Entrepreneurial Learning: Keystone to an Entrepreneurial Future
Craig Wortmann: Entrepreneurial Selling 7-31-12
Transcript of Craig Wortmann: Entrepreneurial Selling 7-31-12
-
7/31/2019 Craig Wortmann: Entrepreneurial Selling 7-31-12
1/26
Mend your speech a little, lest it may mar your fortunes.
- William Shakespeare, King Lear
-
7/31/2019 Craig Wortmann: Entrepreneurial Selling 7-31-12
2/26
Entrepreneurial Selling
-
7/31/2019 Craig Wortmann: Entrepreneurial Selling 7-31-12
3/26
Define salesperson
-
7/31/2019 Craig Wortmann: Entrepreneurial Selling 7-31-12
4/26
Define entrepreneur
-
7/31/2019 Craig Wortmann: Entrepreneurial Selling 7-31-12
5/26
Balancedapproach
Tactical Selling Skills Market/Client Analysis
-
7/31/2019 Craig Wortmann: Entrepreneurial Selling 7-31-12
6/26
Targeting
Engaging
the
prospect
Makingthe
match
Doing
the
deal
Relationship
ManagementMeasurement Targeting
Preparation
Phase
Execution
Phase
Analysis
PhaseCycle
Begins
Again
Time0 n
Entrepreneurial Selling Process
-
7/31/2019 Craig Wortmann: Entrepreneurial Selling 7-31-12
7/26
The Sales Challenge - Established company
n
TargetingHot
ProspectingExploring
NeedsProposing Closing Relationship
ManagementMeasurement Targeting
PreparationPhase
ExecutionPhase
AnalysisPhase
CycleBeginsAgain
Time0
Qualifying
-
7/31/2019 Craig Wortmann: Entrepreneurial Selling 7-31-12
8/26
The Sales Challenge - Entrepreneurial venture
n
TargetingHot
ProspectingExploring
NeedsProposing Closing Relationship
ManagementMeasurement Targeting
PreparationPhase
ExecutionPhase
AnalysisPhase
CycleBeginsAgain
Time0
Qualifying
-
7/31/2019 Craig Wortmann: Entrepreneurial Selling 7-31-12
9/26
The Sales Challenge - Entrepreneurial venture
n
TargetingHot
ProspectingExploring
NeedsProposing Closing Relationship
ManagementMeasurement Targeting
PreparationPhase
ExecutionPhase
AnalysisPhase
CycleBeginsAgain
Time0
Qualifying
Build the foundation
-
7/31/2019 Craig Wortmann: Entrepreneurial Selling 7-31-12
10/26
Entrepreneurial Selling Skills - Key behaviors
Time management
Refining yourtarget market
Art of conversation
Telling the story
Identifying hurdlesand objections
n
TargetingHot
ProspectingExploring
NeedsProposing Closing Relationship
ManagementMeasurement Targeting
PreparationPhase
ExecutionPhase
AnalysisPhase
CycleBeginsAgain
Time0
Qualifying
Build the foundation
-
7/31/2019 Craig Wortmann: Entrepreneurial Selling 7-31-12
11/26
TargetingEngaging
the
prospect
Makingthe
match
Doingthe
deal
Relationship
ManagementMeasurement Targeting
Preparation
Phase
2. Qualifying
Analysis
Phase
Cycle
Begins
Again
The Entrepreneurial Sales Process
Time0 n
1. Lead
generation
4. Proposing
3. Determining
fit
6. Re-setting
expectations
5. Closing
ExecutionPhase
Trailer PresentationsImpact questions Conversation MatrixStoriesPaths Scripts QualifyingPivots PBCObjections
-
7/31/2019 Craig Wortmann: Entrepreneurial Selling 7-31-12
12/26
Knowledge
Skills
Discipline
-
7/31/2019 Craig Wortmann: Entrepreneurial Selling 7-31-12
13/26
How do youdo this?
Whole picture
What doesthat mean?
Sales
Trailer
-
7/31/2019 Craig Wortmann: Entrepreneurial Selling 7-31-12
14/26
What doesthat mean?
SalesTrailer PG-13 Fresh Provocative Clear Exciting
Differentiators Value Proposition Story
Questions Materials Objections
Conversation Progression
How do youdo this?
-
7/31/2019 Craig Wortmann: Entrepreneurial Selling 7-31-12
15/26
Lead generation
-
7/31/2019 Craig Wortmann: Entrepreneurial Selling 7-31-12
16/26
When do you qualify?
How do you know when to stop?
Engaging the prospect
Should qualifying questions be prioritized?
-
7/31/2019 Craig Wortmann: Entrepreneurial Selling 7-31-12
17/26
How will this decision be made?
How do you prioritize budget decisions like this?
How has this initiative been funded?
What could happen to derail this effort?
What issues are driving your decision?
How does the contracting process work?
Does this initiative have an established budget?
Is that budget taking away from other projects you are responsible for?
What visibility does this have with leadership?
Engaging the prospect
Are you the decision-maker?
What is the timeline for a decision?
-
7/31/2019 Craig Wortmann: Entrepreneurial Selling 7-31-12
18/26
How will this decision be made?
How do you prioritize budget decisions like this?
How has this initiative been funded?
What could happen to derail this effort?
What issues are driving your decision?
How does the contracting process work?
Does this initiative have an established budget?
Is that budget taking away from other projects you are responsible for?
What visibility does this have with leadership?
Engaging the prospect
Are you the decision-maker?
What is the timeline for a decision?
-
7/31/2019 Craig Wortmann: Entrepreneurial Selling 7-31-12
19/26
The Sales Cycle
Time0 n
Sellin
g
hurdl
es
Lead
genera
tion
Deter
minin
g
fit
Propo
sing
Closin
g
Qualify
ing
Objec
tions
Re-se
tting
expe
ctatio
ns
-
7/31/2019 Craig Wortmann: Entrepreneurial Selling 7-31-12
20/26
Objections - WisdomTools
eLearningvs.
Traditionalclassroom
Small,unprovencompany
Combination
ofstory/collaboration
Budg
et($150,0
00+)
Clientsnotpluggedin
-
7/31/2019 Craig Wortmann: Entrepreneurial Selling 7-31-12
21/26
Handling Objections
Process?
-
7/31/2019 Craig Wortmann: Entrepreneurial Selling 7-31-12
22/26
Handling Objections
5. Checking
3. Confirming
1. Encouraging
2. Questioning
4. Providing
Copyright Forum Corporation
-
7/31/2019 Craig Wortmann: Entrepreneurial Selling 7-31-12
23/26
Ifmisconception, then clarify
Copyright Forum Corporation
Ifskepticism, then prove
Ifreal drawback, then show big picture
Ifreal complaint, then show action
Handling Objections
-
7/31/2019 Craig Wortmann: Entrepreneurial Selling 7-31-12
24/26
Demonstrates that you have heard the customer
Clarifies your understanding and corrects errors
Makes progress explicit
Confirming/Checking
-
7/31/2019 Craig Wortmann: Entrepreneurial Selling 7-31-12
25/26
Impact questions
-
7/31/2019 Craig Wortmann: Entrepreneurial Selling 7-31-12
26/26
@salesengine on Twitter
www.salesengine.com
http://www.salesengine.com/http://www.salesengine.com/mailto:[email protected]:[email protected]