By Ms. Marguerite Zimmerman CEO of e=mz2 (Momentium) www.emz2.com In this session you will gain knowledge and skill on how top performers:  Identify and develop sales opportunities  Prepare and strategize for effective sales meetings  Deploy evidence based face to face selling skills to build trust, create need and help the buyer make a buying decision  How to use third party stories to leverage the sale.

1. Engine To Top Line Growth
Selling IT to the Gulf
THE NEW EQUATION IN SELLING™

2. Introductions

3. Objectives
• Identify and develop sales opportunities
• Prepare and strategize for effective sales meetings
• Deploy evidence based face-to-face selling skills to
build trust, create need and help the buyer make a
buying decision
• How to use third party stories to leverage the sale

4. Nature or Nurture
How much change are we
capable of?

5. Limbic
Neocortex
Reptilian

6. Sales Funnel Lead Generation
Marketing Sales
Sorting Suspects
Meetings Booked
(prospects)
Momentium Customer Needs Analysis
Presentation
Perfect practice of face-to- Recommendation
face selling skills increases Close
your conversion ratios
Negotiation
Agreements
After
Sales
Service
Repeat Sales
Cross Sales

7. Lead Generation
Sales identify target market, prospecting skills,
clear value driven elevator pitch
Sorting Suspects 5 key qualifying questions, clear “fit” criteria
Meetings Booked effective phone skills, ability to build rapport
(prospects) with gatekeeper & prospect, networking
skills, effective pre-call research
Customer Needs Analysis uses research to develop strategy, build
pre-call plan, identifies “The” problem/
opportunity, uses provocative questions,
engaging narrative/story
Presentation compelling & interactive presentation,
matches needs & wants, “The” answer,
gets agreement at every stage

8. Lead Generation
Recommendation compelling story, matches all
buying criteria
Close gets agreement at each step,
summarizes & is assumptive,
prepares agreement
Negotiation/ able to negotiate terms, deal with
Agreements sign off / agreement/ legal
process, keeps buying centre
informed/involved
After Sales Service ensures buyer experience exceeds
expectation, resolves issues
proactively and professionally
Repeat Sales/ account reviews, new CNA’s,
Cross Sales ongoing discovery, “The” problem
“The” opportunity

9. Lead Generation
Marketing Driven Sales Driven
• Internet • Cold Calls – Phone
• Press Releases • Drop In’s
• TV / Radio • Networking
• Newspaper Ads • Referrals
• Tradeshows • Speeches
• Email Blasts • Centres of Influence
• Newsletters • Channel/Alliances
• Other • Other
_________________ _________________
_________________ _________________
_________________ _________________

10. What’s In Your Pipeline?
My annual
revenue target
Calculation: Example:
My average
sale is Annual Revenue $_________ $1,000,000
Total
By Average Sale $_________ $20,000
sales
needed
= Total Sales Needed _________ 50
Ratio % Closing Ratio .333
= Required # 150
of New Meetings _________
Required
# of New
Meetings

11. Prospect Criteria
• Industry
• Company Size
• Financial Results
• Location
• Values
• Other Criteria

12. Research and Planning
• Competence
• Confidence
• Selling is the transfer of confidence

13. Mission 19
Scenario Synopsis
Zack has been asked to get an appointment for the company
he represents, Networkerz Connection Systems. However, he
is told that he will probably have to leave a voice mail as Leanne,
the Managing Editor at The Dunnvail Town News is rarely at her
desk.
Therefore, Zack knows that he must leave an effective voice
mail that will guarantee a return call. And that call must result
in a face-to-face appointment. Once Zack meets with Leanne,
his challenge is to create dissatisfaction, which will elicit a
positive response.
He will learn how to identify her values, as well as her emotional
needs and wants, by understanding the intent behind her words
- her meta message.

14. Mission 19
Trends
and
Company Profiles

15. Objectives and End Results…
What do would you communicate to your
prospect as objectives for your meeting?
What end result would you plan for this
meeting? Best case? Minimum outcome?

16. Facilitating the
Buying Process

17. The Buying Process
TRUST
NEED
HELP
HURRY

18. The Selling Process
NEED
WANT
CAN AFFORD
TIMING
BUYING/SUCCESS CRITERIA

19. Buying & Selling Process
TRUST NEED
NEED WANT
HELP CAN AFFORD
HURRY TIMING
BUYING/SUCCESS CRITERIA

20. Inquiry
NEED
WANT What is your single biggest challenge?
CAN AFFORD
What would you like to see happen instead?
TIMING
BUYING/SUCCESS CRITERIA

21. Advocacy
Do you have a good story to tell?
Once upon a time….
For example…..

22. Your Stories
TRUST Stories to build trust and create or
develop need position you as the
NEED
answer (help) and create urgency
HELP
HURRY Create word pictures &
new reference experiences

23. Protocols of Communication
General Known Simple
Specific Unknown Complex

24. Momentium Overview

25. Momentium

26. Momentium
What will you need to know to build your
model of excellence/perfect call?

27. Selling with Integrity

28. Momentium
The Sales Call

29. Developing your
Models of Excellence
• Provocative questions
• Advocacy that creates emotion
• Best moves

30. Story Framework
SITUATION
COMPLICATION
RESOLUTION

31. Objections
• When they present an objection to you –
or a speed bump they speak to you
from one of two perspectives
• They either tell you they are satisfied
• Or they tell you they see no benefit in
your product or service

32. No Benefit
When they tell you they see no benefit they object
by saying a version of the following:
• Your price is way too high
• My budget is spent
• You don’t have what we require

33. Satisfied Objections
The challenge?
When I’m satisfied I of course see no benefit
• So….. If I’m satisfied? ….YES
• Then, there is NO benefit

34. Satisfied Objections
When they tell you they are satisfied they say things
like –
• We’re happy with our present supplier
• This won’t work for our people/us
• I don’t need this

35. Buyer POV
2 very different things from the buyers point of view
• In both cases I may trust you
but….
• In only one case have I acknowledge the need to
change
• Not that I have a need…I may or may not have one
…but the need to change

36. Imagine….1985
If I want to sell change….
What might I need to create
or change for my prospect?

37. Desired Outcomes
Competence leads to confidence
Selling is the transfer of confidence

38. Making it work for you…

40. Surprise or Delight
RISK
ANXIETY
MONOTOMY
BOREDOM

41. Next Steps
• Your Target Account Model of Excellence
• The pre-call planner
• Q&A