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GOD’S WORD: “For as many as are led by the Spirit of God they are the sons of God ” (Romans Spirit of God, they are the sons of God. (Romans 8:14)

Premise: One of the identifying marks of “sonship” is that we are now able and willing to be led by the Spirit of GodSpirit of God. As an infant in the Lord, we were more reluctant to give up certain things, especially control of the

d t l i th k t lway we conduct ourselves in the marketplace. We know that when we are led by the Spirit, we will put the needs of others first and we will serve. All things were created by and for God. That includes our business. That means we should ask the Lord how we can cooperate with him and do t e o d o e ca coope ate t a d dowhat we do “for” Him.

You see the need: “Look not every man on his thi g b t e e a al the thi g f own things, but every man also on the things of

others.” (Phi 2:4)

Many get into business because we saw the opportunity to make good mone to be paid relati e to the al e eto make good money, to be paid relative to the value we brought to our customer. That’s a good thing, but the problem is that we can easily start looking at prospects only in terms of whateasily start looking at prospects only in terms of what they can do for us. Selling is not something we do to someone so we can have what we want It is a process we walk through withhave what we want. It is a process we walk through withsomeone to help them get what they want. What happens when our focus is on what we get out of the deal?

They see the need: “Now when they heard this, they were pricked in their hearts and said unto they were pricked in their hearts, and said unto Peter and to the rest of the apostles, Men and brethren, what shall we do?” (Acts 2:37), ( )

1. Until your prospect sees their need, they will not see the value you bring to them. Value is y gin direct proportion to need.

2. If you try to present value before establishing need, you will not get agreement.

3. The better they see their need, the easier it will be for them to see your valuewill be for them to see your value.

4. How can you bring them to see their own need?need?

Have Confidence in YourselfHave Confidence in Yourself

Confidence comes from knowledge:Confidence comes from knowledge:

� Of Yourself� Of Yourself� Of Products� Of Customer� Of Competition

You see the solution: “And of the children of Issachar, who were men that had understanding

f th ti t k h t I l ht t d ” (1 of the times, to know what Israel ought to do” (1 Chronicles 12:32)1. It is your role to be able to understand the

circumstances and challenges of your prospects and customers and know what needs to be done to meet the needs of the time.

2 E h t i i i i th i lif It2. Each prospect is in a unique season in their life. It may be a growth spurt. It may be a period of pruning. It may be a time of planting or reaping. You mustn’t treat every prospect as if their needs were the sameprospect as if their needs were the same.

3. They may all be good candidates for your product or service, but take time to investigate their “times”.

4 Find out how their industry is going how their business4. Find out how their industry is going, how their business is going, how their lives are going.

5. It is out of that, you become qualified to proceed.

Educate the customerEducate the customer

You need to be willing to educate the customer sharing time with themcustomer sharing time with them, showing them why you are better than your competitor.your competitor.

They see the solution: “And Moses came and told the people all the words of the LORD, and all the

di d ll th l d ith ordinances: and all the people answered with one voice, and said, All the words which the LORD has said will we do.” (Exo 24:3)( )

1. After they see their need in the context of their “times” they are ready toof their times , they are ready to receive a “God solution”.

2. Moses presented the people with God’s p p psolution and with one voice they received, accepted and committed to it.

3. The key is to present the right solution, one that takes into consideration their “times” and is presented to addresstimes and is presented to address those needs.

What’s the Right Solution “look” like?

Sweet Spot• High customer value

Hi h t tHigh

• High return to company• Low cost to company

ueus

tom

er V

alu

Diameter related to returnLow

Cu

Partner requiredHigh

LowLow Return to Company

Plan for Sales CyclesPlan for Sales Cycles

Every type of business has a different salesEvery type of business has a different salescycle.

Our timing may not be their timing:� Seasonal� Seasonal� Time of Day� Time of Year for Budget� Time of Year for Budget� Time needed to close the sale

Close the sale: “And Moses took the blood, and sprinkled it on the people, and said, Behold the bl d f the c e a t hich the LORD ha blood of the covenant, which the LORD has made with you concerning all these words.” (Exodus 24:8)(Exodus 24:8)

1 Moses “closed” the deal with the1. Moses closed the deal with the sacrifice of the peace offering.

2 When the process is followed2. When the process is followed according to the leading of the Spirit of God, the result is agreement andGod, the result is agreement and peace.

Revenue Acceleration ProcessRevenue Acceleration Process

Develop a system that can growDevelop a system that can growIncrease revenue Improved OrganizationImproved Organization

5 Simple Steps5 Simple Steps

Define value proposition and scriptingDefine value proposition and scriptingDetermine the Critical Success FactorsDevelop and effective reporting systemDevelop and effective reporting systemDevelop a powerful accountability t tstructure

Validate the model with real testing

Define Value Proposition and Scripting

Specific product value statementsSpecific product value statements.Conviction helps make teams convincingconvincingWrite each step in the cycle of selling. D t f ll t ti i thDocuments for all representatives in the sales process

Determine the Critical Success Factors

What are the 3-5 essential behaviors that,What are the 3 5 essential behaviors that, when done on a consistent basis, lead to consistent & predictable results?Define the activities that are most predictive of sales success.

Develop and Effective Reporting System

Reporting tools should be simple yetReporting tools should be simple, yet effective to encourage accuracy & timeliness by the sales team.yTools are designed to implement appropriate and timely management.appropriate and timely management. Simplify the process, don’t complicate it.

Develop a Powerful Accountability Structure

Accountability to:Accountability to: increase revenuecreate a team environmentcreate a team environmentfocus your organization around growth

Develop a measurement and rewardsDevelop a measurement and rewards

Validate the ModelValidate the Model

Test the system in real salesTest the system in real sales environmentsReview resultsReview results Refine the process