Downloaded 42 times
Uploaded byIntelligent_ly
Founder Selling: How to Win Deals & Close Critical Sales
Jim Henderson, a business expert and founder of Keymark, shares his insights on sales strategies aimed at helping CEOs close critical deals. He emphasizes the importance of rapport and trust in sales, defines a targeted approach to understanding customer needs, and cautions against traditional sales techniques that may not fit startup environments. Through exercises and core principles, Henderson aims to equip professionals with practical skills for immediate application in their sales efforts.
More Related Content
Similar to Founder Selling: How to Win Deals & Close Critical Sales
![Amazon Account Audit by Rey Benaid [Amazon PPC Expert]](https://cdn.slidesharecdn.com/ss_thumbnails/amazonppcexpert-accountaudit-reybenaid-251028095011-f4d63eab-thumbnail.jpg?width=640&height=640&fit=bounds)
![Get a Pinterest account in[ pvatopservice ]sell regular every day.docx](https://cdn.slidesharecdn.com/ss_thumbnails/getapinterestaccountinpvatopservicesellregulareveryday-251030182004-67b5ef9f-thumbnail.jpg?width=640&height=640&fit=bounds)
Founder Selling: How to Win Deals & Close Critical Sales
- 1. presents Founder Selling: Howto Win Deals & Close Critical Sales JIM HENDERSON Principal, The Exemplary Group
- 2. Jim Henderson An engineerby 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 toWin Deals and Close Critical Sales
- 4. A Bit AboutMe u Jim Henderson u Founding Partner, Exemplary Group u [email protected] u 774-545-5184 u Skype: jimh.skype
- 5. My Goal Today uThat you will learn one thing that will help make you more successful and that you can apply tomorrow.
- 6. Selling, 2014 u Marketing: uDefining 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 MentalTenants 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 ProductHawker Respected Physician
- 9.
- 10. Don’t Have DoHave Anxiety Mentality Abundance Mentality
- 11. Does Your BuyerTrust You This Much?
- 12. Physician Mentality, PhysicianProcess Match Triage Diagnose Prescribe
- 13. Physician Mentality, PhysicianProcess Match • Are you the right solution for their problem? • Web research, or old-school lead generation Triage Diagnose Prescribe
- 14. Exercise 1: Completethis 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, PhysicianProcess Match Triage • Vitals, summary of situation, ballpark price • What, why, who, where, when Diagnose Prescribe
- 16. Don’t Do Be Everythingto Everyone Focus on Fit
- 17. Exercise 2: Definewhen you are NOT a fit for a prospective buyer
- 18. Exercise 2B: Questionsthat let you know if someone is NOT a fit
- 19. Physician Mentality, PhysicianProcess Match Triage Diagnose • In-depth understanding of pain, motivation, ability to change • Create rapport and trust Prescribe
- 20. Don’t Don’t Open withAnswers Talk too much (Listen 60% or more)
- 21. Do Do Set Goalfor Meeting Use Agenda and Checklist
- 22.
- 23. Exercise 3: Writea sample goal and checklist of 3 items for a meeting Write Down 3 Hard Questions You Need to Ask
- 24. Physician Mentality, PhysicianProcess Match Triage Diagnose Prescribe • Your solution, costs • Trade-offs, process, agree on next step
- 25. Do Do Clearly agreeon next step Cover price, return
- 26. Don’t Do Get Lostin Details Contrast Now, Then Remind of ‘Why’
- 27. Exercise 4: Describepicture of buyer’s life with your solution. Use emotions and senses. Contrast to ‘With Pain’ Condition.
- 28. Founder Specific Notes uDon’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 uDon’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 MentalTenants 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 [email protected] u 774-545-5184 u Skype: jimh.skype
- 32. Course Title CourseTitle INSTRUCTOR NAME