Founder Selling: How to Win Deals & Close Critical Sales
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Instructor: Jim Henderson Sales--you can't live without making them. And oftentimes you can't move forward in bootstrapping your company or gaining early the traction investors want without them. But what do you do when the odds are stacked against you? What do you do when you’re not that charismatic, polished salesperson? The good news is that the answer to these questions is the same - and it’s not complicated, nor a mysterious process that gets bestowed on only a few people. It’s a simple set of steps that every founder, employee, or salesperson can master and use to win deals that launch or grow your company. What You'll Learn The steps that move you from your vision to a new customer How to prepare for and execute each step Critical do’s and don’ts Tips to manage the process mentally and emotionally
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Founder Selling: How to Win Deals & Close Critical Sales
- 1. presents Founder Selling: How to Win Deals & Close Critical Sales JIM HENDERSON Principal, The Exemplary Group
- 2. Jim Henderson An engineer by degree and business geek at heart, Jim Henderson learned to sell unproven solutions and win against tough competition while bootstrapping and growing his first company, KeyMark. Along the way, he perfected ways to build sales teams and tackle new markets. Applying those hard-earned skills led Keymark to the Inc 500 as one of America's fastest growing companies. Their first sale? Two guys with a laptop and no references beat IBM and Unisys. Today Jim is focused on helping other CEOs succeed though his advisory company, The Exemplary Group, and running his own startup. In his spare time, Jim loves having fun with his wife and 15 month old son; walking his 3 dogs; or playing board games.
- 3. Founder Selling How to Win Deals and Close Critical Sales
- 4. A Bit About Me u Jim Henderson u Founding Partner, Exemplary Group u jim@exemplarygroup.com u 774-545-5184 u Skype: jimh.skype
- 5. My Goal Today u That you will learn one thing that will help make you more successful and that you can apply tomorrow.
- 6. Selling, 2014 u Marketing: u Defining your product/service. u Answering ‘Are you right for my problem?’ online. ! u Sales: u Help applying product/service to solve your problem. u The human touch, trustworthy and likeable. ! u Sales is not: u Something you are born with. Nor something you master quickly. u Perfect performance and image.
- 7. Four Core Mental Tenants u Be a Respected Physician u Be a Trusted Guide u Have an Abundance Mentality to Offset Anxiety u Build Trust by Small, Genuine Actions
- 8. Don’t Be Be Product Hawker Respected Physician
- 9. Don’t Be Be
- 10. Don’t Have Do Have Anxiety Mentality Abundance Mentality
- 11. Does Your Buyer Trust You This Much?
- 12. Physician Mentality, Physician Process Match Triage Diagnose Prescribe
- 13. Physician Mentality, Physician Process Match • Are you the right solution for their problem? • Web research, or old-school lead generation Triage Diagnose Prescribe
- 14. Exercise 1: Complete this sentence u We have ___(unique thing you do)_____________________________ ! u And have heard from other __(title of your target buyer)__________ ! u That _____(pain you solve)______ is a problem. ! u We have helped companies such as ____(customer name for credibility) ! u See ___(change realized, hard number, preferably $ too.)_____
- 15. Physician Mentality, Physician Process Match Triage • Vitals, summary of situation, ballpark price • What, why, who, where, when Diagnose Prescribe
- 16. Don’t Do Be Everything to Everyone Focus on Fit
- 17. Exercise 2: Define when you are NOT a fit for a prospective buyer
- 18. Exercise 2B: Questions that let you know if someone is NOT a fit
- 19. Physician Mentality, Physician Process Match Triage Diagnose • In-depth understanding of pain, motivation, ability to change • Create rapport and trust Prescribe
- 20. Don’t Don’t Open with Answers Talk too much (Listen 60% or more)
- 21. Do Do Set Goal for Meeting Use Agenda and Checklist
- 22. Do Don’t
- 23. Exercise 3: Write a sample goal and checklist of 3 items for a meeting Write Down 3 Hard Questions You Need to Ask
- 24. Physician Mentality, Physician Process Match Triage Diagnose Prescribe • Your solution, costs • Trade-offs, process, agree on next step
- 25. Do Do Clearly agree on next step Cover price, return
- 26. Don’t Do Get Lost in Details Contrast Now, Then Remind of ‘Why’
- 27. Exercise 4: Describe picture of buyer’s life with your solution. Use emotions and senses. Contrast to ‘With Pain’ Condition.
- 28. Founder Specific Notes u Don’t give investor pitch. Give the customer pitch. u Parts of the investor pitch can be used to gain trust. u Learn how to address concerns about financial viability. Don’t overshare. u People will buy you, first and foremost. ! u Sell to gain buyer feedback. u Nothing shows value like asking people to fork over their money. u This is one of the highest value activities you will have. u Better results because Power sells to Power.
- 29. Founder Specific Notes u Don’t hire the sales pro from a big company u They are used to a support system and defined process u Use them as an advisor, or for help on a specific deal ! u People still sought out Dr. House u If you’re not easy to deal with, you can still sell. u Harder you are to deal with, the more pain they must be in or the more unique you must be. ! u Be who you are u Genuine integrity sells early
- 30. Four Core Mental Tenants u Be a Respected Physician u Be a Trusted Guide u Have an Abundance Mentality to Offset Anxiety u Build Trust by Small, Genuine Actions
- 31. Everyone in Class – Call or email if you have questions on a specific deal or concept here u Jim Henderson u jim@exemplarygroup.com u 774-545-5184 u Skype: jimh.skype
- 32. Course Title Course Title INSTRUCTOR NAME