selling

Dene salesperson

Dene entrepreneur

Tactical Selling Skills

Market/Client Analysis

Balanced approach

Entrepreneurial Selling Process

Targeting

Engaging the prospect

Making the match Execution Phase

Doing the deal

Relationship Management

Measurement

Targeting

Preparation Phase

Analysis Phase

Cycle Begins Again

Time

The Sales Challenge - Established company

Targeting Preparation Phase

Hot Prospecting Qualifying

Exploring Needs Execution Phase

Proposing

Closing

Relationship Management

Measurement

Targeting Cycle Begins Again

Analysis Phase

Time

The Sales Challenge - Entrepreneurial venture

Targeting Preparation Phase

Hot Prospecting Qualifying

Exploring Needs Execution Phase

Proposing

Closing

Relationship Management

Measurement

Targeting Cycle Begins Again

Analysis Phase

Time

The Sales Challenge - Entrepreneurial venture

Targeting Preparation Phase

Hot Prospecting Qualifying

Exploring Needs Execution Phase

Proposing

Closing

Relationship Management

Measurement

Targeting Cycle Begins Again

Analysis Phase

Time

Build the foundation

Entrepreneurial Selling Skills - Key behaviors

Targeting Preparation Phase

Hot Prospecting Qualifying

Exploring Needs Execution Phase

Proposing

Closing

Relationship Management

Measurement

Targeting Cycle Begins Again

Analysis Phase

Time

Rening your target market Art of conversation Identifying hurdles and objections Telling the story Time management

Build the foundation

The Entrepreneurial Sales Process

Targeting

Engaging the prospect 1. Lead generation 2. Qualifying

Making the match 3. Determining t 4. Proposing Execution Phase

Doing the deal 5. Closing 6. Re-setting expectations

Relationship Management

Measurement

Targeting

Preparation Phase

Analysis Phase

Cycle Begins Again

Impact questions

Conversation

Trailer

Presentations

Pivots

Paths

Scripts

Qualifying

Objections

Stories

Matrix

PBC

Time

Skills

Knowledge

Discipline

Whole picture

How do you do this?

What does that mean?

Sales Trailer

Conversation Progression
Sales Trailer

PG-13

Fresh

Provocative

Clear

Exciting

What does that mean?

Differentiators

Value Proposition

Story

How do you do this?

Questions

Materials

Objections

Lead generation

Engaging the prospect

When do you qualify?

How do you know when to stop?

Should qualifying questions be prioritized?

Engaging the prospect

Does this initiative have an established budget? Are you the decision-maker? What is the timeline for a decision? Is that budget taking away from other projects you are responsible for? How has this initiative been funded? What visibility does this have with leadership? How will this decision be made? How do you prioritize budget decisions like this? What could happen to derail this effort? What issues are driving your decision? How does the contracting process work?

Engaging the prospect

Does this initiative have an established budget? Are you the decision-maker? What is the timeline for a decision? Is that budget taking away from other projects you are responsible for? How has this initiative been funded? What visibility does this have with leadership? How will this decision be made? How do you prioritize budget decisions like this? What could happen to derail this effort? What issues are driving your decision? How does the contracting process work?

The Sales Cycle

g tin s set tion Re cta pe ex Clo sin g sin g

Ob

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ns
g nin mi ter t De ing

po Pro

ing ell les S d r hu

Q ad Le ation r ne ge l i fy ua

Time

eLearning vs. Traditional classroom

Objections - WisdomTools

Small, unproven company

Combination of story/collaboration

Clients not plugged in

Budget ($150,000+)

Handling Objections

Process?

Handling Objections

1. Encouraging

2. Questioning

3. Conrming

4. Providing

5. Checking

Copyright Forum Corporation

Handling Objections

If misconception, then clarify If skepticism, then prove If real drawback, then show big picture If real complaint, then show action

Copyright Forum Corporation

Conrming/Checking

Demonstrates that you have heard the customer Makes progress explicit Claries your understanding and corrects errors

Impact questions

craig@salesengine.com @salesengine on Twitter www.salesengine.com