THE ULTIMATE SALES

CLOSING BUSINESS in the 4th QUARTER

RAINMAKER STRAGITIES

SELLING

Skills Enhancement

Training

Netw

orki

ng

Winning

Corporation

Follow upCLOSING

Business Development4th Quarter1 st Quarter

3rd Quarter

Negotiation

Presentations

Rainmaking

Story

Create

2 nd QuarterCustomer service

A Game

Analyze

AccountabilityQuote

Prospecting

Professional

Re-Start

CLOSING BUSINESS in the 4th QUARTER TIP$ is a business development sales skills preparation.

This assignment was developed to intensify the earnings potential of any,

individual, company,

firm or organization from end to end through area of sales skills enhancement.

Our focus is on both the sales professional and the non-sales professional responsible for

rainmaking in the firm ( legal, accounting and engineering). We have devise a amalgamate set of tools,

educational and methodologies to augment the selling qualities and characters to perform product and

service movement in the 21st century.

What Motivates You to…Go Get That Candy

VIDEO

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“Individuals carry their success and their failure with them… it does not depend on outside conditions…”

Ralph Waldo Trine

The conviction, commitment and goals of Closing Business in the 4th Quarter TIP$ is to exceed the 4th quarter sales by 15-23% above

the previous quarter and expand the opportunities pipeline for the next year

increase by 30% . Closing Business in the 4th Quarter TIP$ is a workshop tailored to the

clients vertical market and to accent their competitive advantage. The workshop

is corner-stoned with a 90 day follow up coaching and reinforcement plan.

Benefit and Rewards

Improve sales effectiveness.......50%New customer acquisition.........46%Increase sales productivity.........41%Year over year revenue growth…38%Acquire right sales talent...........22%Transform sales model..............20%Customer retention...................11%

Top Challenges for 2012

Content Focus

Rainmaking FormulasProspect/Client Development Process

Building Sales ConfidenceQuestion &Answers

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RAINMAKER Strategy for Success© Model

5. Penetrate

New Clients &

GO HUNTING

4. Foster Customer Loyalty &

Create the TRIPLE WIN

3. Research & Client

DevelopmentRAIN

2. Design a Magic

Marketing Mix

1. Set Goals

Establish a Plan

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Making it RAIN!

• R__________________• A__________________• I __________________• N__________________

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Key Benefits of a Systematic Approach

• Using a common language• Knowing where you are and where you have

been in the selling process• Analysis of the selling process• Building a culture around professional

development / sales

12

Making it RAIN!

• Rapport building• Ask questions• Implement a solution• Negotiate start

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Making it RAIN!

RAPPORT BUILDING• Research and establish an

agenda• Build rapport• Explore the landscape• DiSC ®

ASK QUESTIONS• Discover PFV• Tailor to the client’s

expectations• Essential questions• Confirm your research

R A

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Rapport Building: DiSC ®

• Dominance• Influencing• Steadiness• Compliance

DiSC ® Strategy:Know, Recognize, Adapt

D

i

S

C DiSC ®

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Ask Questions: Discover PFV

Needs + Fears + Visions = Ability to TailorKeep these three things in mind as you

talk with your client:• What does your potential client need?• What challenges keep them awake at night?• What is their vision for their company?

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Making it RAIN!

IMPLEMENT A SOLUTION

• Partner needs and services• Your company’s story• Tie down key needs• Validate

NEGOTIATE START

• Ask for the sale• Quantify value• Know why clients choose

you• Create a long-term alliance

NI

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Negotiate Start: Quantify value

Value is the degree to which are you going to:

ENHANCE the client’s revenue, REDUCE current costs, and help the client AVOID future costs.

How Scheduled

Live ConversationEmailEmail and Con-versationOther

Where do you get the most qualified opportunities?

MIMSISM # 005

SEEK TO CHANGE, AND THEN CHANGE AGAIN.

CLOSING BUSINESS IN THE 4TH QUARTER TIP$

40 TIP$

TIP # 001

The words YES, NO, & Maybe are habit words.

TIP # 012

Proactive problem solvers close business quicker.

TIP #023

Give it away before you sell it.

TIP #005

Use only close ended questions to close the agreement.

TIP #006

To Close Business in the 4th Quarter think RED

Rabbits Elephant Deer

TIP #017

Have a comprehensible understanding of the

significance of your product or service on the prospect.

TIP # 008

MIMSISM # 011

Everything you will accomplish in life will be through or

with someone else

TIP #009

Linkedin is not a closing tool, it is a opening tool only.

TIP # 029

Think different

TIP #

TIP #

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Thank You For Your Participation

Say THANK YOU!

when your client:

Helps you do your job

Makes a suggestion

Complains

Gives you a compliment

Forgives you for making a mistake

Shares competitive

information with you

Spends their valuable time with

you

Robinson Performance Group © 2008 34

Thank You For Your Participation

Say THANK YOU when your client: • Helps you do your job• Makes a suggestion• Complains• Gives you a compliment• Forgives you for making a mistake• Shares competitive information with you• Spends their valuable time with you

Special 4th Qtr Cocktail Offer4 week Virtual Training

• November 15th • November 20th • November 28th • December 6th • Bonus Session • December 15th

– Link www.cb4qt.com