1. Consider us your business
partner…
Only Better!

2. Who is @MichaelBowers?
District Center Manager for Ohio
SBDC at Columbus State since 2002
SBDC State Star for Ohio in 2007
Won the SBA Innovation and Service
Center of the Year for Ohio and SBA
Region Five in 2007
Striving to accelerate the growth of
entrepreneurship and small business
innovation. #RunNerds Marathoner.
What's worth doing is worth doing for
26.2!

3. Who is the Ohio SBDC at
Columbus State?
An experienced & award winning team
providing no-cost, one-on-one business
management advice with four centers to serve
you at one location:
Core SBDC
Manufacturing & Technology SBDC
International Trade Assistance Center
Latino SBDC

4. It’s All About Customers

5. Everybody Sells
Either you are selling them on buying
from you or your are selling them on
buying from your competitor

6. Why Sales?
Nothing happens in a
business until someone sells
something.

7. Key to Sales
 Create Value For The Customer
 Find the customers’ pain and solve it!

8. Why Sales?
If you have a product or
service that helps people you
have an obligation to sell
it to them.

9. Key to Sales
 Sales Presentations
 Build Rapport = Trust
 Probe / Question
 Prescribe a Solution

10. Biggest Key to Sales
CLOSING ~
Ask for the sale
Logical conclusion to the sales process

11. Everyone is NOT your Target
You need to “target” and “focus” on what
will be most successful
You can not focus your attention on
“Everyone” and “Everything”

12. Are You Marketing
Or Selling?

13. Marketing and Sales
You need to do both but
remember they are separate
activities connected by your
brand and your messaging.

14. Why Sales?
Marketing costs money
~
Sales makes money

15. Are You Marketing
Or Selling?

16. What is Marketing?
Everything you do to
promote your business to get
customers to buy your product /
services on a regular basis

17. What is Sales?
The exchange of goods or
services for
money

18. Why Sales?
Marketing costs money
~
Sales makes money

19. Why Sales?
Nothing happens in a
business until someone sells
something.

20. Why Sales?
If you have a product or
service that helps people you
have an obligation to sell
it to them.

21. Set The Stage
Prospecting

22. Marketing Is?
Building Activity Above Your
Funnel

23. Prospecting
Networking: Combine pleasure and business.
Cold calling: Calling people with no known interest.
Trade Shows: Have a strategy to convert
Direct mail: Send flyers and information.
Referrals: Get people to give you leads.
Prospecting clubs: Collaborating with other sales people.
On-line sourcing: Finding useful detail online.
Your website: Is a very powerful tool.
Social Media: On-Line Networking.

24. The Power of
Digital

25. Why Participate?
Marketing is changing
The need to spend money on push
advertising is diminishing
“Word Of Mouth” is a click away

26. Building Activity ~ Prospecting

27. Your Website Is Critical
This is where the magic
happens and by magic I
mean SEO and
CONVERSION.

28. The Sales Process
28

29. Effective Sales Process
Suspects
Prospects
Qualified
&
Interested
Presentation
Close
$ Sale $

30. Key to Sales
Nobody cares about what you do
They care about what you can do for them

31. Keys to Sales
 Create Value For The Customer
 Find the customer’s pain and solve it!

32. Value of building rapport
80% of all sales are based on the customer
Liking and Trusting
the sales person

33. Key to Sales
 Sales Presentations
 Build Rapport = Trust
 Probe / Question
 Prescribe a Solution

34. Keys to Sales
Develop selling questions that
get to the right results
Develop closing questions

35. Keys to Sales
Come up with 5 things that are great about
dealing with you and your company
Come up with 5 typical objections you get
and how you should respond

36. Keys to Sales
CLOSING ~ Ask for the sale
Logical conclusion to the sales process

37. More Keys To Sales
 Each Stage of the sales process is about Customer
Commitment.
 It’s not a problem until the customer says it is.
 Define an economic consequence to the problem.
If not customer may choose to live with the problem.
 Is there Committed Funding? Note…Budgeted and
committed are not the same thing.
 Who makes the final decision?

38. Sales Techniques and Tips
To sell you need to align yourself with
the other person then “lead” them
where you want them to go.

39. Sales Techniques and Tips
One word rapport buster…”But”
Tells the prospect they are wrong. Use
“and’ instead.
“I understand “and”…; I agree “and”…;
I can appreciate that “and” many of my
happiest clients felt the same way and
here is what they found…

40. Key to Sales
Create Value For The Customer

41. Move Prospects through the Funnel
1. Generate Lead
(Preparation and Planning )
2. Do Initial Qualification by making
the first contact (Approach)
3. Do detailed discovery (Fact Finding )
4. Make solution definition (Proving
Value)
5. Make a proposal (Recommendation)
6. Do negotiation and make a closure (Close)

42. Final Thoughts (Almost Done)

43. What Makes a Sales Person?

44. For Information on SBDC Activities
The Ohio SBDC at Columbus State
p. 614-287-5294
www.SBDCColumbus.com