Healy Success Solutions Inc.

Empowering Your Sales from Prospect to ProfitEmpowering Your Sales from Prospect to Profit

ENECON’s 2011 Nation ENECON’s 2011 Nation Wide Wide

Sales TourSales Tour

I had the chance to I had the chance to observe…observe…

5 weeks with ENECON’s Best 5 weeks with ENECON’s Best

Sales PeopleSales People

Ft. Lauderdale, Houston, Philly, to Ft. Lauderdale, Houston, Philly, to LALA

Nuclear facilities, chemical plants, Nuclear facilities, chemical plants, pharmaceutical plants, cargo pharmaceutical plants, cargo vessels, sewage facilities, hotels vessels, sewage facilities, hotels and hospitalsand hospitals

2

What did I find?What did I find?

The sales team did a great job of telling The sales team did a great job of telling

the ENECON story and building credibilitythe ENECON story and building credibility

After 12 presentations there was an After 12 presentations there was an average of 4 opportunities per sales callaverage of 4 opportunities per sales call

There was NOT ONE prospect who flat out There was NOT ONE prospect who flat out said we are not interested in ENECONsaid we are not interested in ENECON

3

What else did I find?What else did I find?

We are leaving We are leaving

MONEY on the TABLE!!!MONEY on the TABLE!!!

4

How does that happen?How does that happen?

After 12 sales calls and over 50 sales After 12 sales calls and over 50 sales opportunities – ONLY 10% of those 50 were opportunities – ONLY 10% of those 50 were qualifiedqualified

The sales people are too quick to quoteThe sales people are too quick to quote

The video presentation is being confused The video presentation is being confused for the sales callfor the sales call

Prospects were not EMOTIONALLY Prospects were not EMOTIONALLY involvedinvolved

5

Without exception everyone in Without exception everyone in this room has the chance to this room has the chance to

dramatically increase dramatically increase

their sales!!!their sales!!!

What’s the good news?What’s the good news?

6

How?How?

It is time to take the telling It is time to take the telling

out of selling.out of selling.

7

Remember the video:Remember the video:

Cannot qualify for youCannot qualify for you

Cannot put you in control of Cannot put you in control of your sales callyour sales call

Cannot sell for youCannot sell for you

8

How can you take more of How can you take more of the money off the table?the money off the table?

All decisions to buy are made emotionally ~ they are justified intellectually

You have to connect your prospect to their problems emotionally

Prospects fix problems for their reasons NOT yours

9

Prospects don’t fix broken equipment.

Prospects will fix annoying, costly, painful Prospects will fix annoying, costly, painful or embarrassing problemsor embarrassing problems

The prospect has to tell you how the The prospect has to tell you how the annoying, costly, painful or embarrassing annoying, costly, painful or embarrassing problems are affecting themproblems are affecting them

Once the prospect tells you how the Once the prospect tells you how the problem affects them – NOW you can problem affects them – NOW you can offer a solutionoffer a solution

10

You NEVER ask a question for yourself For example: I asked a Director of

Engineering at a hotel in California the following after he admitted to having leaks:

Q: “Do you have many leaks here?”

A: “Oh man – everyday – this building was built in 1972!”

11

Video Set Up

I have a video I would like you to see – it shows how we offer industrial strength solutions for repair and maintenance needs all around the world.

Chances are you just may see some solutions that

can be applied to issues you are dealing with now.

After the video – we can talk about specific applications that might have caught your attention – sound fair?

12

W.H.Y. stands for…W.H.Y. stands for…

WWho is making the decision?ho is making the decision?

HHow does it affect the decision ow does it affect the decision makers/process?makers/process?

YY is it important to them? is it important to them?

13

Who is making the Who is making the decision?decision?

(and how are they making the (and how are they making the decision?) decision?)

Enecon:Enecon: I was wondering – how are you I was wondering – how are you and your boss deciding which quote to and your boss deciding which quote to go with?go with?

Enecon:Enecon: Bob I have found that with Bob I have found that with important decisions like this – there are important decisions like this – there are typically a number of people involved in typically a number of people involved in the decision making process – besides the decision making process – besides you and your boss – you and your boss – who else is involved?who else is involved?

14

How does it affect them?How does it affect them?

Enecon:Enecon: I was curious - why is I was curious - why is repairing your pump important for repairing your pump important for you at this time?you at this time?

Enecon:Enecon: If you could change or If you could change or improve one thing about how you improve one thing about how you maintain your facility - what would it maintain your facility - what would it be?be?

15

Y is it important to Y is it important to them?them?

Enecon: Enecon: When I speak to people like When I speak to people like you they fall into one of two categories - you they fall into one of two categories - fixing this problem is something they fixing this problem is something they would LIKE TO DO or it is something would LIKE TO DO or it is something they MUST DO? Which is it for you? they MUST DO? Which is it for you?

Enecon:Enecon: Help me to understand what Help me to understand what would happen if you are delayed in fixing would happen if you are delayed in fixing your cooling tower? Can you live with your cooling tower? Can you live with the delay?the delay?

16

You can call Tim to discuss today’s You can call Tim to discuss today’s presentation or ask any questions you may presentation or ask any questions you may

have regarding your Sales Team Training or have regarding your Sales Team Training or Sales Force Recruiting needs.Sales Force Recruiting needs.

You can reach Tim at 631-244-6090 or You can reach Tim at 631-244-6090 or thealy@healysolutions.com to discuss if to discuss if

Healy Success Solutions’ Coaching Systems Healy Success Solutions’ Coaching Systems are right for you. are right for you.

17