Your business isn’t looking for any business, you’re looking for the BEST clients. And those clients are ready to invest a premium price for your premium service or product. But just because they are willing (and able) to pay doesn’t mean you should rush through the sales process. That’s the fastest way of losing the client forever. Learn the fatal errors inexperienced businesses and entrepreneurs are making all the time in their sales cycles, and don’t even know it. Companies such as Xerox and American Express have always been able to close the premium-priced deals and are market leaders for a reason. Now learn the secrets of sales from someone who mastered their sales processes and is now your secret sales weapon. For more information on KO Sales U: www.KimOrlesky.com/apply-to-KO-Sales-U Book a free 20-minute sales strategy session: www.KimOrlesky.com/meetings/kim18 _______________________ KO Advantage Group Ltd. is the FASTEST-GROWING sales training company focused on high-value B2B services. Our leading course, KO Sales U is the most comprehensive course to truly teach you the strategy and process of selling high-value services into businesses. Developed exclusively for business owners and entrepreneurs this course dives deep in areas that many others leave out. Not all sales cycles are exactly alike. Not all sales courses are the same. You wouldn't sit in a classroom for three days to learn how to play a sport, so why would you want to learn your sales process the same way? Sales application is not the same as education. Sales is about doing. That's why we developed a course that teaches concepts and then immediately provides you with the opportunity to apply it to your own sales cycles. KO Advantage Group also does amazing team-based training, sales inspirational talks, and education for all those wanting to gain a huge advantage over their sales strategy. Sell More. Faster. https://www.linkedin.com/company/koadvantage/ https://www.facebook.com/KOAdvantage/ https://twitter.com/koadvantage

1. 9 Fatal Sales Errors
Market Leaders
DON’T Make

2. A True
Story
Why is No One Buying?
● Engineering Consulting Firm
● Generated leads through
word-of-mouth and a paid
LinkedIn campaign
● Several meetings clarifying
scope, process solution, and
number of hours
● Couldn’t close

3. Who is
KO Advantage
Group?
● One of the fastest-growing
entrepreneurial sales schools in
Canada
● Students across Canada and the US
● Focused on teaching high-value B2B
services sales strategies
● Do, Teach, Motivate!

4. #KOsalesU
My Sales Background
● Sales rep of the year at
Xerox 2007, 2009
● Top Rep at American
Express 2011, 2012
● Sold to Entrepreneurs, Small
Business, Physicians,
National Companies,
International Conglomerates,
C-Level, VPs

5. Everything in my life
disappeared...

7. @KimOrlesky
#KOSalesU

8. #KOsalesU

9. #KOsalesU
Fatal Error #1: I need LOTS of Leads
● You want QUALITY
over Quantity
● Spending more time
(and money) blogging,
running ads, and
“dialling for dollars”
can be a waste!

10. If Marketing is flirting,
Sales is dating

11. #KOsalesU
Get Your Online Conversation Offline Fast!
● Move quickly to create
an offline conversation
● High value cannot be
created through
low-quality
conversations
● Get the phone number
● Get the meeting

12. #KOsalesU
Fatal Error #2: Value is Inherently Earned
● Slow down the process
● Know the value of your
solution and ensure your
client is communicating they
understand their return on
investing with you
● People WANT to work with
those that will help, not those
who charge more

13. Would your client be willing to
pay for the experience created
in your sales call?

14. #KOsalesU
Fatal Error #3: All Meetings are Good Meetings
● Each client connection
should be delivered with
intention
● What is the purpose of
this meeting?
● Know where you are and
align that to where the
buyer is on their journey

15. #KOsalesU
● BANT: Budget,
Authority, Need, and
Timeline
● Investment NEVER cost
● What is the value to your
client in achieving their
goal?
Qualify Your Prospects - Then Qualify Again

16. A budget tells us what we
can’t afford, but it doesn’t
stop us from buying it.
- Willam Feather

17. #KOsalesU
Your Buyer is On Their Own Journey
● Respect the process
● Be WITH your
prospect, not ahead of
them
● You are a tour guide,
not pulling a cat on a
leash

18. #KOsalesU
The Buyer’s Journey
Aware
Aware of a Problem
Get them to agree
they have a
challenge, or that
the challenge is
within their future
Seek a Solution
Start the process of
sourcing possible
solutions that can
be performed
internally or
externally
Seek
Involve Others
Begin the process of
involving third
parties into the
discussion to find
the best solution
Collaborate
Challenge of Fit
Buyer looks
internally if the
solutions the third
parties are
presenting are as
good as they claim
Challenge
Purchase
Buyer has made a
decision based on
the best fit for their
organization. This is
either choosing a
solution internally or
picking the best third
party provider
Buy
Enjoy and Refer
Buyer is satisfied
with their decision
and is willing to
share their
experience with
others. If not, buyer
chooses to go
through the process
again.
Experience

19. The Sales Cycle & The Buyer’s Journey
Value Creation
Interest and consideration.
Open-ended questions. What would
a solution mean to the prospect?
How will they know? Why is that
important? How would that feel?
Lead Qualification
Engagement with suppliers.
BANT: Budget, Authority, Needs,
Timeline
What is the client’s goal?
Suspect & Prospect
Buyer (not) aware there’s a problem.
What is the INTENTION of your first
interaction? Get the meeting!
Proposal
Intent to buy. Know their needs will
be met with a solution.
Nothing new should be presented.
>80% certainty of a “yes”
Closing the Sale
Negotiate and purchase
“Are you ready TODAY?”
Give and Take negotiations
Follow-up & Referral
Experiencing the product.
Singing praises.
Ask for testimonials and referrals.
Build your tribe.

20. There’s no such thing
as
“a born salesperson”

21. #KOsalesU
Fatal Error #4: Talking More Than Listening
● Who knows your client
best?
● Questions show
understanding and allow
you to create a custom
solution WITH your
client
● No no wants to be SOLD
to

22. We have two ears and one
mouth so that we can listen
twice as often as we speak
Epictetus

23. #KOsalesU
Powerful Questions Lead to Powerful Answers
● Open-ended questions
give insights and force a
statement answer
● Closed-ended
questions are used
strategically for
confirmation
● Pull the discovery string

24. #KOsalesU
Less is More
● Why is that important?
● What would that mean?
● How would that (did
that) make you feel?
● What would your
business become when
you achieve that?

25. The person that asks
the questions owns
the conversations

26. #KOsalesU
Fatal Error #5: Assuming
● Don’t move right to
solving the problem until
you’ve uncovered the
problem WITH the client
● This process is new to the
prospect
● Don’t “think” you know
the answer, KNOW you
know

27. #KOsalesU
Who Else Are They Looking At?
● Don’t be afraid to ask
about other vendors the
customer could be looking
at
● They likely already are...
● Speak on the value of your
products and services

28. #KOsalesU
Fatal Error #6: Answering Objections
● Clarify the objection
before answering it
● What is the client
REALLY asking?
● Answer questions with
questions before
answering

29. #KOsalesU
Fatal Error #7: Proposals as Contracts
● Or Scopes of work, or
lengthy letters of
engagement, or the worst
novel ever!
● Proposals focus on:
● Goals
● Current vs Ideal state
● Timeline and investment

30. Destination vs. Transportation
● Focus on where you
are taking your clients,
not how you are going
to get there
● Right now sucks
● What we dream of is
blissful

31. #KOsalesU
The First Day of the Rest of Your Life...
● Your prospect has
gone on a journey with
you, and they WANT to
continue it
● Show them you care
● Believe in relationships
first

32. #KOsalesU
Fatal Error #8: “Logically, It Makes Sense”
● Behind every logical
business there’s an
illogical, irrational
person making
decisions
● People are personally
motivated

33. 95% purchase
decisions take place
subconsciously
Source: Harvard Business Review

34. #KOsalesU
● Emotional Intelligence is
how connected we are to
ourselves, other people
and their emotions
● Contributes HIGHER to a
person’s level of success
than IQ and technical skills
COMBINED
The Heart Knows What The Head Needs

35. People Buy On
Emotion And Justify
With Logic

36. #KOsalesU
Fatal Error #9: It’s Done Once the Contract is Signed
● Your clients are your
best advocates
● 30% of your new
revenue should be
attributed to previous
clients
● What is your follow up
strategy?

37. The True
Ending
● 100 Days Later still plugging
away
● Had more meetings with the
client
● Decision Maker has changed
● Still defining “Scope of Work”
instead of solving a solution

38. KO Sales U
● LIVE 90-minute courses being taught via Zoom
● Class size is LIMITED
● Weekly Q&A sessions
● Access to ALL content for one-year
● Weekly homework with instructor feedback
● Videos to review the highlights of each module
● 10-weeks of content delivered over 12-weeks.
Plenty of time to review and catch up, because
life happens
● Be a certified Sales Knockout!
● GUARANTEED Results!*

39. Take
Immediate
Action
● Get more information at
www.KimOrlesky.com
● Book a Free 20-Minute Sales
Strategy session with a
member of our team

40. You can have everything you want
in life if you just help enough other
people get what they want
- Zig Ziglar

41. What will you do today that
will have a significant
impact on your business?