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Sales Process Development      for Salespeople
Sales ProcessDevelopment Overview• Quick online training (about 30 minutes)• Read through the training slides• Do the exer...
The Sales Process    For every kind of sale• Leads• Prospecting• Mutual Qualification• Needs Analysis• Presenting the Solut...
The Sales Process   What the pieces mean• Leads: Someone to call or talk to• Prospecting• Mutual Qualification• Needs Analy...
The Sales Process   What the pieces mean• Leads• Prospecting: Asking for a sales conversation• Mutual Qualification• Needs ...
The Sales Process   What the pieces mean• Leads• Prospecting• Mutual Qualification: Should we be here?• Needs Analysis• Pre...
The Sales Process   What the pieces mean• Leads• Prospecting• Mutual Qualification• Needs Analysis: What they need/want• Pr...
The Sales Process   What the pieces mean• Leads• Prospecting• Mutual Qualification• Needs Analysis• Presenting the Solution...
The Sales Process   What the pieces mean• Leads• Prospecting• Mutual Qualification• Needs Analysis• Presenting the Solution...
The Sales Process   What the pieces mean• Leads• Prospecting• Mutual Qualification• Needs Analysis• Presenting the Solution...
The Sales Process   Why it matters• Leads• Prospecting              }                                                  Do ...
Pieces of The Sales Process            Exercise Overview• Each section of the sales process that follows will be followed ...
Exercise ExampleSALES PROCESS FOR: My job titleLEADS:My Target:Sales focused organizations in the FMCG or Hospitality indu...
Pieces of The Sales Process               Leads• Great leads start with a well defined  target –Company size; location; ind...
Pieces of The Sales Process         Leads - Exercise• Define your target - what makes a great  lead?• How can you ensure a ...
Pieces of The Sales Process            Prospecting• Prospecting is whatever you do to get  into a sales conversation with ...
Pieces of The Sales Process         Prospecting - Exercise• What are the best prospecting methods for your chosen  sales e...
Pieces of The Sales Process              Qualifying• The first thing to do once in a sales  conversation is to qualify the ...
Pieces of The Sales Process       Qualifying - Exercise• What do you need to know about a  prospect in order to consider t...
Pieces of The Sales Process           Needs Analysis• Once a prospect is qualified, you need to  understand what it is they...
Pieces of The Sales Process     Needs Analysis - Exercise• What do you need to know from the  prospect before you make a p...
Pieces of The Sales Process        Proposal or Solution• The proposal or solution is your offer• At a minimum, it includes...
Pieces of The Sales Process  Proposal or Solution - Exercise• What can you do to ensure that your proposal  is correct and...
Pieces of The Sales Process              Objections• Objections are questions, comments or concerns  that the prospect has...
Pieces of The Sales Process      Objections - - Exercise• What do you do to minimize objections  before they can even come...
Pieces of The Sales Process              Closing• Closing is simply reaching agreement to  do business together with the p...
Pieces of The Sales Process         Closing - Exercise• What have you done to close deals that  works so poorly that you n...
Using Your Sales Process• Congratulations, you now have a complete  sales process• Follow it, and incorporate it into the ...
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Tlss process training

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  • Transcript of "Tlss process training"

    1. 1. Sales Process Development for Salespeople
    2. 2. Sales ProcessDevelopment Overview• Quick online training (about 30 minutes)• Read through the training slides• Do the exercises as you go• We will have a 1-on-1 coaching after• This will make you a stronger candidate
    3. 3. The Sales Process For every kind of sale• Leads• Prospecting• Mutual Qualification• Needs Analysis• Presenting the Solution• Objections & Negotiations• Securing the Deal (Closing)
    4. 4. The Sales Process What the pieces mean• Leads: Someone to call or talk to• Prospecting• Mutual Qualification• Needs Analysis• Presenting the Solution• Objections & Negotiations• Securing the Deal (Closing)
    5. 5. The Sales Process What the pieces mean• Leads• Prospecting: Asking for a sales conversation• Mutual Qualification• Needs Analysis• Presenting the Solution• Objections & Negotiations• Securing the Deal (Closing)
    6. 6. The Sales Process What the pieces mean• Leads• Prospecting• Mutual Qualification: Should we be here?• Needs Analysis• Presenting the Solution• Objections & Negotiations• Securing the Deal (Closing)
    7. 7. The Sales Process What the pieces mean• Leads• Prospecting• Mutual Qualification• Needs Analysis: What they need/want• Presenting the Solution• Objections & Negotiations• Securing the Deal (Closing)
    8. 8. The Sales Process What the pieces mean• Leads• Prospecting• Mutual Qualification• Needs Analysis• Presenting the Solution: What & how much?• Objections & Negotiations• Securing the Deal (Closing)
    9. 9. The Sales Process What the pieces mean• Leads• Prospecting• Mutual Qualification• Needs Analysis• Presenting the Solution• Objections & Negotiations: Reply to “no”• Securing the Deal (Closing)
    10. 10. The Sales Process What the pieces mean• Leads• Prospecting• Mutual Qualification• Needs Analysis• Presenting the Solution• Objections & Negotiations• Securing the Deal (Closing): Getting to “Yes”
    11. 11. The Sales Process Why it matters• Leads• Prospecting } Do this stuff well And get a lot of these• Mutual Qualification• Needs Analysis } Do this stuff well And these are easy }• Presenting the Solution• Objections & Negotiations• Securing the Deal (Closing) For more information on the sales process, please follow this link: http://davidmasover.com/blog/2012/04/an-overview-of-the-steps-of-the-sales-process/
    12. 12. Pieces of The Sales Process Exercise Overview• Each section of the sales process that follows will be followed by an exercise section to be completed on a separate document• For the exercises, consider your current sales job as a model for customizing a sales process as you work through the exercises• Start by opening a word document• Then make a header for each part of the sales process (i.e. Leads, Prospecting, Needs Analysis, etc.• Fill in your answers to all of the exercises on one single document.• If you need more information, follow the kink at the bottom of each section• The next slide is an example of your exercise sheet• After the example, you will find the sections of the sales process and the exercises that follow
    13. 13. Exercise ExampleSALES PROCESS FOR: My job titleLEADS:My Target:Sales focused organizations in the FMCG or Hospitality industry located in Budapest.......A Steady Flow of Leads Can Come From:the moon bambino alabanza governor antigua ... senda actriz nuevo el rey latin tito gina diva culopnp fail cds son roI will organize my leads as follows:the moon bambino alabanza governor antigua ... senda actriz nuevo el rey latin tito gina diva culopnp fail cds son roPROSPECTING:The best prospecting methods for my sales effort are:the moon bambino alabanza governor antigua ... senda actriz nuevo el rey latin tito gina diva culopnp fail cds son roEtc.
    14. 14. Pieces of The Sales Process Leads• Great leads start with a well defined target –Company size; location; industry; a specific kind of need; revenue; etc.• Great lead sources have a steady flow of leads rather than a one time shot• You will need to organize and manage your leads for best results For more information on Leads, please follow this link: http://davidmasover.com/blog/2012/04/generating-leads-the-first-step-of-the-sales-process/
    15. 15. Pieces of The Sales Process Leads - Exercise• Define your target - what makes a great lead?• How can you ensure a steady flow of leads from these lead sources?• How will you organize and manage these lead sources? For more information onLeads, please follow this link: http://davidmasover.com/blog/2012/04/generating-leads-the-first-step-of-the-sales-process/
    16. 16. Pieces of The Sales Process Prospecting• Prospecting is whatever you do to get into a sales conversation with a lead –Cold calls; Networking; LinkedIn;• The method you choose doesn’t matter, as long as it gets results• The method should be proactive• You need to make these efforts consistently for best results For more information on Prospecting, please follow this link: http://davidmasover.com/blog/2012/04/prospecting-the-second-step-of-the-sales-process/
    17. 17. Pieces of The Sales Process Prospecting - Exercise• What are the best prospecting methods for your chosen sales effort• What will you do or say to prospects to get them to engage in a sales conversation – Write down the actual words you will say on a call, or in a trade show booth, or in a LinkedIn message• How much time can you spend on this activity• When will you do this prospecting work – Number of hours and days per week – Which hours and which days For more information on Prospecting, please follow this link: http://davidmasover.com/blog/2012/04/prospecting-the-second-step-of-the-sales-process/
    18. 18. Pieces of The Sales Process Qualifying• The first thing to do once in a sales conversation is to qualify the prospect• To qualify is to discover why the prospect is both able to buy and likely to buy• Selling to unqualified prospects is a losing game• You should not get into needs analysis or propose a solution to an un-qualified prospect - EVER! For more information on Qualifying, please follow this link: http://davidmasover.com/blog/2012/04/qualification-the-third-step-of-the-sales-process/
    19. 19. Pieces of The Sales Process Qualifying - Exercise• What do you need to know about a prospect in order to consider them qualified –There are at least three things you need to know –Maybe more given your specific kind of sales• How will you find this out –Use as many answers as you like For more information on Qualifying, please follow this link: http://davidmasover.com/blog/2012/04/qualification-the-third-step-of-the-sales-process/
    20. 20. Pieces of The Sales Process Needs Analysis• Once a prospect is qualified, you need to understand what it is they will spend money on - what do they need• You should never write a proposal until you have a good understanding of what the prospect needs• You should never write a proposal until you know how and why the decision will be made to buy from you For more information on Needs Analysis, please follow this link: http://davidmasover.com/blog/2012/04/needs-analysis-the-fourth-step-of-the-sales-process/
    21. 21. Pieces of The Sales Process Needs Analysis - Exercise• What do you need to know from the prospect before you make a proposal• What can you do during the needs analysis to ensure that you win the business• What philosophies, strategies or tactics do you use to make sure that needs analysis is successful For more information on Needs Analysis, please follow this link: http://davidmasover.com/blog/2012/04/needs-analysis-the-fourth-step-of-the-sales-process/
    22. 22. Pieces of The Sales Process Proposal or Solution• The proposal or solution is your offer• At a minimum, it includes what you will deliver to the prospect and a price• It may also include other items such as payment terms, financing, details about the project or other relevant information• The “format” of a proposal can be a spoken word or a 100 page document, the purpose and strategy is the same For more information on Proposals, please follow this link: http://davidmasover.com/blog/2012/04/proposing-a-solution-the-fifth-step-of-the-sales-process/
    23. 23. Pieces of The Sales Process Proposal or Solution - Exercise• What can you do to ensure that your proposal is correct and complete from the perspective of the prospect• What information can you put into the proposal to ensure that it will be successful• What lessons have you learned from proposals that you have written that were not successful For more information on Proposals, please follow this link: http://davidmasover.com/blog/2012/04/proposing-a-solution-the-fifth-step-of-the-sales-process/
    24. 24. Pieces of The Sales Process Objections• Objections are questions, comments or concerns that the prospect has about your proposal• You can use techniques to address objections, but be careful not to seem like you are using them• The best approaches to objections include – Addressing concerns in needs analysis so that they don’t come up after the proposal is given – Seeking to understand them to offer the chance to resolve them through dialogue For more information on Objections, please follow this link: http://davidmasover.com/blog/2012/04/answering-objections-the-sixth-step-of-the-sales-process/
    25. 25. Pieces of The Sales Process Objections - - Exercise• What do you do to minimize objections before they can even come• What kinds of techniques do you use to address objections• What strategies, philosophies and tactics do you use when addressing objections• What kind of objections give you the most trouble and what do you do about them For more information on Objections, please follow this link: http://davidmasover.com/blog/2012/04/answering-objections-the-sixth-step-of-the-sales-process/
    26. 26. Pieces of The Sales Process Closing• Closing is simply reaching agreement to do business together with the prospect• Traditional closing techniques are well known to prospects, and usually don’t work• If you do all of the other steps well, closing can be as easy as a simple question or suggestion to move ahead For more information on Closing, please follow this link: http://davidmasover.com/blog/2012/04/closing-the-seventh-and-last-step-of-the-sales-process/
    27. 27. Pieces of The Sales Process Closing - Exercise• What have you done to close deals that works so poorly that you never do it again• What usually prevents a deal from closing for you• What do you to get a deal closed For more information on Closing, please follow this link: http://davidmasover.com/blog/2012/04/closing-the-seventh-and-last-step-of-the-sales-process/
    28. 28. Using Your Sales Process• Congratulations, you now have a complete sales process• Follow it, and incorporate it into the system you use to track prospects and clients• Modify it as you go, or make a new one for each new project• If you are working with Top Line directly, please e-mail your exercises and some times we can schedule a Skype call for 1-on-1 coaching
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