Memex Sales Model Qualification Demo Preparation Project Team Demonstration Order Budget Dollars?...

Memex Sales Model

QualificationDemo

Preparation

Project TeamDemonstration Order

Budget Dollars?

Need?

Authorized Project?

Willingness to Proceed?

Products Manufactured?

Annual Revenues?

# of Employee's?

Early Adopter – Innovator?

Goals?

Room for Improvement?

OEE, Current System?

Capacity maximized?

Agreement to Advance?

ProcessDefinition andAgreement

Decision Makers Known?

Financing / Funding?

Timeline Each Step?

Formal Reqmt's List?

Budget Process?

Evaluation Criteria?

Each Step Defined?

Process in Place?

Commitment to Process

Recap / ReviewIndividual BusinessIssues

Create Forms/Reports

Develop Materials

Load Sample Data

Sample data/reports,etc.

Plant Walk-through

Confirm Attendee's

Confirm Logistics

Create Agenda

Validate Requirements

Prospect Survey

Agreement to Advance

Demonstrate Capabilityto Needs Determined inNeed/Payoff Analysis

Obtain Commitment thatIssue is Resolved


Follow-up With EachAttendee and EachDecision Maker toIdentify Open Issues

Develop Resolutionto Each Issue

Obtain Commitmentthat Issue is Resolved


Complete BookingPackage

Complete TurnoverDocumentation

Situation Questions

Questions should leadyou to following problemquestions

Ask questions from theProspect BusinessProfile

Ask questions to gaininsightful information that willhelp you strategize the salesprocess for this account

Problem Questions

"What Problems are You Trying to Address?"

Address Issues Specified in the Situation

Analysis.

Find Implied Needs

Implication QuestionsImplications of Problems Specified in ProblemAnalysis.

Continue Implication Questions to Exacerbate the

Implications.

Gain Agreement to Advance.

Need - Payback Questions

Determine What Happens if Problem/Implication isnot Solved.

SET THE CRITERIA (Cycle Back to Process

Definition if Necessary).

Make Implied Needs Explicit

ImplementationPlanningMeeting /

References

Deliver theSolution/BeginTransition toCustomer

Review and ConfirmApproval Process

Review Need – PayoffImplications tied toExplicit Needs

Confirm FinancingPlans

Review Potential Non-Standard Terms andPricing with Sales

Manager

Review Final ContractsBefore Presentation toProspect

D e

l i v

e r

y /

T r

a n

s i

t i o

n

P

h a

s

e

Obtain FinalCommitment toPurchase (negotiate)

Need –Payoff

Questions

ImplicationQuestions

ProblemQuestions

SituationQuestions

D

I s

c

o

v e

r

y

P

h a

s

e

Comfort /Validation

Confirm number ofusers, requiredservices, additionalinterfaces or uniquecontract requirements

Present SampleContracts

Purchasing Process

Review DecisionCriteria andOutstanding Issues

Review andConfirm Need –Payoff Findings

Create Final Contracts

Closing

Request List of Issuesand Questions fromProspect for the

Reference

Coach Prospect

Prepare Reference forProspect Call / Visit

Conduct Reference Visit

Proposal /Cost

Justification

Collect Implementation Issues

Conduct ImplementationPlanning Meeting


Present FinalContract

Conduct TurnoverMeetingCreate Cost

Justification tied toExplicit Needs

Present CostJustification ROI

Present Final Quotation


Collect SignedContract and Check

Complete Prospect Profile

Machine List

Executive Meeting




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Webinar

Timeline?

Competing Projects?

Business Pain?

Utilization Tracking or MES?

ERP?

Budgetary Quotation

ROI Analysis Confirmed?

Confirmed

ROI & Payback makes sense, agreed.

Champion confirmed?

Competition?

Memex Sales Model Qualification Demo Preparation Project Team Demonstration Order Budget Dollars?...

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