Telling Is Not SellingMike Ems 2006
Telling is Not Selling
Mike Ems 2006
Intent
Help you compete, grow & successfully
execute on your exit strategy…
Telling is Not Selling
Mike Ems 2006
SITUATION
• Compete Larger Established Companies
• Sales Process is Less Sophisticated
• Build a Better “Mousetrap”
• Sell on Product Features
• Need for Revenue
• Cave on Price
• Leave Money on the Table
Telling is Not Selling
Mike Ems 2006
NEED
•Create Value
•Compete Effectively
•Generate Revenue, Profitable Revenue ?
•Hurt the Competition Enough to Be Acquired
•Build Long Term Loyal Business Relationships
•Grow Marketshare
Telling is Not Selling
Mike Ems 2006
The Art of Selling…
•Conceptual Selling
•Business Development
•Channel Management
•Strategic Account Management
•Power of Negotiating
• Consultative Selling
• Forecasting
• Customer Relationship Mgmt.
• Prospecting
• Pricing / Quoting
• Product Knowledge
Telling is Not Selling
Mike Ems 2006
Vendor Relationships
• Transaction / Price Oriented
• What are Examples of Vendor Relationships?
Telling is Not Selling
Mike Ems 2006
The Ultimate Vendor Relationship
Telling is Not Selling
Mike Ems 2006
Consultative Relationships
• Unique & Value Oriented
• Not Based Solely on Price
• Is Determined by What You Understand to Be of Value
to Your Client
•What are Examples of Consultative Relationships?
Telling is Not Selling
Mike Ems 2006
Ultimate Consultative Relationship
It’s Your Body & I Respect That
I Want to Help You Make
a Well Informed Decision by
Understanding Your Needs &
Making Sound Recommendations
Telling is Not Selling
Mike Ems 2006
Think of Yourself as a Doctor
“Prescription Without Diagnosis is Malpractice”
“Telling is NOT Selling…
The 5 Step Consultative Sales Process”
Telling is Not Selling
Mike Ems 2006
“Telling is NOT Selling… The 5 Step Consultative Sales Process”
Contact (1)
Qualify (2)
Investigate (3)
Present (4)
Close (5)
Telling is Not Selling
Mike Ems 2006
Telling is Not Selling
Mike Ems 2006
Telling is Not Selling
Mike Ems 2006
Telling is Not Selling
Mike Ems 2006
Telling is Not Selling
Mike Ems 2006
Telling is Not Selling
Mike Ems 2006
NO
Telling is Not Selling
Mike Ems 2006
Certification
Train
+ Test
+ Evaluate
= Certification
Telling is Not Selling
Mike Ems 2006
Coaching for Sales Excellence
Telling is Not Selling
Mike Ems 2006
Leadership (What)
Telling is Not Selling
Mike Ems 2006
Leadership (“What to Do”)
•Tell
Identifies problem or opportunity, chooses a decision,announces to the employee, no participation by theemployee
•Sell
Chooses a decision but explains rationale and solicitsideas from the employee
•Consult
Identifies problem, listens to the input of the employee,chooses a decision
•Delegate
Defines problem but allows the employee to resolve it inthe manner he or she chooses
Telling is Not Selling
Mike Ems 2006
Management (Score)
Telling is Not Selling
Mike Ems 2006
Management (Score)
Telling is Not Selling
Mike Ems 2006
Management (Score)
S.M.A.R.T GOAL:
Exceed 5 New Outbound Prospecting Calls per Day
Number ofGoals
2 - 3
4 - 10
11 - 20
Goals AchievedWith Excellence
2 - 3
1-2
0
Telling is Not Selling
Mike Ems 2006
Coaching for Sales Excellence
STRATEGY: Identify New Contacts
S.M.A.R.T GOAL:
Exceed 5 New Outbound Prospecting Calls per Day
TACTIC: Ask For and Get anAverage of 1 Referral per ExistingContact (Goal w/ in a Goal)
Telling is Not Selling
Mike Ems 2006
Coaching for Sales Excellence
Bridge --------
Telling is Not Selling
Mike Ems 2006
Confirmation
John,
I truly enjoyed our conversation about your goals for the yearand why they are so important to you and your familybecause of your desire to have your wife start her ownbusiness venture.
You have my full commitment to help you reach theseimportant goals.
Your Sales Manager
Telling is Not Selling
Mike Ems 2006
Results
•Create Value
•Compete Effectively
•Generate Profits & Revenue
•Build Loyalty & Marketshare
•Succeed in Successfully Executing
on Your Exit Strategy
Telling is Not Selling
Mike Ems 2006
Contact
Mike Ems
mike.ems@comcast.net
303 478-3086
