Isaca final
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Know matter what your profession, vocation, avocation, job career or just plain old work mastering sales skills can add to the enjoyment and rewards. Sales skills are the utensils needed to uncover, explain, and sell your conclusions & recommendations. Mastering advance sales skills will transform your life and take you to places your have never been.
Isaca final
- 1. SELLING YOUR CONCLUSIONS & RECOMMENDATIONS A Blow Your Horn Publication
- 2. A Blow Your Horn Publication SELLING YOUR CONCLUSIONS & RECOMMENDATIONS Questions
- 3. A Blow Your Horn Publication SELLING YOUR CONCLUSIONS & RECOMMENDATIONS Who are you? What do you have? Why should they/I care? SELLING YOUR CONCLUSIONS & RECOMMENDATIONS 3
- 4. A Blow Your Horn Publication SELLING YOUR CONCLUSIONS & RECOMMENDATIONS The Sales Cycle
- 5. A Blow Your Horn Publication SELLING YOUR CONCLUSIONS & RECOMMENDATIONS The Sales Cycle
- 6. A Blow Your Horn Publication SELLING YOUR CONCLUSIONS & RECOMMENDATIONS The Sales Cycle 1. Initiate contact 2.Discovery 3. Demonstration
- 7. A Blow Your Horn Publication SELLING YOUR CONCLUSIONS & RECOMMENDATIONS Who are you? Initiate contact What do you have? Discovery Why should they/I care? Demonstration Who are you?
- 8. A Blow Your Horn Publication SELLING YOUR CONCLUSIONS & RECOMMENDATIONS Who are you? Initiate contact
- 9. A Blow Your Horn Publication SELLING YOUR CONCLUSIONS & RECOMMENDATIONS Frank Mims V Who are you? Initiate contact
- 10. A Blow Your Horn Publication SELLING YOUR CONCLUSIONS & RECOMMENDATIONS Who are you? Initiate contact
- 11. A Blow Your Horn Publication SELLING YOUR CONCLUSIONS & RECOMMENDATIONS Salesman Who are you? Initiate contact
- 12. A Blow Your Horn Publication SELLING YOUR CONCLUSIONS & RECOMMENDATIONS Salesman agent Account Executive Representative VAR Tradesman peddler marketer merchant dealer Sr. Account Executive broker connector influence Major Sr. Account Executive Major Strategic Sr. Account Executive Domestic International Who are you? Initiate contact
- 13. A Blow Your Horn Publication SELLING YOUR CONCLUSIONS & RECOMMENDATIONS Who are you? Initiate contact
- 14. A Blow Your Horn Publication SELLING YOUR CONCLUSIONS & RECOMMENDATIONS Who are you? Initiate contact
- 15. 35,000 HOURS OF WORKING PRACTICE IN SELLING 38 + EDUCATIONAL PROGRAMS SELLING/BUSINESS DEVELOPMENT 10,000 Hours of Practice Outliers, author Malcolm Gladwell SELLING YOUR CONCLUSIONS & RECOMMENDATIONS Who are you?
- 16. A Blow Your Horn Publication SELLING YOUR CONCLUSIONS & RECOMMENDATIONS What do you have? Discovery
- 17. A Blow Your Horn Publication SELLING YOUR CONCLUSIONS & RECOMMENDATIONS What do you have? Discovery
- 18. A Blow Your Horn Publication SELLING YOUR CONCLUSIONS & RECOMMENDATIONS A Sales Skills Enhancement Company What do you have? Discovery
- 19. A Blow Your Horn Publication SELLING YOUR CONCLUSIONS & RECOMMENDATIONS Motivation Innovation Methodology Service Satisfaction MIMS What do you have? Discovery
- 20. A Blow Your Horn Publication SELLING YOUR CONCLUSIONS & RECOMMENDATIONS Motivation:motive, incentive, stimulus, st imulation, inspiration,inducement, incitement, spur, re ason; informalcarrot Innovationchange, alteration, revolutio n, upheaval, transformation, metamorphosis,bre akthrough; Methodologya system of methods used in a particular area of study or activity. Service Satisfaction MIMS What do you have? Discovery
- 21. A Blow Your Horn Publication SELLING YOUR CONCLUSIONS & RECOMMENDATIONS Motivation Innovation Methodology Sales Satisfaction Key building tools to Selling your Conclusions Discovery and New Revenue Generation MIMS What do you have? Discovery
- 22. A Blow Your Horn Publication SELLING YOUR CONCLUSIONS & RECOMMENDATIONS Why should they care?
- 23. A Blow Your Horn Publication SELLING YOUR CONCLUSIONS & RECOMMENDATIONS Selling conclusions and recommendations after an audit or financial analysis should use the same approach as winning a new engagement for any business or law firm. Once you have had the client clearly identify the problems, issues and concerns, and strategized with them on how to overcome each, then close the deal. In selling your conclusions, they must be reminded of the problems, alternate solutions you previously discussed, and what the final audit recommendations do to solve each. . Why should they care? Demonstration
- 24. A Blow Your Horn Publication SELLING YOUR CONCLUSIONS & RECOMMENDATIONS identify the goals, uncover the problems, subjects and worries Why should they care? Demonstration
- 25. A Blow Your Horn Publication SELLING YOUR CONCLUSIONS & RECOMMENDATIONS strategized with them on how to overcome each Why should they care? Demonstration
- 26. A Blow Your Horn Publication SELLING YOUR CONCLUSIONS & RECOMMENDATIONS reminded them of the problems, interchange the solutions Why should they care? Demonstration
- 27. A Blow Your Horn Publication SELLING YOUR CONCLUSIONS & RECOMMENDATIONS Who are you? Initiate contact What do you have? Discovery Why should they/I care? Demonstration
- 28. A Blow Your Horn Publication SELLING YOUR CONCLUSIONS & RECOMMENDATIONS A Soup Story
- 29. A Blow Your Horn Publication SELLING YOUR CONCLUSIONS & RECOMMENDATIONS Dr. ALLAN COLMAN Author, Business Accelerator and Keynote Speaker http://www.closersgroup.com/ 310-225-3904 acolman@closersgroup.com FRANK MIMS V Speaker, Business Development Specialist and Business Growth Instructor http://www.mimsmorningmeeting.com 832-259-3708 fmims@closersgroup.com