Do we have to Sell Verb 1 Give or hand over something in exchange for money 2 Persuade someone of the merits of something How to Sell Anything to Anybody Emma Snider 1 Make it about them ID: 601397
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Slide1
To Sell or Not to Sell
Do we have to? Slide2
Sell
Verb
1) Give or hand over something in exchange for money
2) Persuade someone of the merits of somethingSlide3
How to Sell Anything to Anybody
Emma Snider
1) Make it about them
2) Research before reaching out
3) Define your buyer
4) Contribute first and sell second (Jill Rowley -jab, jab, jab, right hook, ask, give, give, give, ask)
5) Ask questions and listenSlide4
6) Be mindful of psychological quirks (anchoring,
decoy (3
rd
option),
rhyme-as-reason, loss aversion, peak-end rule)
7) Approach them on their level (DISC)
8) Hit an emotional high point (greed, fear, altruism, envy, pride,
shame)
9) Remember that you are selling to a personSlide5Slide6
Is sales what we do?Slide7
Short or long-term?
Sell a service or
Build a long-term relationship? Slide8
Selling vs. Consulting
What is the difference?Slide9
Patrick
Lencioni
Getting Naked
By consulting instead of selling, you have the opportunity to demonstrate value
Treat potential clients as if they are already a client Slide10
Give it away…
By giving, you demonstrates generosity and trust and it shows that you are focused on helping, not selling Slide11
FEAR of Giving it Away
What if…Slide12
3 Fears of Vulnerability
Fear of losing business
Fear of being embarrassed
Fear of feeling inferior Slide13
Fear of Losing Business
Consult instead of sell
Give away the business
Tell the kind truth
Enter the danger zone (The Elephant)Slide14
Fear of Being Embarrassed
Ask dumb questions
Make dumb suggestions
Celebrate your mistakes Slide15
Fear of Feeling Inferior
Take a bullet for the client
Make everything about the client
Honor the client’s work
Do the dirty work
Admit weaknesses and limitationsSlide16
What if you give it away and get…
Stratospheric Success? Slide17
The Go-Giver
Bob Burg and John David Mann
Quick and Really Fun OverviewSlide18
5 Laws of Stratospheric Success
1.
The Law of Value
Your true worth is determined by how much more you give in value than you take in payments Slide19
5 Laws of Stratospheric Success
2.
The Law of Compensation
Your income is determined by how many people you serve and how well you serve them Slide20
5 Laws of Stratospheric Success
3
.
The Law of Influence
Your influence is determined by how abundantly you place other people’s interest firstSlide21
5 Laws of Stratospheric Success
4.
The Law of Authenticity
The most valuable gift you have to offer is yourself Slide22
5 Laws of Stratospheric Success
5
.
The Law of Receptivity
The key to effective giving is to stay open to receivingSlide23
Finding potential clients
(or if you are Craig, customers) Slide24
So, how do we find potential clients?
Marketing
What does this mean to you? Slide25
Name up to 10 marketing activitiesSlide26
Internal vs. External Marketing
Best source for increasing revenue?
Best source of new clients?Slide27
External Marketing the GC Way
Community Involvement
GC Website
Influencers
BD Team
Pipeline
Marketing director Slide28
Community Involvement – 56 total
Professional Organizations
Toastmasters
District Director
Debby
Stanislaus Estate Planning Council
Mike/Colleen/Cynthia
Accouting Principles & Auditing Standards Committee (State)
sub-com chair
Sue
Accouting Principles & Auditing Standards Committee
Chapter Chair
Doug
Board Involvement
United Samaritans
Treasurer
Lisa
Community Hospice
Treasurer
Sue
United Way of Stanislaus County
Audit Committee
Javier
Association for Accounting Administration
Treasurer
Jane
NorCal Association for Accounting Administration
Past President
Jane
Cambodia Impact
Treasurer
Marty
Civic Clubs/Involvement
Academic
Decathalon
, Stan County
Lisa
Opus Handbell Ensemble
Treasurer
Colleen
Beyer Band Boosters
Secretary
Debbie S
Modesto Rotary
Marty, Ian
Modesto Sunset Lions Club
Director
Donae
Relay for Life
ColleenSlide29
GC Influencers
Name
Organization
Type *
Intention
Primary GC Contact
Abell
, Scott
Century 21 (Oakdale)
Real Estate
General
GG
Aguilar, Sylvester
Bank of the West
Banking
Estate
CTG
Alpers, Dwayne
Wells Fargo Advisors
Investment
General
JC
Amerine, Bill
Mraz Amerine and Associates
Legal
General
IG
Baines, Keana
Keana Baines
Legal
Estate
CM
Baker, James
Umpqua Bank
Banking
IG
Balam, Joel
Principal Group
Pension advisor
EBP Audits
SH
Beattie, Scott
Beattie & Aghazarian
Legal
Estate
CTG
Birmingham, Sarah
Gianelli
and Associates
Legal
MFSlide30
Principal
Prospect Name
Next Follow-up Date/Action
Today's Date
Activity Notes
Prospect Source
Ian
Scott Aspesi
6-Nov
10/30/15
for CAS / tax work proposal by Nov 6
Ian
Ian
Sierra Seals
Get 2014 tax info to review
, better
estimate cost. Ian will follow-up
01/05/16
Ian will contact 10/19-24
Ian
United Signs
Ian is going to call
01/05/16
On 8/19 Mike contacted us through the website and Jeff B., forwarded the contact information to Ian.
Ian sent a fee estimate in Sept. He will f/u in Nov
Amanda
Rohaus
BD Team - GC PipelineSlide31
Internal Marketing the GC Way
C
lients ranked for priority – GC 100
Services matrix
Client spotlight
Debriefing meetings Slide32
GC 100
Based on revenue by client group
Matrix to track clients, partners, managers and contacts
Required to meet (lunch) with clients at least annually (no charge)Slide33
GC Services
Organized by Level 5 (sort of)
Compliance
Business Performance
Improvement
Driving Value
The FutureSlide34
Compliance
Business Accounting Requirements
Financial Statements
Tax Returns
Write-Up / Bookkeeping
Payroll Services
Sales / Other Tax Reports
General Accounting Consulting
Tax PlanningSlide35
Business Health
Profitability & Cash Flow
Banker
Needs
Business Wellness Questionnaire
Financial Story $
copeIt
Session
ScopeIt
Business Performance
Ratios $
copeIt
Session
Think Like a Banker $
copeIt
Session
Loan Financing Consulting
Forecasts & Projections
Business Performanc
eSlide36
Improvement
Profitability and Cash Flow Improvement
KPIs
/ Performance Measurement
Product / Service Mix Analysis
Budgeting- Income, Expense, Cash Flow
CFO Services
Accounts Receivable CollectionsSlide37
Improvement
Employee Theft
Standardizing Business Processes
Managing Change
Internal Control Analysis
Document & Analyze Processes
Customer Cycle of Interaction
Stress Test $
copeIt
SessionSlide38
Improvement
Getting the Most From Employees
Building a Winning Team
DiSC
Profile
TriMetrix
Recruiting Assistance
Financial AccountabilitySlide39
Driving Value
Improve Business Value
Strategic Planning
SWOT
Analysis
Business PlanSlide40
The Future
Plan for Transition
Gift & Estate Planning
Succession Planning
Business Valuation
Exit Strategy ConsultingSlide41
Client Spotlight
Jones and Jones
General Overview:
Total fees in prior fiscal year: $91,000
Total hours in prior fiscal year: 514
Per hour rate: $177.04
Target fees 2013: $99,150
Target hours 2013: 500
Target rate 2013: $198.30
Key Individuals:
Eric Jones, CEO/Owner
Gary Jones, VP/Owner
Bob Smith, CFO
Mike Jones, Owner/IT
Jill Johnson, Owner/Marketing
Jim Jones, OwnerSlide42
Client Spotlight
Jones and Jones
Service Team:
Clive Grimbleby, P1
Nathan Miller, P2/
CSM
/Billing Manager
Dave Aced, Consulting
Kenny Ware, Financial Statement and Tax Prep
Ian Grimbleby, 401K Audits
Advisors:
Lawfirm
:
Herum
Crabtree
Lawyer: Steve Crabtree
Bank: Bank of America
Other Advisors:
Lou Friedman
Mark Jensen
Bob Wallace and Christopher WallSlide43
Client Spotlight
Jones and Jones
How we can better serve the client:
Better reviewing and
reporting
Greater
inclusion of Jim, Mike, and
Jill
More
frequent and comprehensive communication with the entire Client
team
More
thorough explanation of financial statements and tax returns
Clarification of roles within the company/org
chart
Additional services the client should consider:
Internal Control assessment
Strategic plan development
Assistance with CFO transition and development of a job description/duties list
Researching potential benefits of alternative fuel, enterprise zone, R&D, and solar credits
Cash flow, tax, and debt 5 year projection for the two business lines
Assistance
with further structure simplification, assessment of all entities’ profitability, weaknesses, and potential means of
improvementSlide44
Does the Spotlight Work?
2012 revenue $91,000
2015 revenue $179,792Slide45
Debriefing
Large client projects over 40 hours
Team meets to analyze how we can improve next year
Discuss what other services that would benefit the clientSlide46
In Closing…
Selling vs. Consulting
5 Laws of Stratospheric Success
External Marketing
Internal Marketing Slide47
Don’t Sell, Consult
By consulting instead of selling, you have the opportunity to demonstrate
value – Patrick
Lencioni
By giving, you demonstrates generosity and trust and it shows that you are focused on helping, not selling
Giving makes you vulnerable – face your fearsSlide48
5 Laws of Stratospheric Success
1.
The Law of Value
Your true worth is determined by how much more you give in value than you take in payments
2. The
Law of Compensation
Your income is determined by how many people you serve and how well you serve them Slide49
5 Laws of Stratospheric Success
3.
The Law of Influence
Your influence is determined by how abundantly you place other people’s interest
first
4
.
The Law of Authenticity
The most valuable gift you have to offer is yourself Slide50
5 Laws of Stratospheric Success
5. The
Law of Receptivity
The key to effective giving is to stay open to receivingSlide51
External Marketing
Community Involvement
Website
Influencers
BD Team
Pipeline
Marketing director Slide52
Internal Marketing
C
lients ranked for priority
Services matrix
Client spotlight
Debriefing meetings