How to Hit 1 – 2 – 3 Million In Sales

How to Hit 1 – 2 – 3 Million In Sales

Presented By: Tom WittmanInstructor – Speaker – On Site HVAC Consultant

[email protected]

mailto:[email protected]


Smart Approach with a Healthy Attitude and a desire toWin or Learn


Sales Goal / Lead Setting WorksheetYearly Sales Goal: ________________ Divide By Average sale: ________________ = Number of Sales Wins: ________________

Page 1 Step 1

$ 1,500,000.00

$7,000.00

214

S-pecificM-easurableA-ttainableR-ealisticT-imely


Sales Goal / Lead Setting WorksheetNumber of Sales wins: ________________ Divide By Closing %: ________________ = Number of Presentations: ________________

Page 1 Step 2

214

50%

428



Sales Goal / Lead Setting WorksheetNumber of Presentations: ________________ Divide By Lead Conversion %________________ = Number of Leads: ________________

Page 1 Step 3

428

90%

475



Sales Goal / Lead Setting WorksheetNumber of Leads: ________________ Divide By Reactive Weeks: ________________ = Leads per week ________________

Page 1 Step 4

475S-pecificM-easurableA-ttainableR-ealisticT-imely



Page 1 Step 4

475S-pecificM-easurableA-ttainableR-ealisticT-imely



Page 1 *** How to determine reactive selling weeks***

475

Weeks in one year: 52

Minus Vacations: -_________Minus number of slow lead weeks: -_________Minus Holidays: -_________Minus personal - sick - other days: -_________Reactive selling weeks: =________

2

5

.5

.5

44




Page 1 Step 4

475

44

11



Sales Goal / Lead Setting WorksheetNumber of Leads Per Week: ________________ Divide By 5 days / week: = ________________ = Leads per day ________________

= Presentations per day ________________(Leads * Lead conversion %)

Page 1 Step 5

11

5

2.2

2



Sales Goal / Lead Setting WorksheetLeads Per Week: ________________ Presentations per week: ________________ Closing %: ________________

Average Sale: ________________

Key Performance Benchmarks to Achieve $1,500,000.00 in sales in 1 year.

11

10

50%

$7,000.00





Self Generated Leads


Self Generated LeadsPage 3

☐ Internal Follow Up• Completed Service Calls• Open Sales Calls• Inactive Customers• Building and Mining your List



☐ Networking• Homeowner Associations• Network Referral Programs• Lead Sharing Groups



☐ Presentations• Community Centers• HOA Meetings• Retirement Centers• Community Service Groups



☐ Shows• Fairs• Festivals• Home Shows• Community Events• Carnivals



☐ Community Service Clubs• Lions Club• Optimist Club• S.E.R.T.O.M.A.• Rotary• Chamber of Commerce• Boy Scouts• Girl Scouts• Athletic organizations



☐ Cause Marketing• Food or Gift Drives• Donate Services• % Of sales toward a worthy cause• Secret Santa• Meals on Wheels• Services for the Needy



☐ Cause Marketing (Continued)• Children’s Home• Disaster response• Tragedy Response• Feed the Needy• Clothe the Needy• Fight a Disease



☐ Press Releases• Radio• Television• Community Announcements• Newspapers• Flyers• Bulletins



☐ Resource Assessments• Controlling Calendar• Benchmarks• Tracking Mechanism• Presentation Offers• Scripts• Letter or E Mail



☐ Resource Assessments (Continued)• Business Cards• Mail Chimp Campaigns• Social Media Set Up• Web Site Integration



☐ Resource Assessments (Continued)• Yard signs• Friends and neighbors packs• Business cards• Radius mailings 3 times




Influencing SalesPage 4



1. An Attitude of Gratitude is essential for success Attitude isn't everything, but it is the first step. Nothing else works without a positive mental attitude.



2. People in general don't like to be "sold"

They like to buy things



3. Better to let your customers qualify themself by asking questions, listening intently to what they say, and establishing a list of goals instead of guessing at what you think they need


12 steps that help customers buy from youPage 5



Step 1: Confirmation callCall your customer ahead of time to confirm your appointment and get a sense for the type of customer you will be dealing with.



Step 2: Prepare to winYour product is the customer experience. The better experience you create for your customer, the more likely they will buy from you.



Step 3: Develop professional rapportYour customer’s favorite subject is them-self. Break the ice with a sincere compliment or two and follow your customer’s lead. Get your customers talking about what they want.



Step 4: Establish a written list of goals with your customer:When you are clear on what your customer wants and your customer is clear on what you will be resolving for them. You have made yourself relevant.



Step 5: Establish an agenda with your customer.This is where you take control of the process.



Step 6: Evaluate the home.Complete your evaluation. Make sure you know what your customer needs to see and hear to believe that you know how to solve their problem.



Step 7: Prepare your pricing options.Give your customer the opportunity to buy.



Step 8: Re-engage with your customer and tell your Company story.Explain your anchor value propositionQuality of employeesYears in businessHiring criteriaLicenses, insurance associations



Step 9: Review the systems design considerationsShow your customer all of the existing design flaws and connect those flaws to the problems they want solved. Show and tell them how you will accomplish everything on their list of goals.



Step 10: Determine if you have the dominant decision maker before reviewing the price. If the person you are presenting to tells you they cannot make a decision, attempt to schedule a time with all interested parties before establishing the price.



Step 11: Present options:Work with your customer in building their system and let them buy it from you!



Step 12: Assume the sale and ask for the order.




The Closing MapPart 2 page 1




The Price

Part 2 page 2




I’m going to do it later

Part 2 page 3




Other Bids

Part 2 page 4




Need to Talk It Over

Part 2 page 5






Smart Approach with a Healthy Attitude and a desire toWin or LearnDesign an AWESOME Life


Presented By: Tom WittmanInstructor – Speaker – On Site HVAC [email protected]

Thank You andGood Selling!

mailto:[email protected]

Date post:	06-Jan-2018
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How to Hit 1 – 2 – 3 Million In Sales

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