The 4 D's approach
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The 4 D’s Approach Sunil Rao [email protected] Provided for non commercial use and education,not for reproduction,distribution or commercial use
description
Conventional Sales Techniques are designed for One time Sales.The Outcome is generally Win Lose
Transcript of The 4 D's approach
Provided for non commercial use and education,not for reproduction,distribution or commercial use
The 4 D’s ApproachSunil Rao
Provided for non commercial use and education,not for reproduction,distribution or commercial use
Conventional Sales TechniquesSales without ResearchStatic Selling Techniques.A NEED is never createdDesigned for One Time SaleWin - Lose Situation
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The 4 D’s ApproachDISCOVERDIAGNOSEDESIGNDELIVER
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The 4 D’s ApproachEnsures Market preparedness Creates a NEED A Perfect SolutionEnsures Customer DelightRepeat Business
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DISCOVER
Research and preparation. Prospecting and qualification with focused preparation, a
processTarget customer who has the highest probability of change.Create a solid foundationA long-term, profitable relationshipActively looking for reasons to disqualify a prospectPreparation of an engagement strategySome basic assumptions about the value that could be createdPosition as a competent, well versed organization
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DIAGNOSEProcess of ensuring customers fully comprehend inefficiencies
and performance gaps they are experiencingProcess of hyper qualification Detailed determination of extent and financial impact of
problems Maximize customers’ awareness of their dissatisfactionA well-executed diagnostic process Customers make the decision to change and buyA collaborative effort to showcase a comprehensive view of
their problemsPain is the accelerator
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DESIGNA collaborative, interactive effort Expectation Mapping to arrive at an optimal solution Comprehensive Understanding of RequirementsEstablish solution framework jointlyQuantifiable Business Values of the Solution
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DELIVERUltimate goal -maximize the customer’s awareness of the
value from SolutionPreparation & presentation of a formal proposal Customer’s official acceptance of the solution.Build CredibilityPerceive as DependableMaintain and Grow RelationshipExpectation Management
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To SummarizeThe “Discover’ process takes concentrated, patient and
focused efforts.The ‘Diagnose’ phase is probably the most important
where the Sales Manager and his team maps the customer well enough to FIND PAIN AREAS, details of which have to be pulled out by careful dealing with the Customer .
The ‘Design’ phase is one when the NEED gets created much to the satisfaction and EXPECTATION of the customer.
The ‘Delivery’ phase is a Partnership model designed to manage customer expectations
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Key BenefitsPOSITIVE OUTCOMESWIN - WIN SITUATIONSREDUCED SALES CYCLE TIMESENTHUSIASTIC SALES FORCEREPEAT AND VOLUME BUSINESSCUSTOMER RETENTION
