The science of selling

The Science of Selling Neil Ryland

About me Sales – love selling! Keen sportsman - rugby Re-born technology enthusiast Travelled and big adrenaline junky Love my dog

Agenda The science behind the numbers Selling ‘The Cloud’ The sales and development love affair Questions

The boiler room that is sales It’s all about the number!!! But how do you become closer and earn that coffee??1) Organisation2) Planning3) Hitting KPI’s4) Confidence5) Questioning

Organization and planning KYB - Know Your business KPI - Key Performance Indicators Weekly planner Know your product Know your customers Know your competition

What are Harry’s KPIs Calls 120 Successful Calls 60 Demos 0 Opps 20 Number of deals 5 AOV £2,000 £ £10,000

Making that target 120 Calls 120 60 Successful Calls 60 0 Demos 15 20 Opps 30 5 Number of deals 10 £2,000 AOV £2,000 £10,000 £ £20,000

The funnel •New opportunity Fill it up •Fact finding •Develop solutionQualification •Timeframes/Decision making process •Proposal/Negotiation Closing •Final proposal/Sign-off

Questioning Listening skills Open end questions for discovery Close and summarize techniques SPIN selling Solution selling 6 qualification questions

Confidence

Keep calm and carry on

Selling ‘Cloud’ is the sales’ new buzz SocialPigeon Carrier Letters Fax Email Mobile Enterprise

Got it? Don’t understand the product? Opposites attract – sales and development

Ladies and Gentleman…….Red Corner – Sales1)Extrovert2)Confident3)Flashy watches Vs Blue Corner – Developers 1.Introvert 2.Shy 3.Live / breathe the computer

Mutual understanding £ Sales Product

Science of selling… (K x A) + P x W =K = KnowledgeA = AbilityW = WorkP = Product

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The science of selling

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