Agenda
1. Professional Selling
2. The Sales Call
3. The Sales Model
2
2009
The year of the COO
Big ideas
Projects
Teams
Employee engagement
Budgets
The year of the CFO
Measurable results
Execution
Costs
Staff
ROI
2012
3
It just got easier
The money is all in one place
It is easy to liberate
Decisions are quick
There is a new problem
I’m not worthy
4
The Golden Bullet
5
The Sales Paradigms
Right V Reasonable
Sales People are Born
Great ideas and products sell themselves
My product has a long sales cycle
With a little bit of luck…..
People Like me, people buy from people they like
6
The Well of Despair
REJECTION
DENIAL
BLAME
DESPAIR
OWNERSHIP
PLANNING
EXECUTION
PERFORMANCE
7
Whether you think you can or you think you can’t …….. You are PROBABLY RIGHT!
Henry Ford
8
The Alarming Truth
9 You get what you deserve
10
Selling fomula
ACTIVITY X FOCUS X SKILLS
X COURAGE X LUCK = RESULT
ALERT Selling – The sales Call
The secret of selling
Be Brilliant
The customer wants you to be great
Most people are boring
Customers like to talk
Know why you are meeting
Ask for the business
13
The Opening -Agenda
Why are you there?
What do you want?
What should happen
Their Role
NEVER……………..
14
Listen to your customer
What?
Where?
How?
Why?
When?
Start with a big question
15
Features don’t matter!
16
Business Challenges – Common Pains
Weak Business
Funnel Long sales
Cycles
Scheduling
inefficiencies
Poor Sales
Skills
Increase
revenues
Poor Sales
Performance
Cash Burn
Decrease
costs Increase
productivity
Weak business
undermines
credibility
Low customer
satisfaction
17
Where should we be?
Productivity
Profitability
Customer Intimacy
Cost Management
18
SOLUTION
COMPETITION
ORIGINALITY
TIMESCALES
SIZE
MONEY
AUTHORITY
NEED
Prospect Qualification - Evaluate
Statement of
Work
Discovery
Gain
Access
Return on Investment
Letter of Intent
Proposal
Contract
Invoice
Business
Evaluation
Technical
Evaluation
20
Transaction
Summarize
Never say summary
The key message
Ask for something
Enjoy the Moment
21
Sales Process
Agenda
Listen
Explore/Examine/Evaluate
ROI
Transaction
22
The Sales Model
Life is change. Growth is optional.
Sales minimum standards
Every account must have an account plan
Every opportunity we want to win will be reviewed weekly.
Operations and Marketing contribute.
Every account must be exposed to the entirety of the business
Lose the deal you didn’t deserve it - do the work
If you are not needed get out of the way
Where will we play?
Specific Desirable Markets
Named and Targeted Accounts
Wafer, chunk, lump, lot
Extending our core capability
Infill sales to drive up utilization
What will we sell?
One Vision
Business Outcomes
Predictability
Road map
Collaboration
Continuous Improvement
Hygiene Factors
• Professionalism
• Prudence
• Courage
• Proactivity
• Do the right thing
• No Graffiti
• Ask for the Business
• Be a leader
Thank you
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