closing business 4th quarter 2013 edition

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CLOSING BUSINESS in the 4th QUARTERTIPs

ULTIMATE BUSINESS DEVELOPMENTGROWTHA Blow Your Horn Publication 2013 EDITION

MIMS Morning Meeting, LLC

A Blow Your Horn Publication

Selling to Increase Your Profits

FRANK MIMS V

Speaker, Author and [email protected]


CommunicationProspectingRainmakingCommunicationRainmakingSkillsSkillsAbilitiesAbilitiesWinningWinningClosing PresentationPresentationCorporationCorporationCreatingSellingSellingProspectingQuarterQuarterGamesNegotiationOld New MethodsSchoolOld SchoolCustomer service ULTIMATE BUSINESS DEVELOPMENT GROWTH


CLOSING BUSINESS in the 4th QUARTER SELLINGSkills EnhancementTrainingNetworkingWinningCorporationFollow upCreatingBusiness Development4th Quarter1st Quarter3rd QuarterNegotiationPresentationsRainmakingStoryCreate2nd QuarterCustomer serviceA GameAccountabilityQuoteProspectingProfessionalRe-StartOld SchoolNew MethodsCommunication MIMS Morning Meeting

CommunicationNegotiationProspectingYour StoryRe-StartsWinningPresentationsCreatingEnhancement88 Tools

4Todays FocusA Blow Your Horn Publication What is Closing Business in the 4th Quarter TIPS?

What Motivates You?

SURVEY QUESTION # 1

21st Century Business Challengers

How is Closing Generated?

SURVEY QUESTION # 2

30 TIPS to Close More Business

How to use Closing Business in the 4th Quarter TIPs

SURVEY QUESTION # 3

Questions & Answers

A Blow Your Horn Publication Is a sales skills enhancement company. Designed to increase the output in productivity in the professional. Created to refresh, retrain, and introduce new methods of business development to the business-to-business revenue producing professional in the 21st century.

MIMS Mornig Meetning ?

A Blow Your Horn Publication Body of Work128 3 Minute Videos on Business Development thou Selling

76 Short Stories on Business Development about Selling

5 - Webinars on Business Development

8 - Presentations on Business Development

3 90 minute Training Classes on Business Development

2 Training Sections for CLE accreditation (Legal) Ethics and Leadership

110 MIMSISMs (Quotes) on Achieving Success in the 21st Century

164 One-on-One Sales Training Sections

5 Team Building Exercises

1- Workshop Facilitation

2 Published White Papers The 21st Century Chamber and SalesValueAdvantages


is a business development and sales skills enhancement program provided by MIMS Morning Meeting, LLC. This coaching succession was developed to intensify the earnings potential of any, individual, company, firm or organization from end to end in the 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 merge the skills and methodologies to increase the selling characteristics necessary to perform product and service movement in the 21st century.

A Blow Your Horn Publication CLOSING BUSINESS in the 4th QUARTER

Individuals carry their success and their failure with them it does not depend on outside conditionsRalph Waldo Trine 1866-1958 A Blow Your Horn Publication

10What Motivates You toGo Get That ?A Blow Your Horn Publication

A Blow Your Horn Publication http://www.youtube.com/watch?feature=player_embedded&v=n_gbnp0rVlQAvery and Logan

1. Integrity

2.Cash, Borrowing and Resource Management.

3. Increased selection and competition.

4. Marketing and Customer Loyalty.

5. Uncertainty.

6. Regulations.

7. Problem Solving and Risk Management.

8. Finding the right staff. 21st Century Challenges Every Business Faces A Blow Your Horn Publication

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A Blow Your Horn Publication The '8 Great' Challenges Every Business FacesNeal Jenson, Managing Director of Qazztek,Integrity.Business has never faced the type of moral challenges that it faces in todays global economy. Everyone is struggling to be more successful, to make the next quarterly earnings estimate, to keep their job, to earn a big bonus, or to compete effectively. The temptation to cut corners, omit information, and do whatever it takes to get ahead occurs every day. Many business employees and executives succumb. Sadly, the theme becomes highly infectious and soon people actually start to feel like lying a little, or stealing a little, or deceiving others, is just a part of business. These practices erode the trust that needs to exist between employers and employees, between business partners, between executives and shareholders. Without trust, the business will not be able to compete effectively and it will eventually fail.2.Cash, Borrowing, and Resource Management.Cash is King! Weve all heard this maxim and it is more true today than ever before. A healthy profit may look nice on your financial statements, but if capital expenditures or receivable collections are draining your cash, you wont be able to stay in business for long. Too often executives and small business owners fail to focus enough on cash flow generation. In order to head off this problem, businesses must either be adequately capitalized and must shore up cash reserves to meet all obligations as they are needed and to handle downturns and emergencies that may arise. Cash management becomes even more important during recessionary times when cash is flowing more slowly into the business and creditors are less lenient in extending time to pay. For small businesses, handling business accounting and taxes may be within the capabilities of the business owners, but professional help is usually a good idea. The complexity of a business books go up with each client and employee, so getting assistance with managing cash and the bookkeeping can allow you to excel when others are calling it quits. Cash flow challenges are exacerbated by the lending climate, particularly for small businesses. Bankers are unlikely to be more liberal in their lending policies any time soon.3. Increased selection and competition.Its never been easier to start a business. Gone are the days when it took weeks, months, and a myriad of forms to get your business started. Now if you can buy a domain name and register your business online, youre in business. However, staying in business is a much more complicated matter. While business expertise was once an expensive and time consuming endeavor, you can now find experts online for many questions that you might encounter. There is help to starting an online store, for example, for getting business cards and marketing materials all at a very reasonable cost. The ease of starting a business creates a much broader level of competition. You might find different business competing for each product you sell and new business that focus on a single item and spend all their time and focus on being thevery best at just one thing. This increase in overall selection and more focused completion will make it more difficult for businesses of all sizes to retain customers who can change their suppliers with the click of a mouse. Its a battle of perception, focus, and marketing. Business owners who master these elements and provide a great customer experience will win the sale.4. Marketing and Customer Loyalty.Along the same lines as increased selection and competition is the challenge to market to potential customers effectively and retain your existing customers. Smartphones, social media, texting, email, twitter and other communication channels are making it easy for businesses and individuals to get their messages out. Figuring out the right marketing channels is key for businesses to be successful in the future. Where are your customers and how do you best reach them and what is the right messaging? Once you get a new customer, how do you keep these customers when they are constantly barraged by competitors of all types, sizes, and locations, trying to convince them that they can do it better or provide it cheaper? Identifying what your customers want and doing a better job of giving it to them will make all the difference in your companys future. The conservative spending climate is also causing a shrinking customer base. Consumers are still quite conservative with their pocketbooks, and as a result, organic growth from current and new customers is not growing as quickly as businesses

SURVEY QUESTION # 1A Blow Your Horn Publication Currently what is your company doing to create new sales?

Providing TrainingTraining non-sales staffBring in outside expertsProviding source listsOther

Quantify ValueValue the worth of something in terms of the amount of other things for which it can be exchanged:For the purpose of CB4QENHANCE the clients revenue, REDUCE current costs, and help the client AVOID future costs. A Blow Your Horn Publication

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16 Qualified OpportunitiesA Blow Your Horn Publication Outbound Prospecting (cold calls /Linked-in).4.9Website...2.9Inbound Calls...2.6Email..2.6Event & Tradeshows.2.5Social Networking Site.2.1Direct Mail..2.1Webinars..1.8

2012

A Blow Your Horn Publication How is Closings Generated

21st Century?Live ConversationEmailTextingNetworking

Linked-in

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A Blow Your Horn Publication How is Closings Generated?469576717

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SURVEY QUESTION #2A Blow Your Horn Publication What is the benefits of having a system for selling?

To make more friends.

Understand the customer needs.

To communicate effective across the internal andexternal business landscape.

All of the above.

None of the above.

A Blow Your Horn Publication What is the benefits of having a system for selling?

To make more friends.

Understand the customer needs.

To communicate effective across the internal andexternal business landscape.

All of the above.

None of the above.

SURVEY QUESTION #2

1030+ TIPsTo Close more Business in the 4th QuarterA Blow Your Horn Publication

A Blow Your Horn Publication If You Dont Ask You Dont Get

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If You Dont Ask You Dont Get

Matthew 7:7 -12Ask, and it shall be given youA Blow Your Horn Publication From January 1, 2013 to Today227 Days5,448 Hours326,880 Minutes

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A Blow Your Horn Publication HOW MANY PEOPLE HAVE YOU MET?

Tell them your story.Explain the benefits and value.Explain your Timeline.Offer to help them.Ask for their help. From January 1, 2013 to Today

A Blow Your Horn Publication MIMSISM # 79 Your attitude creates space for new growth and new possibilities

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A Blow Your Horn Publication How to Change Your AttitudeStop focusing on yourself.Face your flaws.

Look on the bright side.

Count your blessing.

Find a life coach and a business coach.

Ask the right questions.

Ask a friend to point out when you are negative.

Befriend optimistic people.

28A Blow Your Horn Publication Master the Art of Asking Great Questions.

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A Blow Your Horn Publication Concentrative-Listening

Real-Problem

Change-Evolves

The words YES, NO & Maybe are habit words.


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Proactive problem solvers close business quicker.


16You must understand the conditions around the business

You must be in tune with the vertical market

You must comprehend the drivers both external and internal.

Give it away before you sell it.


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Use only close ended questions to close the agreement.A Blow Your Horn Publication

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A Blow Your Horn Publication Become the Expert

211.Choose a Laneand drive.

2. Authenticity 3. Openness4. Open-mindedness5. Clarity6. Commitment7. Publish a White Paper8. Make videos on the topic

To Close Business in the 4th Quarter think RED

Rabbits$

Elephant$$$Deer$$A Blow Your Horn Publication

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No Free Gifts!22

Have a comprehensible understanding of the significance of your product or service on the prospect.


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A Blow Your Horn Publication Negotiation WALKAWAY

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SURVEY QUESTION # 3A Blow Your Horn Publication If time today was not a factor what area of sales would you like more information?

Making new connections?

Designing the correct questions to ask?

Improving closing skills?

Improving presentation skills?

Improving follow up skills?

Mastering the art and science of Cold Calling?


Get the FULL picture

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Make sure they mach

A Blow Your Horn Publication Full image Closes the Business

MIMSISM # 011Everything you will accomplish in your lifetime will be with someone or through somebody else

A Blow Your Horn Publication Have a system for networkingNetworking is not datingNo one wants your business cardsDont lead with your best line

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Follow up is the key to CLOSING more business A Blow Your Horn Publication

How to Follow-up & Follow-through20Use all forms of contact communication when following-up

Be specifies when the question you ask

Offer solution and alternative direction.

Close with a request.

Be Innovative


27Book to read 7 Habits of Highly Innovative PeopleWalking beyond your first idea.No Self-Limiting Inhibitions.Move Away from the Safety Zone, Make Mistakes.Be a note taker.Find Patterns & Create CombinationsInquisitiveness

A Blow Your Horn Publication Effective Communication Communicating consistently with Diplomacy, Tact and Credibility will reduce your selling time by 45%. Information when they need it, to the proper person and delivery in the correct tone.

28Effective listening can:Make the speaker feel heard and understood,which can help build a stronger, deeper connection between you.Create an environment where everyone feels safeto express ideas, opinions, and feelings, or plan and problem solve in creative ways.Save timeby helping clarify information, avoid conflicts and misunderstandings.Relieve negative emotions.When emotions are running high, if the speaker feels that he or she has been truly heard, it can help to calm them down, relieve negative feelings, and allow for real understanding or problem solving to begin.

A Blow Your Horn Publication 29What to do after you win?http://www.youtube.com/watch?v=mMxoi5622fgCONQUEST ENERGY

A Blow Your Horn Publication Sales Methodology

Sales Process

Where am I in the opportunity?What are the clients buyingstages?What are my aligned sales stages?What qualifying questions must satisfy?How am I doing compared to my competitors?Is there an opportunity? Can we compete?Can we win?Is it worth winning?

30A Blow Your Horn Publication Q & A

Art

Moving the selling process alone is tough in this market. I have many proposal on the street in the hands of whom I thank is the decision maker. How do I get them to sign my agreement? What should I do to close more business?

31A Blow Your Horn Publication Q & AYOUR QUESTIONS

How does Closing More Business in the 4th QuarterWork? A Blow Your Horn Publication

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52A Blow Your Horn Publication The words YES, NO & Maybe are habit words.

Get the FULL picture

No Free Gifts!Any 3 TIPs = 8 - 10% increase60 Days

MIMS Morning Meeting, LLC


832-259-3708

FRANK MIMS V

Speaker, Author and Coach

http://www.mimsmorningmeeting.com

closing business 4th quarter 2013 edition

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