Vision and a Territory Plan

1. Vision and a Territory Plan

2. What is the purpose of business? • To serve your life, not to become your life. • Need to make a profit to stay in business.

4. What is it that you want out of your life? “Dreams are invisible, but powerful. You cannot see them, but they keep everything going.”

5. What does your business need to look like 5 years from now? • Weekly billable hours • Monthly/ annual sales • Profitability • Staff • Territory • Customers

6. Why are sales important to you? • Always need new business coming into a company • Without new business, can’t replace old business • Many of our clients pass away

7. Which of these are you? • Group A - doing a good job selling – have hired a sales rep or do it yourself and do a good, consistent job • Group B - doing an OK selling job and could improve substantially with more structure and consistent effort • Group C – “thinking about” a more consistent sales effort • Group D – not willing or capable of selling

8. Sales is a process • Strategic steps • Develop goals • Understand your territory • Tactical Steps • Pre-plan your visit • Opening – How do you get started? • Ask open ended questions • Connect using stories • Present Solutions • Close - Ask for the business!! • Follow up and record your activity

9. Territory Plan • A tool to help you maximize your time • A tool to help you maximize your performance • A method by which you can measure your progress • “Plan your work, work your plan” • Must do it!

11. Territory Planning

12. Members Site- Sales

13. Translation

14. Opening • Who are you?, Why are you there?, Establish the right to ask questions • “Paint Client Picture”

15. Paint Client Pictures

16. Ask Questions • Ask open ended question – tough to answer with a yes or no • Have a “decision tree” of questions in your head that you can use depending on the referral source’s responses to your questions

17. Ask Questions

18. Present solutions • Make sure your solution meets the referral source’s and the client’s needs • It’s about them, not you • Show up to connect, not promote • Use human stories, not boring benefits • Share your heart

19. Closing- Possible outcomes • Order – you get a referral • Advance – where an event takes place, either in the call or after it, that moves the sale forward toward a decision • Continuation – where the sale will continue, but where no specific action has been agree upon by the customer to move it forward • No Sale – where the customer actively refuses to commit

20. Follow up • What do you do to keep going back to a referral source? • How do you move from being a vendor to a consultant? • How do you add value to a referral source?

21. January – first meeting via appointment. Leave behind CK lit piece and business card February – St. Valentine’s day candy (small quantity) March – Safety Choice presentation April – “All home care is not the same” white paper from CK brand May – Article from Internet on care for seniors June – Thank you note for a referral July – status report on a referred client August – Article from Internet on care for seniors September- Introduce your FBC October – Halloween treat drop off November – Drop off a Comforting Times newsletter December – holiday card 12 Month Visit Calendar

22. Most Important Words • Vision • Plan • Execution • Consistency

23. Sales is like farming… • Sales is like farming: • Farmers start with an empty field (your territory), • then decide what crop to plant each season (your territory plan), • then till the soil (competitive analysis, sales calls), • plant seeds (health fairs, presentations), • water, fertilize, weed (follow up activities) • Sales is a process that requires consistent planning, daily execution and good follow up.