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Selling Business to Business Creating Value for Buyers The Changing face of Sales 23 rd  March, 2006 – Peter Lawless <ul><...
What Constitutes a Successful Company? <ul><li>Producing an excellent product or service. </li></ul><ul><li>Selling and Su...
Entrepreneurs Take Risks
Easy ways to have more Money! <ul><li>Get a raise. </li></ul><ul><li>Win it. </li></ul><ul><li>Inherit it. </li></ul><ul><...
What to do when it gets tough? <ul><li>Problems are  challenges </li></ul><ul><li>Challenges are  opportunities </li></ul>...
What  does  Success  mean to  YOU <ul><li>What will you OWN? </li></ul><ul><li>What will you DO? </li></ul><ul><li>Who wil...
What happens if you Don’t? <ul><li>No big deal </li></ul><ul><ul><li>You didn’t want that house! </li></ul></ul><ul><ul><l...
Set Personal Goals <ul><li>Understand why you MUST achieve your Goal </li></ul><ul><li>Commit to MASSIVE action </li></ul>...
But, why bother with Goals? <ul><li>Setting a Goal and taking massive action, is more important than achieving your goal <...
7 Forms of Intelligence <ul><li>Mathematical  </li></ul><ul><li>Linguistic  </li></ul><ul><li>Artistic  </li></ul><ul><li>...
The 5 Key Success Factors <ul><li>Increasing Leads </li></ul><ul><li>Converting Leads to Sales </li></ul><ul><li>Lifetime ...
Lead Generation (Prospecting) <ul><li>Commonly known as Marketing </li></ul><ul><li>A lead can be defined as follows; </li...
Converting Leads to Sales <ul><li>What problem or desire does the product address? </li></ul><ul><li>What does addressing ...
Increasing Lifetime Value <ul><li>Excellent Service & Support </li></ul><ul><li>CRM processes </li></ul><ul><ul><li>Custom...
Increasing margin (reduce costs) <ul><li>Margin = Selling Price – Cost </li></ul><ul><li>2 ways to increase Margin </li></...
Protect Profit and Increase Wealth <ul><li>Financial </li></ul><ul><ul><li>Maintain cash flow at optimum cost  </li></ul><...
Influencing the Success Factors <ul><li>A 10% increase in any one factor would yield </li></ul><ul><ul><ul><li>€ 1,000  mo...
Influencing the Wealth Factors <ul><li>New Business can implement strategic plans for continuous monitoring and improvemen...
We will now focus on just 2? <ul><li>Marketing - Providing a constant flow of quality leads. </li></ul><ul><li>Sales – Con...
Lead Generation - ADSPORT <ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul>...
Tactic 1 - Advertising <ul><li>Classic Advertising </li></ul><ul><ul><li>Print, TV, and Radio </li></ul></ul><ul><li>New W...
Tactic 2 – Direct Marketing <ul><li>Hard Copy </li></ul><ul><ul><li>Letter, Flyers, postcards, newsletters </li></ul></ul>...
Tactic 3 – Speaking <ul><li>Company Run Seminars </li></ul><ul><li>Audio Tapes/CDs </li></ul><ul><li>Training </li></ul><u...
Tactic 4 – Publishing <ul><li>Media Interviews in Print </li></ul><ul><li>Web Articles </li></ul><ul><li>Press Releases </...
Tactic 5 – Online <ul><li>Web Presence </li></ul><ul><li>Marketing and Sales Tool </li></ul><ul><li>What should it achieve...
Tactic 6 – Referrals <ul><li>The Ultimate Lead Generation Tool </li></ul><ul><li>Commonly known as “Word of Mouth” </li></...
Tactic 7 – Telephone <ul><li>Outbound </li></ul><ul><ul><li>Cold calling (never) </li></ul></ul><ul><ul><li>Telemarketing ...
We will now focus on just 2? <ul><li>Marketing - Providing a constant flow of quality leads. </li></ul><ul><li>Sales – Con...
Converting Leads to Sales <ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul>...
Sellers sell forward! <ul><li>Close date key in all sales pipelines. </li></ul><ul><li>Close Date = Contract Signature. </...
Buyers Buy Backwards! <ul><li>When do I get Ownership? </li></ul><ul><li>How do I get there? </li></ul><ul><li>Is the road...
The Contract = Partnership! <ul><li>Focus on when the customer gets value! </li></ul><ul><li>The contract is just one step...
Definition of the 3Rs <ul><li>Solution Payback is expressed in terms of at least one of the following: </li></ul><ul><ul><...
Converting Leads to Sales <ul><li>What problem or desire does the product address? </li></ul><ul><li>What does addressing ...
Sales Cycle 1 – Identifying – 10% <ul><li>Solution payback mapped to 3Rs </li></ul><ul><li>Champion Identified </li></ul><...
Sales Cycle 2 – Valuing – 25% <ul><li>Champion Visualizes 3R payback with timescale </li></ul><ul><li>Agreement to meet De...
Sales Cycle 3 – Qualifying – 50% <ul><li>Decision maker confirms 3R payback </li></ul><ul><li>Evaluation criteria and plan...
Sales Cycle 4 – Negotiating – 75% <ul><li>Evaluation criteria met or exceeded </li></ul><ul><li>Verbal agreement from DM <...
Converting Leads to Sales <ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul>...
The 3 Parts of a Sales Call <ul><li>Opening </li></ul><ul><li>Ask Power Questions </li></ul><ul><li>Conclusion </li></ul><...
Opening the meeting <ul><li>Smile, as though you really mean it! </li></ul><ul><li>Thank them for their time </li></ul><ul...
Power Questions <ul><li>So what made you want to see me? </li></ul><ul><li>What [offer related] issues are you having righ...
Closing the Call <ul><li>Summarise all the issues they have </li></ul><ul><li>Agree a value on solving their issues </li><...
Always start at the top <ul><li>Power flows down from the top </li></ul><ul><li>Swimming up the Waterfall is difficult </l...
Success at Persuasion <ul><li>Ask; </li></ul><ul><ul><li>The right Person </li></ul></ul><ul><ul><li>AT the right Time </l...
Planned Networking <ul><li>The more people you meet, the more people who can buy or recommend your offering </li></ul><ul>...
What Meetings to attend <ul><li>Where do your prospects hang out? </li></ul><ul><li>Where do your influencers go? </li></u...
You  CAN  do anything <ul><li>The Harder you prepare the luckier you seem to get </li></ul><ul><ul><li>Doug Collins, Chica...
“ You become What you Think About” Buddah – Circa 500BC
Start your  Success  Plan  Today <ul><li>Write down your  goals </li></ul><ul><li>Create your  powerful questions </li></u...
www.3r.ie Subscribe to:   Free Monthly Newsletter Free Sales & Marketing    Book Your: Assessment with Your  Customised Re...
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Selling Business To Business - Enterpreneurship Program

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Produce an excellent product or service, sell and support what you produce and have great, motivated people.

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Transcript of "Selling Business To Business - Enterpreneurship Program "

  1. 1. Selling Business to Business Creating Value for Buyers The Changing face of Sales 23 rd March, 2006 – Peter Lawless <ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>
  2. 2. What Constitutes a Successful Company? <ul><li>Producing an excellent product or service. </li></ul><ul><li>Selling and Supporting what they produce. </li></ul><ul><li>Having Great, Motivated People </li></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>
  3. 3. Entrepreneurs Take Risks
  4. 4. Easy ways to have more Money! <ul><li>Get a raise. </li></ul><ul><li>Win it. </li></ul><ul><li>Inherit it. </li></ul><ul><li>Sell more! </li></ul>
  5. 5. What to do when it gets tough? <ul><li>Problems are challenges </li></ul><ul><li>Challenges are opportunities </li></ul><ul><li>Opportunities reward those who take action! </li></ul>
  6. 6. What does Success mean to YOU <ul><li>What will you OWN? </li></ul><ul><li>What will you DO? </li></ul><ul><li>Who will you Share it with? </li></ul>
  7. 7. What happens if you Don’t? <ul><li>No big deal </li></ul><ul><ul><li>You didn’t want that house! </li></ul></ul><ul><ul><li>You’re glad your spouse left you! </li></ul></ul><ul><ul><li>Who wants an Aston Martin anyway </li></ul></ul><ul><ul><li>And besides, you hate the Caribbean! </li></ul></ul>???
  8. 8. Set Personal Goals <ul><li>Understand why you MUST achieve your Goal </li></ul><ul><li>Commit to MASSIVE action </li></ul><ul><li>Determine a course of Action – A PLAN </li></ul><ul><li>Monitor and Adjust Plan continuously </li></ul>
  9. 9. But, why bother with Goals? <ul><li>Setting a Goal and taking massive action, is more important than achieving your goal </li></ul><ul><li>Setting the Goal helps us achieve focus on what is important. </li></ul><ul><li>Consistency of Purpose is key! </li></ul>
  10. 10. 7 Forms of Intelligence <ul><li>Mathematical </li></ul><ul><li>Linguistic </li></ul><ul><li>Artistic </li></ul><ul><li>Musical </li></ul><ul><li>Sporting </li></ul><ul><li>Social/Emotional </li></ul><ul><li>Self-Awareness </li></ul>
  11. 11. The 5 Key Success Factors <ul><li>Increasing Leads </li></ul><ul><li>Converting Leads to Sales </li></ul><ul><li>Lifetime Customer Value (annualised) </li></ul><ul><li>Operating Costs (Margin) </li></ul><ul><li>Reinvesting Profit to foster innovation </li></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>
  12. 12. Lead Generation (Prospecting) <ul><li>Commonly known as Marketing </li></ul><ul><li>A lead can be defined as follows; </li></ul><ul><ul><li>A person or company that has expressed an interest in you or your product </li></ul></ul><ul><ul><li>This could be either as a result of: </li></ul></ul><ul><ul><ul><li>You contacting them - outbound </li></ul></ul></ul><ul><ul><ul><li>Or them contacting you - inbound </li></ul></ul></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>
  13. 13. Converting Leads to Sales <ul><li>What problem or desire does the product address? </li></ul><ul><li>What does addressing that issue enable the purchaser to do? </li></ul><ul><li>Can the buyer assign a value to that new capability? </li></ul><ul><li>When ideally do they need this by? </li></ul><ul><li>What is the cost of doing nothing? </li></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>
  14. 14. Increasing Lifetime Value <ul><li>Excellent Service & Support </li></ul><ul><li>CRM processes </li></ul><ul><ul><li>Customer Relationship Management </li></ul></ul><ul><ul><li>Multiple transactions – Cross sell </li></ul></ul><ul><ul><li>Similar experience across Channels </li></ul></ul><ul><ul><li>Easy for customers to buy </li></ul></ul><ul><li>Brand Recognition & Value </li></ul><ul><li>Customer Loyalty </li></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>
  15. 15. Increasing margin (reduce costs) <ul><li>Margin = Selling Price – Cost </li></ul><ul><li>2 ways to increase Margin </li></ul><ul><ul><li>Increase Selling Price </li></ul></ul><ul><ul><li>Reduce Cost of Production and Sales </li></ul></ul><ul><li>Costs consist of two variables </li></ul><ul><ul><li>Fixed – constant regardless of production volume </li></ul></ul><ul><ul><li>Variable - relating to volume and sales </li></ul></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>
  16. 16. Protect Profit and Increase Wealth <ul><li>Financial </li></ul><ul><ul><li>Maintain cash flow at optimum cost </li></ul></ul><ul><ul><li>Reinvest Profits – Strategic Planning </li></ul></ul><ul><ul><ul><li>R&D – Innovation and diversification </li></ul></ul></ul><ul><ul><ul><li>Increase production and sales capacity </li></ul></ul></ul><ul><li>Legal </li></ul><ul><ul><li>Protect Intellectual Property </li></ul></ul><ul><ul><li>Mitigate against contrary Conditions </li></ul></ul><ul><li>HR </li></ul><ul><ul><li>People are your most vital asset </li></ul></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>
  17. 17. Influencing the Success Factors <ul><li>A 10% increase in any one factor would yield </li></ul><ul><ul><ul><li>€ 1,000 more profit. </li></ul></ul></ul><ul><li>Do Companies Capitalise on this? </li></ul><ul><li>Which factors Should You influence? </li></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>
  18. 18. Influencing the Wealth Factors <ul><li>New Business can implement strategic plans for continuous monitoring and improvement of all 5 wealth factors </li></ul><ul><li>Existing business should choose at least 2 to start with and work up to having a plan for all 5 </li></ul><ul><ul><li>Key challenges are to change existing cultures </li></ul></ul><ul><ul><li>Increasing sales alone is not always the answer – especially if each sale loses money! </li></ul></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>
  19. 19. We will now focus on just 2? <ul><li>Marketing - Providing a constant flow of quality leads. </li></ul><ul><li>Sales – Converting the leads into customers, in the shortest time, with a maximum lifetime value. </li></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>
  20. 20. Lead Generation - ADSPORT <ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>Lead Generation's Secret Seven (ADSPORT) Advertising Direct Mail Speaking Publishing Online Referral Telephone
  21. 21. Tactic 1 - Advertising <ul><li>Classic Advertising </li></ul><ul><ul><li>Print, TV, and Radio </li></ul></ul><ul><li>New Wave </li></ul><ul><ul><li>Google, Viral, Banner </li></ul></ul><ul><li>Innovative </li></ul><ul><ul><li>Luas Tickets, Space Shuttle, Taxi </li></ul></ul><ul><li>All Advertising MUST have a “Call-to-Action” </li></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>
  22. 22. Tactic 2 – Direct Marketing <ul><li>Hard Copy </li></ul><ul><ul><li>Letter, Flyers, postcards, newsletters </li></ul></ul><ul><li>Electronic </li></ul><ul><ul><li>eZines, Fax, Text, Newsreader </li></ul></ul><ul><li>Innovative </li></ul><ul><ul><li>Creative way of delivering targeted message to decision maker </li></ul></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>
  23. 23. Tactic 3 – Speaking <ul><li>Company Run Seminars </li></ul><ul><li>Audio Tapes/CDs </li></ul><ul><li>Training </li></ul><ul><li>Media Interviews (TV, radio) </li></ul><ul><li>Guest Speaker </li></ul><ul><li>Excellent 1 to Many medium </li></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>
  24. 24. Tactic 4 – Publishing <ul><li>Media Interviews in Print </li></ul><ul><li>Web Articles </li></ul><ul><li>Press Releases </li></ul><ul><li>White Papers </li></ul><ul><li>eBooks </li></ul><ul><li>Books </li></ul><ul><ul><li>“ let me introduce you to the guy who wrote the book”! </li></ul></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>
  25. 25. Tactic 5 – Online <ul><li>Web Presence </li></ul><ul><li>Marketing and Sales Tool </li></ul><ul><li>What should it achieve? </li></ul><ul><ul><li>Sign up for newsletter </li></ul></ul><ul><ul><li>Avail of Consultation </li></ul></ul><ul><ul><li>Buy Product </li></ul></ul><ul><ul><li>Inform your prospects </li></ul></ul><ul><li>Can it be seen </li></ul><ul><ul><li>SEO, Page ranking, Blogs, etc </li></ul></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>
  26. 26. Tactic 6 – Referrals <ul><li>The Ultimate Lead Generation Tool </li></ul><ul><li>Commonly known as “Word of Mouth” </li></ul><ul><li>Have a Strategy </li></ul><ul><ul><li>Always ask </li></ul></ul><ul><ul><li>Make it easy </li></ul></ul><ul><ul><li>Reward Referrers </li></ul></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>
  27. 27. Tactic 7 – Telephone <ul><li>Outbound </li></ul><ul><ul><li>Cold calling (never) </li></ul></ul><ul><ul><li>Telemarketing agency </li></ul></ul><ul><li>Inbound </li></ul><ul><ul><li>Scripts </li></ul></ul><ul><ul><li>Interactive Call to Action </li></ul></ul><ul><ul><li>Don’t Sell – set appointment </li></ul></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>
  28. 28. We will now focus on just 2? <ul><li>Marketing - Providing a constant flow of quality leads. </li></ul><ul><li>Sales – Converting the leads into customers, in the shortest time, with a maximum lifetime value. </li></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>
  29. 29. Converting Leads to Sales <ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>Prospects Customers Identifying – 10% Valuing – 25% Qualifying – 50% Negotiating – 75% Implementing / Supporting Lead Generation A good sales process ensures best sales practices get repeated
  30. 30. Sellers sell forward! <ul><li>Close date key in all sales pipelines. </li></ul><ul><li>Close Date = Contract Signature. </li></ul><ul><li>After the close - someone else delivers! </li></ul>Do you have a special pen for contract signatures?
  31. 31. Buyers Buy Backwards! <ul><li>When do I get Ownership? </li></ul><ul><li>How do I get there? </li></ul><ul><li>Is the roadmap to value clearly defined? </li></ul>What will this purchase enable me to do & When?
  32. 32. The Contract = Partnership! <ul><li>Focus on when the customer gets value! </li></ul><ul><li>The contract is just one step in a joint journey! </li></ul><ul><li>A Foundation for Trust. </li></ul>It is 5 times easier to sell to existing customers? You lift me up, and I’ll bring it over
  33. 33. Definition of the 3Rs <ul><li>Solution Payback is expressed in terms of at least one of the following: </li></ul><ul><ul><li>R evenue Growth </li></ul></ul><ul><ul><li>R eduction in costs </li></ul></ul><ul><ul><li>R egulatory Requirements </li></ul></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>
  34. 34. Converting Leads to Sales <ul><li>What problem or desire does the product address? </li></ul><ul><li>What does addressing that issue enable the purchaser to do? </li></ul><ul><li>Can the buyer assign a value to that new capability? </li></ul><ul><li>When ideally do they need this by? </li></ul><ul><li>What is the cost of doing nothing? </li></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>
  35. 35. Sales Cycle 1 – Identifying – 10% <ul><li>Solution payback mapped to 3Rs </li></ul><ul><li>Champion Identified </li></ul><ul><li>Timeline to Purchase agreed </li></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>
  36. 36. Sales Cycle 2 – Valuing – 25% <ul><li>Champion Visualizes 3R payback with timescale </li></ul><ul><li>Agreement to meet Decision Maker/s </li></ul><ul><li>3R Stakeholders Identified </li></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>
  37. 37. Sales Cycle 3 – Qualifying – 50% <ul><li>Decision maker confirms 3R payback </li></ul><ul><li>Evaluation criteria and plan agreed </li></ul><ul><li>Method of Finance agreed </li></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>
  38. 38. Sales Cycle 4 – Negotiating – 75% <ul><li>Evaluation criteria met or exceeded </li></ul><ul><li>Verbal agreement from DM </li></ul><ul><li>Contracts with Legal and Purchasing </li></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>
  39. 39. Converting Leads to Sales <ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>
  40. 40. The 3 Parts of a Sales Call <ul><li>Opening </li></ul><ul><li>Ask Power Questions </li></ul><ul><li>Conclusion </li></ul><ul><ul><li>15 minutes from the end </li></ul></ul>
  41. 41. Opening the meeting <ul><li>Smile, as though you really mean it! </li></ul><ul><li>Thank them for their time </li></ul><ul><li>Ask them how long they Have </li></ul>
  42. 42. Power Questions <ul><li>So what made you want to see me? </li></ul><ul><li>What [offer related] issues are you having right now </li></ul><ul><li>Listen to the answers (don’t be planning your next question!) </li></ul>
  43. 43. Closing the Call <ul><li>Summarise all the issues they have </li></ul><ul><li>Agree a value on solving their issues </li></ul><ul><li>Confirm the decision process </li></ul><ul><li>Agree an action plan </li></ul><ul><li>Set the date of the next meeting </li></ul>
  44. 44. Always start at the top <ul><li>Power flows down from the top </li></ul><ul><li>Swimming up the Waterfall is difficult </li></ul><ul><li>People generally want to Please their Boss </li></ul>
  45. 45. Success at Persuasion <ul><li>Ask; </li></ul><ul><ul><li>The right Person </li></ul></ul><ul><ul><li>AT the right Time </li></ul></ul><ul><ul><li>The right Questions </li></ul></ul><ul><li>Listen, then have; </li></ul><ul><ul><li>The right Answers </li></ul></ul><ul><ul><li>IN the right Way </li></ul></ul><ul><ul><li>With The right Evidence </li></ul></ul><ul><li>At all times have a great Attitude </li></ul>
  46. 46. Planned Networking <ul><li>The more people you meet, the more people who can buy or recommend your offering </li></ul><ul><li>Attend 4 events per month </li></ul><ul><li>Meet 3 people at each </li></ul><ul><li>That’s 144 new contacts </li></ul>
  47. 47. What Meetings to attend <ul><li>Where do your prospects hang out? </li></ul><ul><li>Where do your influencers go? </li></ul><ul><li>What events do your partners frequent? </li></ul>
  48. 48. You CAN do anything <ul><li>The Harder you prepare the luckier you seem to get </li></ul><ul><ul><li>Doug Collins, Chicago Bulls Coach, about Michael Jordan </li></ul></ul>
  49. 49. “ You become What you Think About” Buddah – Circa 500BC
  50. 50. Start your Success Plan Today <ul><li>Write down your goals </li></ul><ul><li>Create your powerful questions </li></ul><ul><li>Plan your Networking Schedule </li></ul><ul><li>M aintain M omentum </li></ul>
  51. 51. www.3r.ie Subscribe to: Free Monthly Newsletter Free Sales & Marketing Book Your: Assessment with Your Customised Report <ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>
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