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Selling in the New Economy Presented by Jonathan Dick Jon Dick Consulting

Selling in the New Economy Presented by Jonathan Dick Jon Dick Consulting

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Selling in the New Economy Presented by Jonathan Dick Jon Dick Consulting

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  1. Selling in the New Economy Presented by Jonathan Dick Jon Dick Consulting 1 April 12, 2011

  2. PRESENTER BIOGRAPHY Jonathan Dick has been a speaker, consultant and strategist for Fortune 500 and private companies for the past 23 years. His practice specializes in working with corporate identity issues and their corresponding applications for sales force development, long-term cultural change and sustenance, staff development and change management. Mr. Dick helps build new sales cultures that are both sustainable and profitable. 2 2 April 12, 2001

  3. Selling in the New Economy Know More Work the Numbers Offer Solutions 3 3 April 12, 2011

  4. Selling in the New Economy KNOW MORE

  5. Know Your Market 5 • Top 120: In order of revenue size, list top 120 contractors in your area that you would like to work with • Know their job sizes and company demographics • Goal: Know at least 3 people per company Owner, CFO, and project manager • Tip: Join a membership committee on ABC, CFMA to gain access April 12, 2011

  6. Know The Market 6 • Contact Goal: Ten new meetings per week • Association meetings - meet six new people • Tip: Know who will be at industry meetings and plan ahead Know one thing about the company that you can use as a conversation starter April 12, 2011

  7. Know the informal market 7 • The grapevine: Who knows who? The best source for market info is the market You have to monitor market information and leverage the information for your practice • Tip: Use CDC news and other market sources to “trade-up” information. Prospects will know you that know April 12, 2011

  8. Know More 8 In order to replace an incumbent you need to demonstrate that you can get the client to where they want to go better than their current producer Therefore - you need to know where they want to go April 12, 2011

  9. Know More 9 Corporate Narrative Personal Narrative Financial Narrative April 12, 2011

  10. Know Your Competitors 10 List every competitor in your area Write down strengths and weaknesses of each Ask people in the market what they like and dislike about current surety Ask potential clients who they respect and why Tip: Strengths and weaknesses could be a rapport builder April 12, 2011

  11. Know the Sureties 11 List all sureties. Know at least 3 people from each … branch and home office people Know each surety’s appetite Know how sureties choose agents What differentiates who they trust and who they do not? Tip: Meet at least one surety per week April 12, 2011

  12. Selling in the New Economy WORK THE NUMBERS

  13. The Numbers 13 Graham One Call System - History 15-3-1 Contacts – to – Appointments – to - Sales Requires calling the “right person”. DM in correct demographic Requires saying the “right thing”- using a memorized script Handling three objections April 12, 2011

  14. The Process 14 Target list identified Script memorized with objections Calls made with contact goals (number of calls directly tied to how much revenue you need to generate) Contact Management System - Act, Goldmine Appointment 1: Whole-to-part survey Appointment 2: Recommendations with timetable for implementation April 12, 2011

  15. The Process Sales is a process that leads to events A process which can be taught and learned A process which is predictable, i.e. has predictable results Not the only way to increase business but the most efficient cost/time wise A selling organization creates market opportunities. It does not just respond to them Your value-proposition (your identity) must decrease costs or increase revenue Talk the RESULT of what you do, not what you do

  16. The Process 16 Work the numbers: 15-3-1 Ex.) 3603-671-202-52-29, = approx. 100k firm revenue Dials reaches first appt.  second appt.  closes Fill the funnel - then keep it filled Activity is your only responsibility Activity equals appointments April 12, 2011

  17. Selling in the New Economy OFFER SOLUTIONS

  18. Offer Solutions 18 Remember: You are trying to replace an incumbent You need to demonstrate your worthiness In order to offer solutions, you need to know what they need To know what they need means you need to understand where they have been, where they are, and where they are going Every solution you offer is a deposit you can withdraw April 12, 2011

  19. Offer Solutions 19 Better bond program Sales leads - a new contact A new office manager The harder an account is to get into, the more acute the information needs to be April 12, 2011

  20. Offer Solutions 20 Top 120: Acute information - relevant to them and their goals Middle 120: Solutions - can be partly systemized - a bid bond calendar Bottom 120: Introductions April 12, 2011

  21. Selling in the New Economy YOUR QUESTIONS? If you do not have the opportunity to have your question addressed during the Seminar, you may contact the presenter directly: Jon Dick Consulting 240-505-4058 jondickconsulting@verizon.net 21 21 April 12, 2011