Alison Edgar, The Entrepreneur's Godmother

4 Sales strategies to help you close the deal

WiFi: QBConnect No password required#QBConnect

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Founder of Sales Coaching Solutions and The Entrepreneur’s Godmother

Voted one of the UK’s Top 10 Business Advisors

Winner of GB Entrepreneurs of the year special merit for service in 2015

About today’s speaker

Alison Edgar

http://alisonedgar.com @aliedgar13 The Entrepreneur’s Godmother

Join our FB group:Entrepreneur’s Can ClanFollow us on Twitter: @aliedgar13#QBConnect

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1. Understand the behaviours

2. Learn the sales process

3. Develop a sales strategy

4. Be confident

Four key pillars of sales

Learn the Process

Improve your Strategy

Understand the

Psychology

Boosting your

confidence

Understanding behaviours Treat others how they want to be treated

http://alisonedgar.com @aliedgar13 The Entrepreneur’s Godmother

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We have different views of the world

Blues Reds

Greens Yellows

Task focused

Relationship focused

ExtrovertIntrovert

KEY TAKEAWAY: You are a mix of all four colours, but you will have one predominant colour.

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• Independent and goal-oriented

• ”Natural” leaders

• Problem solvers, likes changes

• Search challenges and competitions

• Priority to the task and to the result

• The keyword is when?

Red behaviour

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• Outgoing & optimistic

• Creative & communicative

• Verbal

• Teambuilder

• The keyword is who?

Yellow behaviour

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• Harmonic, social

• Relaxed, personal

• Service minded

• Persevering

• Listening to everyone´s view

• The keyword is why?

Green behaviour

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• Logical, structured

• Good listener

• Formal and accurate

• Prioritise the task and way to work

• Written communication

• The keyword is how?

Blue behaviour

Sales processYou can’t sell to everyone,

but a process will help you sell to a lot more

http://alisonedgar.com @aliedgar13 The Entrepreneur’s Godmother

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Relationship building

Be organised

Do your research

4 w’s

Open questions

Listen up!

Get the need

Ask for the order

Test intention

Overcoming Objections

Deliver to expectations

When delivered correctly, sales and customer service are exactly the same thing.

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1. Who you are…

2. Where you are from…

3. What’s it about

Spark interest – 4W’s

KEY TAKEAWAY: If you’re pitching to a panel flip this on it’s head and tell them what’s in it for them first.

The most important one that many people miss out:4. WHAT’S IN IT FOR THEM?

Take one minute each to share your 4W’s with your neighbour

http://alisonedgar.com @aliedgar13 The Entrepreneur’s Godmother

Sales strategyHow do you know where to start, if you

don’t know where you’re going?

http://alisonedgar.com @aliedgar13 The Entrepreneur’s Godmother

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20172011 2014 2015 2016

Founded Sales Coaching Solutions

Growth Voucher roadshows across the South West

Small Business Saturday, Small Biz 100

Voted one of the UK’s Top 10 Business Advisors

Started working with Jordan Daykin and Ben Towers

Become mentor to Chiclet's at

Entrepreneurial Spark

Invited to attend the Queen’s Royal

Garden Party

Won GB Entrepreneur of the Year award Special Merit for Service

Spoke on Radio 4, Money Box

Invited to take 20 small businesses to Number 10, Downing street

Launched The Entrepreneur’s

Godmother

Launched two online courses

Spoke at the first event of it’s kind in the Middle East

QuickBooks Connect 2017 in London

Networking strategy Associate yourself with the movers and

shakers in your industry

http://alisonedgar.com @aliedgar13 The Entrepreneur’s Godmother

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Social media

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The networkers

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Marry Avoid Snog

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Follow-upThe proof is in the numbers

48%of sales people never follow up with a prospect

25%of sales people make a second

contact and stop

85%of sales are made on the fifth to twelfth contact

*Statistics taken from followupsucess.com

Confidence

http://alisonedgar.com @aliedgar13 The Entrepreneur’s Godmother

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“I think I am, therefore I am”

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Win-Win Mindset

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For more information visit: alisonedgar.com

http://alisonedgar.com @aliedgar13 The Entrepreneur’s Godmother

Access the presentation materials via: The QuickBooks Connect 2017 Conference App

orSlideshare at: http://www.slideshare.com/tag/QBCUK17