Selling Smarter –  Why the Right Questions Matter Featuring: Barry Rhein, CEO, Barry Rhein & Associates
Safe Harbor Statement <ul><li>“ Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This pr...
About Your Guest <ul><li>About Barry </li></ul><ul><ul><li>Founded Barry Rhein and Associates in 1985, a sales training an...
<ul><li>“ Barry has transformed how we sell here at Salesforce.com.  We have the ability to hire any sales training progra...
<ul><li>“ As Salesforce.com’s #1 sales rep worldwide I have been through lots of different sales and methodology trainings...
What I am aware of What I don’t  know What I do  know 3 1 4 2 What I am not aware of Sales Excellence
In Sales, what does it cost not to know? <ul><li>Too much time spent working the wrong deals. </li></ul><ul><li>Lost order...
 
<ul><li>How do your listening and questioning skills compare to the world’s most successful in sales? </li></ul>
<ul><li>What if there were questions that if you knew, would allow you and your sales organization to sell more in less ti...
<ul><li>What if you found out there was a lot easier way to ask questions and uncover true customer needs? </li></ul>
<ul><li>What if, in the next few minutes, you could learn some new skills that could profoundly change how you sell and ma...
Part One   <ul><li>Barry will read a conversation with a customer. </li></ul><ul><li>Take notes as if you were on a sales ...
What makes up the “right” questions?   <ul><li>Open-ended in nature.  Avoid Closed-ended questions. </li></ul><ul><li>Gets...
Let’s see how your questions compare?
When does asking the right questions matter?   <ul><ul><li>Prospecting </li></ul></ul><ul><ul><li>Qualification </li></ul>...
The Perfect Combination  <ul><ul><li>The Right Questioning Process and Methodology. </li></ul></ul><ul><ul><ul><li>Open-En...
Joint Customer Success <ul><ul><li>“ We looked at all the options out there and in my mind, there is only one real choice ...
Thank You Questions and Answer Special Gift For You! <ul><li>Free Barry Rhein White Paper: </li></ul><ul><li>“ 15 Sure-fir...
Session Feedback Let us know how we’re doing! <ul><li>Please score the session from 5 to 1 (5=excellent,1=needs improvemen...
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S D M103 Cismoski 091707

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  • S D M103 Cismoski 091707

    1. 1. Selling Smarter – Why the Right Questions Matter Featuring: Barry Rhein, CEO, Barry Rhein & Associates
    2. 2. Safe Harbor Statement <ul><li>“ Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements including but not limited to statements concerning the potential market for our existing service offerings and future offerings. All of our forward looking statements involve risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions proves incorrect, our results could differ materially from the results expressed or implied by the forward-looking statements we make. </li></ul><ul><li>The risks and uncertainties referred to above include - but are not limited to - risks associated with possible fluctuations in our operating results and cash flows, rate of growth and anticipated revenue run rate, errors, interruptions or delays in our service or our Web hosting, our new business model, our history of operating losses, the possibility that we will not remain profitable, breach of our security measures, the emerging market in which we operate, our relatively limited operating history, our ability to hire, retain and motivate our employees and manage our growth, competition, our ability to continue to release and gain customer acceptance of new and improved versions of our service, customer and partner acceptance of the AppExchange, successful customer deployment and utilization of our services, unanticipated changes in our effective tax rate, fluctuations in the number of shares outstanding, the price of such shares, foreign currency exchange rates and interest rates. </li></ul><ul><li>Further information on these and other factors that could affect our financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time. These documents are available on the SEC Filings section of the Investor Information section of our website at www.salesforce.com/investor . Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law. </li></ul>
    3. 3. About Your Guest <ul><li>About Barry </li></ul><ul><ul><li>Founded Barry Rhein and Associates in 1985, a sales training and consulting organization with the belief the sales training must obtain immediate short term and substantial long term sales results. </li></ul></ul><ul><ul><li>Trained tens of thousands of salespeople worldwide. </li></ul></ul><ul><ul><li>Salesforce.com has standardized on Barry’s sales skills workshops and rolled out his “Selling Through Curiosity” workshops worldwide. </li></ul></ul>
    4. 4. <ul><li>“ Barry has transformed how we sell here at Salesforce.com. We have the ability to hire any sales training program in the marketplace. There is only one that we know of that can materially impact a company's sales results immediately and long term. To me, nothing is more important than sales execution. If you want quantifiable sales results, Barry is the only choice!” </li></ul><ul><li>Jim Steele, President Worldwide Sales and </li></ul><ul><li>Distribution salesforce.com </li></ul>
    5. 5. <ul><li>“ As Salesforce.com’s #1 sales rep worldwide I have been through lots of different sales and methodology trainings.   Barry is NOT another sales methodology training.  Barry will provide your entire sales team with the ability to close more business quicker while maintaining your margins.” </li></ul><ul><li>Joe Williams </li></ul><ul><li>#1 Sales Rep Worldwide, Salesforce.com </li></ul>
    6. 6. What I am aware of What I don’t know What I do know 3 1 4 2 What I am not aware of Sales Excellence
    7. 7. In Sales, what does it cost not to know? <ul><li>Too much time spent working the wrong deals. </li></ul><ul><li>Lost orders. </li></ul><ul><li>Inaccurate forecasts. </li></ul><ul><li>Too much discounting. </li></ul><ul><li>Elongated sales cycles. </li></ul><ul><li>Not achieving the success that we want for our organization. </li></ul>
    8. 9. <ul><li>How do your listening and questioning skills compare to the world’s most successful in sales? </li></ul>
    9. 10. <ul><li>What if there were questions that if you knew, would allow you and your sales organization to sell more in less time with less frustration? </li></ul>
    10. 11. <ul><li>What if you found out there was a lot easier way to ask questions and uncover true customer needs? </li></ul>
    11. 12. <ul><li>What if, in the next few minutes, you could learn some new skills that could profoundly change how you sell and manage your people? </li></ul>
    12. 13. Part One <ul><li>Barry will read a conversation with a customer. </li></ul><ul><li>Take notes as if you were on a sales call. </li></ul><ul><li>No right or wrong. </li></ul>Part Two <ul><li>Make a list of all the open-ended questions that you would want to ask if it were your turn to ask questions. </li></ul><ul><li>Then we will compare your questions to the world’s most successful sales people and how they ask questions.. </li></ul>
    13. 14. What makes up the “right” questions? <ul><li>Open-ended in nature. Avoid Closed-ended questions. </li></ul><ul><li>Gets the customer to start talk about what is important to them. </li></ul><ul><li>Allows us to identify and clarify “points of view”. </li></ul><ul><li>Helps us uncover true customer needs without making assumptions. </li></ul><ul><li>Short layering questions are best. Best for curiosity. </li></ul>
    14. 15. Let’s see how your questions compare?
    15. 16. When does asking the right questions matter? <ul><ul><li>Prospecting </li></ul></ul><ul><ul><li>Qualification </li></ul></ul><ul><ul><li>Creating Customized Value For Presentations and Demonstrations </li></ul></ul><ul><ul><li>During Presentations and Demonstrations </li></ul></ul><ul><ul><li>Objection Handling </li></ul></ul><ul><ul><li>Negotiating </li></ul></ul><ul><ul><li>Closing </li></ul></ul><ul><ul><li>Post Sale Customer Service </li></ul></ul>
    16. 17. The Perfect Combination <ul><ul><li>The Right Questioning Process and Methodology. </li></ul></ul><ul><ul><ul><li>Open-Ended Approach </li></ul></ul></ul><ul><ul><ul><li>Being Genuinely Curious </li></ul></ul></ul><ul><ul><li>Tools that support your sales reps and presales reps to help them ask the right questions. </li></ul></ul><ul><ul><ul><li>Customized “Customer Qualification Questionnaire” </li></ul></ul></ul><ul><ul><ul><li>Multiple open-ended options for each qualification category </li></ul></ul></ul><ul><ul><li>The right technology that is easily customizable, intuitive to use, and supports your business process. </li></ul></ul><ul><ul><ul><li>salesforce.com </li></ul></ul></ul><ul><ul><ul><ul><li>Easily adapts to your business. </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Allows you to easily manage the business. </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Customizable to any questioning methodology. </li></ul></ul></ul></ul>
    17. 18. Joint Customer Success <ul><ul><li>“ We looked at all the options out there and in my mind, there is only one real choice for CRM and that is Salesforce.com. We bought them because they are the easiest to use, and their technology is such that they can grow with our business no matter how we grow. I had some pretty aggressive goals with revenue and that’s why we selected Barry Rhein’s “Selling Through Curiosity” workshops. We have seen immediate results and having the ability for Salesforce.com to adapt to Barry’s program was priceless.” </li></ul></ul><ul><ul><li>- Philip Peterson, VP of WW Sales, Xactly Corporation </li></ul></ul>
    18. 19. Thank You Questions and Answer Special Gift For You! <ul><li>Free Barry Rhein White Paper: </li></ul><ul><li>“ 15 Sure-fire ways to qualify any prospect” go to www.barryrhein.com </li></ul><ul><li>If you are (or want to refer) a VP of Sales or Sales Manager , managing sales people you can receive a complimentary gift pass ($2,500.00 value) to one of Barry’s 2007 3-day “Selling Through Curiosity” workshops. If you are interested place a business card in the back of the room and we will email your complimentary pass. </li></ul>
    19. 20. Session Feedback Let us know how we’re doing! <ul><li>Please score the session from 5 to 1 (5=excellent,1=needs improvement) in the following categories: </li></ul><ul><ul><li>Overall rating of the session </li></ul></ul><ul><ul><li>Quality of content </li></ul></ul><ul><ul><li>Strength of presentation delivery </li></ul></ul><ul><ul><li>Relevance of the session to your organization </li></ul></ul>We strive to improve, t hank you for filling out our survey. <ul><li>Additionally, please score each individual speaker on: </li></ul><ul><ul><li>Overall delivery of session </li></ul></ul>

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