Sales and marketing are two of the key elements of any company’s strategic plan. While a focused marketing plan is critical to the launch and promotion of a business, the sales plan is critical to winning customer commitment and building customer relationships. The key difference is that selling is personal. It is important that the people doing the selling build rapport with their customer prospects based on their own personal objective of succeeding as sales professionals. Sales professionals will best prepare for meeting their goals by learning the success formula for both personal and professional development. Then, they must learn the sales process and patiently follow the process to get the commitment of the customer.

1. Gerald Bricker
May 2010

2. R. Kiley Presentation
◦ March 3, LA2M Speaker:
◦ “Biggest Obstacles to Effective Social
Media”
“Sales, rather than brand building
mentality.”
Marketing and sales are very different
activities.

3. S. Hickey Presentation:
◦ April 14, LA2M Speaker:
◦ “Marketing and Sales are no longer
discrete activities.”
“Demand Generation is Marketing
integrated and aligned with Sales.”
“Targets are not eagerly waiting for
our messages.”

4. Introduction
101 – Selling is Personal
102 - Success Formula
103 - Sales Process
Summary

5. Success (improved results) in sales
requires that:
◦ You must prepare yourself.
◦ You must gain personal insight into the
prospect (rapport).

6. Prepare yourself
◦ Prepare for success (improved results).
◦ Keep life and work in mind.
◦ Do a self-evaluation (work-life) fit.
self- (work-

7. Life-
Life-Work Fit - Life Wheels
Personal Organizational/Professional
FINANCIAL
PEOPLE SALES/
/
SKILLS INFLUENCING
FAMILY MENTAL
SKILLS
VALUES & PHYSICAL TIME PRODUCTIVITY
BELIEFS MANAGEMENT
SOCIAL

8. Prepare yourself
◦ What do you really want?
Determine your goals.
Stay focused.

9. A (S + K)+GOALS=>PBC=>IROP
IR = Improved Results
PBC = Positive Behavioral Change
S = Skills
K = Knowledge
A = Attitude

10. Organizational Personal
Critical
Goals
Rewards
Consequences
Obstacles

11. buys:
Key factor in why someone buys
◦ Sales person’s ability to:
Discover needs.
Create urgency.
Most buying decisions
are based on emotion.
Develop confidence
in your ability to satisfy
those needs.
Become the assistant buyer.

12. To build business -
fill your sales funnel
SWARM Process
Suspects
Warming
Aligning
Realizing
Matched

13. The introduction
Gain favorable attention
Discover needs and wants
Present benefits and consequences
Get commitment
Follow up

14. ◦ Prepare Yourself
◦ Set your goals
◦ Manage your attitude
◦ Fill your sales funnel
◦ Sell yourself
◦ Help your customer buy
◦ Be patient and persistent
◦ Follow the process

15. We help people and companies to
grow and thrive by helping them to
become more effective and to produce
improved results.
We are “Miracle Grow” for you and
your business.

16. We facilitate:
Development
Coaching
Areas we support:
Management
Leadership
Sales
Customer Loyalty
Time management
Strategic Planning

17. Gerald W. Bricker, Principal
◦ Free 60 minute consultation for LA2M
members
◦ Email: gwbricker@aadviseconsultingllc.com
◦ Web Site: aadviseconsultingllc.com
◦ Blog: blog.aadviseconsultingllc.com
248-974-
◦ Tel: 248-974-1537