Sales part 3: Know Your Numbers1. Make a process2. Understand the data in your process3. Know your numbers“When a client’s answer to ‘How much does your business need to make to stay afloat?’ is ‘I don’t know,’ I say ‘I get you.’ because I used to not know too.” -M“We want to help you prevent and stay away from dangerous financial cliffs.” -MQ & AIf you need help finding the answer to a question about your business, email us at [email protected]m Salespeople are generally incentivized to sell one thing or a small category of things“If it ain’t broke, don’t fix it” -B“Most salespeople don’t think as a business owner does.” -BSalespeopleRelationship buildersThe charismatic peopleNegotiators“Don’t sell a thing, sell a solution” -MYou have a moral obligation to sell your product or service to people if it solves a significant problemQuote from Chris Lytle (Author of “Accidental Salesperson”)“Respond to the person, not the objection”You want to sell the answerDon’t focus on the features or benefits, focus on the solution to the problemFlipping the funnel“Don’t start from activity, start from outcomes” -M(Drawing of steps, from bottom to top)$ = How to$$ = Tool/Equipment to get the job done$$$ = Done with you (Equipment + Training)$$$$ = Done for you (Team to do it)Beepods Example$ = How to implement bees in your school (curriculum)$$ = Beekeeping Kit (Hive)$$$ = Equipment + beekeeper training$$$$ = Beekeeper comes to school to teach and take care of the hive4 Step Process1. Instructions2. + Equipment3. + Training4. Team to do it for youCar dealership example1. Free gift card with test drive offer2. Leave the car instead of buying3. Buy the car4. Car + Warranty OR Chauffeur serviceMcDonald’s Example1. Monopoly Game with purchase offerMultiple paths to success when your business has a sequence of layered offersSales process #’s to close a sale400 calls could generate 20 good leadsEach lead could take 6-8 touches to get a meetingFact-finding meeting to find 3 qualified prospectsA proposal that 1 person hopefully accepts to close a sale“Sales is an ART and SCIENCE” -BNeed to learn timing, language, the offer, the solution, the right approach, etc.Sales takes practice“Practice, practice, practice, because you need to refine it for yourself.” -BOnce you start your sales process… “TRACK YOUR DATA” -M
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